Hey guys,
welcome back to PT Breakfast Club.
I mean, it's the perfect intro, man.
Oh, we're jumping on the,
we're jumping on the trend
of the AI generated videos.
And that's our, that's our version of like,
you know, Yeti and Bigfoot, I guess.
Hang on.
Here he comes.
I'll play it again.
Cause Dave just got here.
Here's, here's our new intro.
Tony made it this morning.
Hey guys,
welcome back to PT Breakfast Club.
There it is.
We've got our own AI generated intro.
Yes.
That guy was all tall and
skinny like Dave.
I think.
Yeah.
Clean and mean.
But that's what you're able
to do with sort of these
AI-generated things, which is, I mean,
again, it's where it is right now.
And I'm sure if you haven't
seen the Bigfoot videos,
I don't know how you've missed them.
Maybe it just shows you what I click on.
I don't know.
It's in my algorithm.
But Bigfoot and Yeti
essentially acting like
vloggers and just running
around the world like
vloggers doing some weird stuff.
um the first the I saw one
though that actually had a
product in it was the first
time so in my head in my
mind these accounts are
sort of ambiguous because
when I saw it I was like oh
which company has co-opted
this and the accounts are
sort of like just weird
names but if you know
anything about some youtube
or facebook or even youtube
strategy people will go on a strategy
build an audience,
sometimes using questionable tactics.
And then later on down the line,
they'll completely flip the
name or sell the name of
the channel to someone else,
purge all the videos,
but you keep the followers.
Do you understand what I'm saying?
Like sort of an arbitrage that way.
So I was sort of thinking
like it might be an
ambiguous sort of innocuous
Facebook account now.
But then when I saw Zen, I was like,
it could be the Zen people doing this.
It could be someone else who
sold it to Zen.
We don't know.
So that is definitely a strategy.
So what's interesting, it's a trend,
obviously everybody's going
to get sick of it quicker than, you know,
anything else.
But the idea is this is
clearly like successful.
It's growing in popularity.
Even it's Jimmy,
you might remember this
Dave cabbage patch kids.
Like go back.
I know you guys are way older than me,
but it was still part of my,
a little bit of my growth years.
Yes.
Yeah, Cabbage Patch Kids, Beanie Babies,
like all of this kind of stuff.
The fidget spinners, like, okay.
Snap bracelets.
Yeah, snap bracelets.
So it's not going to last
for twenty years.
But you know what?
If it put a million dollars
in your bank account in two weeks,
like a hundred percent
people would jump on this.
And this is one of those
things where I got on this morning.
Literally, I woke up, had my coffee,
talked to my wife, had a great morning.
got on and said,
how do I make a Yeti video
that introduces the PT Breakfast Club?
Got a couple of tutorial videos,
signed up for a one month trial on Envato,
I think it's called.
and started playing with this.
Now, the first version didn't have audio.
Second version had a little better.
As I understand the prompts,
I am going to figure out
how to get a good quality Yeti video.
And then I'm like,
wouldn't it be hilarious if
you created a couple of
these right now when it's trending?
to talk about like how Dave's using the,
the STEM device, how I'm using shockwave,
how Jimmy's doing other things.
Like we could have so much
fun with this and bring
that levity into the profession.
It's just a, it's a different channel.
It's a different way that you're,
you can create a character
and you don't need to fly a
character in or train them
up or set up good lighting.
You literally just,
you tell it what you want
the set to look like.
Like what was the prompt you
got for this one that we're
looking at right now?
I went into chat GPT.
I took elements from a
YouTube video that I was
watching and then had GPT reprocess it.
And basically just like a quick one,
it just said, hey,
ten second animated video,
PT Breakfast Club.
Modern setting is a modern
physical therapy clinic
with visible treatment tables,
resistance bands, therapy balls,
large three large mythical
forest creatures.
I had to use that because I
couldn't use our names.
It was against their policy
and I couldn't use
trademarked characters like Yeti.
Yeah.
And then it said, you know,
three creatures, high top table,
shoulder pulley, foam roll,
clipboard with a treatment plan.
The dialogue is, hey, guys,
welcome back to PT Breakfast Club.
Today's podcast.
It's supposed to say today's podcast.
We're blowing up social
media with news about
physical therapy and how to
grow your PT business.
Fill a mug and tune in now.
That's what it was supposed to say.
It didn't say that.
And then I said, quirky,
warm background music
finish with an animated PT
Breakfast Club sign or text.
So it's close.
But remember what graphics
looked like in the
beginning of of of ChatGPT?
Yeah.
Always put like a sixth finger on people.
It wouldn't it wasn't able
to spell words correctly.
It kept doing that.
give it a week,
give it a week and ten ten
thousand prompts and
modifications and
improvements and it'll be
something different in a month.
Yeah, that's my opinion.
Well, let's talk about what you wear.
Dave,
you had shared something with us
about a professional or attire.
And this was, I think,
the prompt that you had shared.
We're professionals and
we're paid for our expertize.
Someone believes how we
dress influences our
client's perception of us
and with a level above what
I'd wear at home.
Not wearing jeans,
a dressier but breathable top,
closed-toed shoes.
This person thinks scrubs
suggest technician or medical assistant,
leggings or joggers suggest
group exercise instructor.
Tony said his Lululemon
pants were in the shop.
So what are your thoughts?
Does this bring back the no
polo or polo argument?
I've always been fine with polos.
There's a little bit of... Yeah,
Tony's got it with the branded.
Not a fan of the white obliques there,
but I think they're, in general...
it would be best to be, you know, like,
like this is like a collars and kosher,
like it's short sleeve, it's stretchy,
but it's like an actual,
it's like a button up collar.
I think there's certain
therapists like whether
it's Tony or it's Jean Chirac abroad,
or it's, uh, Urson Rahelioso,
or I don't know,
Danny Matei and all those, all those cash,
you know,
therapists and Zia Dadul and all
like Zia Dadul, he treats patients.
He's got a huge following.
He's got multiple clinics.
He's, I believe mostly self-pay.
He does a ton of stuff with ACL.
I just saw a video this morning of him.
He was wearing socks in this
clinic with a backwards hat on, T-shirt,
sweatpants,
but he's not hurting for marketing.
He's not hurting for
retaining patients and clients.
It doesn't seem like he's
hurting for anything.
I mean,
I helped him start in the whole
cash base world seven or
whatever years ago.
In general, though,
there's these therapists
that are having trouble
ramping up and launching.
their practice,
it doesn't matter if you're in network,
out of network, self-pay, you do Medicare,
you don't take Medicare, whatever.
If you're ramping up and
you're looking to get a
foothold and you want to
convey value in the first
five or ten seconds before
you even open your mouth
when you meet people,
dress attire absolutely is crucial.
But once you're Tony Meritato,
you could wear whatever.
You could wear a backwards
hat like Zia Dabdoul and wear socks.
Tony can wear whatever,
cargo baggy pants and whatever,
shirt or hoodie.
Tony, whatever you want to wear.
You already have so much
other stuff that you
brought to the table with
videos and content.
People throw money at you
and you could literally
wear whatever you want.
But the therapists that are like,
what do I wear?
And I'm looking to grow and
I'm struggling or I'm stuck
or I'm plateaued.
I believe if you look good, you feel good,
you perform better, it comes off better.
Obviously,
I have a bias in terms of our Manhattan,
New York City clientele.
But there's another
clientele of ours that they
probably don't care either.
Anyway, but that's just my bias.
This is Chase.
His LinkedIn user profile
isn't coming through,
but this is Chase saying this.
He says, I think as long as you,
the clinician,
are comfortable and it's on
brand with your organization,
it should be fine.
I agree with Chase.
Yeah,
on brand is the most important thing.
I mean, your image conveys value.
Your image conveys what you do.
Like there is an image associated with,
you know, Silicon Valley tech bros,
right?
Like there's an image
connected with CrossFit
versus yoga versus Pilates in our clinic.
we curate that image very carefully,
but at the same time, it's like,
I understand my demographic.
We're Midwest, it's a steel mill town,
this is blue collar,
we're working individuals,
we're about family.
So when you come into my clinic,
you don't really see high-end, polished,
finished, very expensive equipment.
That is off-brand for us.
Plus,
that's also not the experience we're
trying to deliver.
At the same time, though,
you don't see a bunch of private rooms.
Everything we do is curated
to attract the ideal client
and deliver the experience
we want to deliver.
But I will say,
you can go from white lab
coat and want to be called
doctor to yoga pants and
tank tops to whatever.
You just need to do it intentionally.
Yeah.
And I think you should do it consistently.
I think if somebody in your
organization were so
outside of so many standard
deviations from the middle,
from what is normal there,
it would just be like,
I don't understand this.
This doesn't make any sense.
So it's got to make sense.
Chase, who was saying that,
is a brick and mortar from Missouri.
So that's where he is.
Go ahead.
No, I'm just going to say, like,
I had a new therapist start
last year in December.
He wore a button up to the
in-person interview and
evaluation that he and I
did together as part of our
interviewing process.
And then the first visit
with us was with one of our
longtime clients who was doing,
I think I posted online,
but was doing one of the
golf simulators at some
place in Manhattan.
So I was like, all right, I'm going to go.
And I'm going to tag along.
And this was in December of last year.
And I said to the therapist, I said, hey,
can you just wear like can
you just wear something?
I know it was like freezing outside.
It was like twenty five
degrees or thirty degrees or whatever.
So obviously I know you're
going to wear like a jacket or whatever,
but I'm like like underneath that,
can you just wear like like
the same type of shirt that
you just wore for our
in-person interview when you and I met?
And then when we got to the place,
he had a hoodie on and I'm like, Ooh,
that's yeah.
The hoodie is tough.
It's a tough sell.
Yeah.
I just, it's now.
And then that same therapist,
we won't mention names,
but I don't want to have to go into it,
but that therapist is like
asking like why I don't
send them new evaluations anymore.
Cause it was like, you know,
part-time or whatever.
It's like,
just, just no,
sometimes there's no self-awareness,
but that is like, okay,
I need to convey that more
because that it's not just me,
but it's my therapist.
I tell my therapist, Hey,
like really simple things.
Like let's get solid black shoes.
Like you need new shoes.
I'll buy them.
I'll pay for them.
Whatever.
Like, you know, solid black sneakers.
If you want to be comfortable,
you don't have to wear dress shoes,
but like certain things I just, I,
especially if they're W two
and I can actually do that
legally and say like, Hey,
this is what I want.
This is what I expected.
What I want,
how I want you to dress or whatever.
Uh,
Then as W-to employees,
they can have to follow
that versus if they're ten
ninety nine and they can
wear whatever they want.
So and that we've talked about it before,
like the brand promise and
the brand extension, all that.
So like when I'm not there,
they're there and they I
want them to have the same
type of presentation as I
would if I were there.
You can do whatever you want,
but you get what the other
person expects.
For some reason,
I'm seeing these quotes
from Robert Herjavec from Shark Tank.
And he said this one quote where he's like,
don't... He's like, fear...
fear the man in the t-shirt,
not the man in the suit.
And he was talking about Mark Cuban.
And he was like, I didn't understand it.
When I first met Mark Cuban,
like Robert Herjavec is
known as like dressing to the nines.
Like dude walks in and you're like,
that guy has got some money, right?
And he's looking at Mark Cuban going like,
Mark, why do you dress like a schlub?
You know,
Mark's like wearing like designer
jeans and like a Led
Zeppelin t-shirt that
probably costs a thousand dollars,
but looks like a Led Zeppelin t-shirt.
And Mark simply just says, cause I can,
man.
Like,
because I'm not trying to
impress anybody in this room.
Now, that works to an extent, right?
Because if you're trying to
deliver... The comparison
is Tony and Ziad Dadul,
who Ziad is wearing socks
and a backwards hat, whatever,
because he's already made it.
Tony's already made it, has a following,
all that.
Mark Cuban,
already a billionaire on the show.
So he's like...
I'll wear whatever.
And guess what?
For the show over the last ten years,
he's been wearing a suit.
If you've noticed, he doesn't wear that.
Now, here's something funny.
Different industry.
I was in radio and I went
from being just a
broadcaster to now the program director.
And now I was going to different meetings.
Half of my day I was wearing
a button down shirt.
Right.
And khakis.
and half the other day I was
like all right now I'm in
the I'm in the radio studio
and I'm wearing cargo
shorts and a guns and roses
t-shirt I'm being mckay the
first half of the day I'm
jimmy mckay program
director the second half of
the day I'm on the air the
funny part was it didn't
work because a lot of
people knew me first the
people were trying to meet
with local business owners
to get them to buy in
they'd see me in the
meeting like that doesn't
make any sense so my boss
was like be you be mckay
the whole time this is the
persona you've given out in your
ten years in northeast
Pennsylvania it was it was
confusing to people like
wait you're the boss but
you're not really like that
guy who's screaming and
giving away beer and
concert tickets all the
time so the boss was like
stop being you know be that
guy be the operator but
when you meet with people
you have to keep that
consistent so I would say
that's the last one right
consistency in that thing
yeah I worked in a I worked
in a peds clinic and I wore
they said pretty much
whatever you want because
you're gonna get vomit and
snot and spit and urine it didn't matter
So I know we're going to
talk about asking for referrals,
but something Dave brought
up that I thought was
really interesting I wanted to mention.
Dave said, because it's a W-to-employee,
I can tell that person what to do.
I saw, and I think we all know,
I think he's on Long Island,
Dave Harvitz.
He's a physical therapist
and I don't know if he does
total motion or what he does.
But anyway,
he had said in he's been
sharing more clips lately
and he's he had said nobody
works for him until they've
done a six month like
internship basically to
learn his methodology.
And I've known other
therapists that I respect
greatly who are very
similar in that mindset.
I want to hear more from
Dave Kittle on this.
Like I remember.
Twenty five years ago
thinking I read E-Myth Revisited.
I understood Michael Gerber's position.
I was like, all right,
I'm going to build the
system and I've got the
ideas and I've got the
model and people are going
to do what I tell them to
do because I'm paying their salary.
Heck no.
Like where where do we draw
the line in this between
the professional autonomy
of the physical therapist
coming to work for us and
us building a business that
delivers the results that
we want to deliver?
I think they are not technicians.
They are not, you know, cogs in the wheel.
They're not going to build
the widget that I want them to build.
I don't believe I have the
real authority to say,
this is what you need to do.
I need a visor.
Dave, what's your position on that?
Because I have found over
the years that when I hire someone,
if I think I'm going to
tell them what to do,
I am always disappointed.
I just need to hire the
person who's doing what I
want and let them do it.
I agree.
It is a little bit in
between or at the very
least it is hiring them to
fulfill the style of
therapy visit that I want.
It's not going to be exactly
like when they do an
evaluation or a treatment visit,
it's not going to be
exactly the way I would do it.
It's not going to be exactly
the way Tony Maritato or
June McKay would do it.
It's not going to be the
same way that some other
staff therapist would do it.
But overall,
if the patient and client is happy,
they're impressed,
they hopefully feel a little bit better,
they feel acknowledged, listened to,
they feel heard,
and they're interested in
continuing to invest in
their health and wellness,
that's all that matters.
I want them to establish that.
No, I can't tell them exactly what to do.
I can't tell them only do
two manual muscle tests or
do exactly this structure
or do exactly this type of treatment.
I definitely do suggest, you know,
treatment types or if they have
We had a younger client
recently with complex
regional pain syndrome.
And I told one of my therapists like, yeah,
so like,
let's do the Stimpod locally on
the location of discomfort,
but then also at the
earlobe part for the vagus
nerve stimulation,
five minutes each position,
each spot or ten minutes
max each position and then
all your other normal stuff.
But I'll give suggestions, but no, I agree,
Tony.
I can't tell them exactly what to do,
but that's part of my whole
intro phone call,
Zoom video interview where
we're talking about,
do my core values match
their core values?
They're telling me stories
about their past.
I can start to get to know
them a little bit more.
Then we meet in person.
They evaluate me as a fake patient.
I check the references.
We do a career history form
that they have to fill out.
And so from all those five touch points,
I can start to cluster an
approximation of,
will they be the right fit
to deliver the style of
treatment that I want?
But no, they're not cogs in the wheel.
And they're not doing do step one,
then step two, then step three,
and all that.
So especially with mobile,
they're going to do
whatever they want anyway.
I can't tell them exactly
what to do treatment-wise.
Yeah, it's got to fit.
Like, I mean,
how many times you've been
meeting with someone and say,
this isn't going to be a good fit at all,
right?
I'm sure you've weeded people out.
Or, hey,
I've got the perfect person for you.
It sounds like I'm going to
match this person's energy.
If you've got someone on
your staff that's pretty quiet,
you've got someone who's
really verbose and high energy,
you're like, this isn't going to match.
But if you've got someone on your staff,
so this is where variability, I think,
could be one of your
superpowers is important.
yes the quality is our table
stakes right and
understanding what the
brand is table stakes but I
think some of our I mean
especially with the ryzen
ai it's going to be the
differences and the things
that you bring to the table
that someone else can't is
going to be your your
unique selling point
Now,
I think this is where it can be turned
into an advantage.
So I've had therapists on my
staff that I would never do
what they do in patient
care and interventions.
But because I had them on the team,
I could be like, OK,
this patient is perfect for
that therapist.
Like this patient was made
for that therapist.
I put those two together.
They've got a ten year relationship.
If I didn't have that person,
if I was only a CrossFit
gym that just does CrossFit,
I have no other option than
to send that person
somewhere else or try to
force that person into my model.
That's not going to work for them.
So once I let go of the idea that, hey,
this is Tony's physical therapy clinic,
you're going to do it my
way or the highway,
it allowed me to expand the
team and offer alternatives
to my personality that...
really helped us grow over
the years now that I'm
older more established less
less interested in growth
I'm like I'm not gonna
bring someone on the team
who's just gonna you know
go at odds with what the
rest of us is doing so
that's why we haven't grown
I have another uh funny
anecdote from this past
week uh I know we're only
we're over thursday this
past week in terms of that
exact thing we're talking
about expectations and
We had a patient reach out,
reaching out for her father.
The father specifically
wanted a female therapist.
They had asked for like not
physical therapy.
They had asked for a massage.
I say to my therapist in Manhattan,
it's a female physical therapist.
She's licensed as a physical therapist.
She's also licensed as a
massage therapist.
I say to that physical therapist,
this client,
this intersection or this
address you're okay with?
Yes, nearby.
Okay, great.
I spoke to the daughter.
She's getting this for her father.
The father, for whatever reason,
he's old school.
Maybe he doesn't want a male touching him.
I don't know.
But he's requesting a female therapist.
I said, he's looking for and he wants.
Now he's ninety something years old.
He doesn't want to do squats
and balance drills and all that.
They want massage.
They want massage and soft tissue work.
Therapist says to me, well,
do they know that we're
physical therapists?
I'm like, but you're a physical therapist,
but you're also a massage therapist.
Right.
Therapist goes and does the home visit.
How many minutes?
So we do six minute visits.
How many minutes do you guys
think was actually massage
or soft tissue work?
Just just hypothetically,
you don't know any other
detailed or context.
Ten.
I don't know.
Like, I was gonna say fifteen.
But it doesn't matter because the client,
older gentleman,
told his daughter that he
didn't get a massage
because the expectations
were so out of whack.
And maybe I dropped the ball
a little bit with communication,
but I knew this therapist
is licensed in New York as
a PT and a massage
therapist for whatever reason.
And I said to the therapist,
They don't want a physical
therapy evaluation.
In fact,
I didn't even speak to the therapist.
All this has a paper trail.
All this is over text and email.
So we can't right now, but if we wanted to,
we could pull it up and I could read it.
And it's unbelievable, like it's in text.
what the client is paying
out of pocket for,
not what their insurance is covering.
The insurance, of course,
would want the physical
therapy evaluation of
whatever complexity.
That's not it.
The client is paying out of pocket.
The family's paying out of pocket.
This is something that they want,
not something that they need.
They don't want physical therapy.
They want massage, holistic wellness,
whatever they were talking
about with soft tissue work or whatever.
And what do you tell people?
Like, I see this every single day.
It's I am the therapist.
I am the professional.
This is about me.
I will, you know,
tell you what to do versus
the client coming in who's like,
I'm in pain.
I'm sore.
I want you to make me feel better.
This is how I want you to
make me feel better.
The therapist thinks that
they're the ones saying it.
Like, how do you help that therapist?
Either acknowledge, OK,
I'm here to serve or I'm
here to do what I want or, you know,
just change the mindsets.
What do we do?
Start with the goal.
And I don't mean the therapeutic goal.
I mean, what is the goal?
The goal is to align with
this person to figure out,
can I actually deliver what they want?
I'm sure you have enough
tools in your toolbox to deliver that.
but asking what is being asked of them.
That person,
like what Dave is probably looking at,
and I can put words in your mouth,
is this is a great
opportunity to give what a
person is asking for that
you actually have dual certification in,
right?
Massage and PT.
Build a relationship.
So down the line,
actually what I think he
needs is to really be doing
some stairs because he
wants to get back on using the subway.
But episode number one,
yeah I probably would have
said like you tell me tell
me what what what success
would look like in sixty
minutes from now well I
really need to massage
because I can't my back's
totally jacked up great
trying to force your
narrative on them well
actually your your
iliocostalis muscles are
and being like we're gonna
do this for thirty but then
we're gonna do other stuff
that's a miss that is what
happens when we have
dictation by insurance not
where dave is so I think
that was a miss but there
must be reasons why why do
you think that therapist did that
I think what Tony just said
hit on the head,
which is the therapist did
what they wanted to do.
And here's also a caveat,
which is actually
financially against that
therapist's own wallet.
That therapist works
full-time somewhere else.
They already are busy with Luna patients.
And I go, I go, this was a while ago.
I go, how much is Luna paying these days?
You're getting like seventy five, eighty,
eighty five bucks a visit, right?
Yeah, yeah.
With bonus, whatever, whatever.
And I go, and by the way,
this client's paying three fifty a visit.
And I go, well,
I'll pay you one hundred so
I can beat Luna.
I can be way more competitive than Luna.
I said, moving forward, effective today,
whatever this was, I can, you know,
you're up to one hundred
dollars a visit for all of our visits.
And this therapist knew this.
Now,
this family is not going to continue
with this.
I even tried to switch to
another female therapist yesterday.
I tried to salvage this,
and they're like already
completely turned off.
Because they asked for something.
I asked for pepperoni,
and you gave me half
pepperoni and half anchovy.
I didn't ask for that.
But isn't it wild that I can
pay more than Luna,
this therapist might have had,
I don't know,
five or ten or however many
more encounters with this client,
if they actually listened
to what I said and what the client wanted,
not did what they wanted,
and they just lost a
thousand dollars of future income.
I've never and maybe it's
just the therapist that I
tend to connect with.
I've never seen a therapist
be motivated by money, period.
I've never seen bonuses that
motivate the therapist that
I'm working with and associated with.
I've never seen incentive plans.
I've never seen profit sharing, you know,
and we've had this conversation before.
But it's like logic does not
play a role because logic would say, hey,
even for the people
complaining about money,
I don't get paid enough.
It doesn't matter.
It's first.
I want to do what I want to do,
what I believe is best.
And it could be you believe
this is what's in the best
interest of the patient.
And second, I also need to make a living.
But I've just never in our
profession seen therapists
motivated by money who are
willing to change their
primary driver because they
can make a little more
doing something else.
I'm sure they exist.
Go ahead.
It's so wild, though,
because this person who we
don't know is dual.
She's also a licensed massage therapist.
So it's not like you gave
her something that was out of her,
like something that she'd never do.
It's like you literally have
the skill set and you can
write it down on a resume.
And this person is asking for that thing.
So and I also think, Tony,
that studies will show on the large part,
most financial bonuses
don't actually work.
They aren't as successful as people think.
They'll take it because they're not idiots,
but it actually doesn't
change the drive of the
thing that you think it
does outside of like bum fights.
Bum fights, fifty bucks actually works.
Remember bum fights?
I remember.
Very bad.
That was like twenty years ago.
Early YouTube.
I'm glad you guys just
brought up the fact that
there are the therapists on
social media and these
Facebook groups creating
like the salary reports or
like the spreadsheets of
different salary offers
across the country because
there is a little bit more of that.
I'll say it's not going to fully change.
Like, I agree with Tony.
It's not going to fully
change a physical therapist
behavior and what they're delivering.
But there is a little bit more of like,
I need to be paid because I
have all the student loan
debt or whatever.
But do you hear that when... Okay,
so I'm in those Facebook groups too.
Now look for this and see if you see it.
Like the red Jeep theory.
Now all you're going to see it.
They're asking if they're
being paid fairly.
Yeah.
I'm this person in this setting,
in this location.
Is this fair?
The funny part is they just
want to make sure they're
not getting... They're not
on the bottom third.
Like am I in the middle, right?
Which is fine.
Like I totally understand
that and you should be doing that.
But yeah, motivation by money...
you know get get the
increase your average plan
of you know visits per per
plan of care by fifty
percent and that person
will get a thousand dollars
this month I don't see
people jumping at that it's
it's not in their nature so
let's take that idea to
asking for referrals dave what you got
Yes, so yesterday,
to continue on the
Concierge Pain Relief video
content creation,
I crashed a visit with one
of my longtime clients who
is now being treated by my therapist,
Poris Mehta.
It was awesome.
I took a whole bunch of
videos in the client's apartment,
in the hallway, with the doorman,
walking on Park Ave,
walking in Central Park,
looking over the Jacqueline
Onassis Reservoir,
which is up in the upper
part of Central Park.
Central Park that Jimmy's familiar with.
And we did a whole bunch of videos.
And then leading up to the encounter,
like the day before,
a couple of days before,
I was saying to my therapist, I'm like,
hey,
I said, of course, I was like, um, this,
you know,
this client has been with us for
like a year or more and like,
they haven't referred anyone to us.
I said, I, you know, I'm like,
I'm going to show you how
to indirectly and directly
ask this patient for referrals.
I'm going to do it right in front of you.
And we're going to touch on
it multiple times.
Now, of course we talked about, I mean,
the visit was like over an
hour because we took our
time walking in the park.
Um,
and he did some balance drills and
stuff in central park, but
indirectly here and there,
whether we were talking
about baseball and the
Yankees and different
topics and all that.
But I would pick little
parts to mention because he's
going back into the office,
he's clearing out old boxes.
He's kind of like retired,
semi-retired from a big M&A law firm.
And so I was asking directly
and indirectly for referrals.
I said, hey,
who might you know that would
benefit from our services
the way that you've benefited from them?
And I think it's important
sometimes to just show other therapists,
I didn't get that part recorded, but
I was kind of nicely hinting
at it but then I was also
directly asking right next
to the page you know right
to the patient and my
therapist was right there
clients like oh absolutely
I'll keep you in mind for
colleagues and friends and
neighbors and absolutely
anyone that you know needs
it whatever absolutely um
and then after the after
the visit my therapist says
you know I've said things
like that to him like
twenty twenty five times
and I go what do you mean
He's like, yeah,
I've asked for referrals different ways,
and I try to mention that,
and it just hasn't happened.
I go, okay, interesting.
I go, what do you think that is?
We talked about it, and he said, well,
this type of a patient client,
they kind of talk about themselves a lot.
I don't know.
Maybe that's something for
us to talk about where do
people – are there certain –
psychographics,
are there certain
personality traits that
result in someone referring
more for local services
compared to other folks?
I don't know.
That's maybe a topic we can discuss.
But then the funny the funny thing is,
is the wife of this patient
I cannot believe this
happened the wife of the
patient who I just met
yesterday met up with
yesterday at a.m today
emailed me the very first
referral when I was just
there yet I have not seen
this patient in six or
eight months or something
porus has been treating
this patient this whole
time I don't know if it's a
coincidence but all of a
sudden they referred someone to us
Sometimes you just gotta
remind yourself out there
if you have a practice,
if you're not getting
referrals from therapists,
maybe they need to hear you
and see you do it.
Maybe you need to touch base
with the patients and clients.
Maybe you need to do a
telehealth call if you're
mobile or you have to do
something in the clinic or something.
Maybe my therapist is right
and maybe I'm a little bit
right where it was just a
coincidence and now they're
referring someone to me for
the very first time.
I don't know.
What do you guys think?
I think it's locks and keys.
The right way of asking
someone for a referral is
going to work on one person
and not work on another and vice versa.
How would you train someone up?
If you had a brand new PT,
they're pure as the driven snow,
how would you give them
opportunities to say that?
For me, I like the straightforward
and indirect.
That sounds confusing, but I say,
is there one person that
you could think of that you
think something like this would benefit?
So that's straightforward,
but also a little bit open-ended.
So straightforward and not indirect,
but direct, but also open-ended.
For me,
it opens the door because it
doesn't force them into that.
But is there someone,
you're telling me you can't
think of one person,
one person that would also
benefit for this,
but you're not doing it in their face.
Tony,
what have you seen as better
strategies for doing that?
So my wife got really mad at
me this weekend because we
were talking about our kids.
We were talking about personalities.
And I was like,
you realize they just come that way.
And I always say this.
I'm like,
if we would have had one of our
boys first,
we would have thought we were
experts on parenting and raising kids.
And we would have written a book.
And we would have self-published it.
If we had a different one of
our boys born first,
we would have thought we
were the worst parents in the world.
Like this is just, you know,
now I tend to be very like,
I don't know if the words existential.
I remember reading, you know,
existentialism.
And I was like,
it doesn't matter what you do.
The universe is going to do
what the universe is going to do.
This is a similar situation.
I think if you find what
works for the therapist,
I could never say what Jimmy just said.
I would feel dirty and disgusting.
To me, it's like, hey,
how's your husband doing?
Oh, yeah?
He looks like he's limping around like...
I know he doesn't want to do therapy,
but if he just wants to ask me a question,
I'm happy to answer it.
No ties.
I'm not going to make him do it.
And even yesterday,
I'm in the dental hygienist chair.
I'm getting my teeth cleaned.
They always ask a million
questions while they're
cleaning your teeth.
How have they not learned?
They just talk or don't talk, whatever.
He asked me about his sciatica.
And I'm like, hey, you know,
here's the deal.
Are you doing this?
You're doing this.
He's like, yeah, yeah, yeah, yeah.
I'm like, you're good.
There's nothing else that I
could tell you.
Deal with it.
It's going to go away.
Nothing anybody else tells you matters.
But, you know,
if I really believe that I
had the secret cure to his
sciatica and I believed it
deep in my heart.
I would have converted him into a client.
He would have come to me for
physical therapy.
But because I don't believe
there's a cure to his sciatica,
he's already eating well, exercising,
doing all the stuff he's supposed to do.
I'm never going to convert
him into a patient.
You have to have that deep
held of a belief,
whether it's real or fake,
doesn't matter.
It has to be genuine and it
has to kind of be in line
with your personality type.
I am always going to tell
people you probably don't need anything.
Just give it a little time.
Just move a little more.
Just exercise.
Eat a little better.
Sleep a little better.
That's my solution to every.
And that's probably why I'm
not as aggressive,
like promoting the
profession and fighting for
our rights and doing all of those things,
because I really think most of it.
Placebo at best, you know,
even exercise has a massive
placebo benefit.
I just don't I don't have
that kind of conviction
that would cause somebody
to pull three hundred and
fifty dollars out of their pocket.
I think to answer Jimmy's
question around how else
could you help staff with this,
simply role play.
So what I did is I used
ChatGPT yesterday and I
prompted it to say,
give me a list of twenty
questions for my concierge
payment relief practice on
how to ask for referrals,
such as statements or
questions like the biggest
compliment that you can
give us is referring us to
a friend or family, something like that.
I feel like you're doing that.
Well, I mean,
there's like Ron Miller has
that sign in his practice
and they are like wildly
successful with- A sign is fine.
I don't think I could say that out loud.
Yeah, no, it's something that's unique.
So anyway,
I got a whole bunch of questions like,
you know, before we wrap up today,
who's the first person that
comes to mind who needs
this level of care?
Now that's super direct.
Or like something kind of Tony said, like,
you know,
if someone you care about was
dealing with any, this type of pain,
you know,
who would you send them or would
you send them to us?
Or what would you say to them or whatever?
So there's a bunch of
different ways to even use ChatGPT to,
And I said,
give me these twenty questions
using Alex Hormozy's Sales
Psychology and Robert
Cialdini's style of
questioning from Persuasive
Psychology and his book, Persuasion.
So I got a bunch of
questions and these types of things.
they should also be
automated like they could
be text and email
automation it could be role
playing with your therapist
so that your therapists are
actually saying it and
finding a question that
they like that resonates
with them where they don't
feel icky because if they
feel icky they're not going
to do it at all
I think that's the thing finding,
I love role-playing.
I think that's a hundred
percent what needs to happen.
And if I'm trying to get
someone on the team to sell more,
I role play with them,
figure out where they're like,
where they're comfortable,
what makes sense to them.
You know,
they're clearly passionate about
what they're doing.
And then go down that road.
I don't think we can go from
here's the strategy.
I want you to use this tactic.
It's let me figure out
what's going to resonate
with you personally,
what's going to make you feel good.
And then let's pick the framework,
the strategy that works
with that individual's personality.
Yeah, lock and key.
And it's trial and error.
It's figuring it out.
It's reading the room and trying.
Just to circle back on a
minute or two about Tony,
I think the audience would
want me to push back on the
thing of the sciatica.
I mean,
the thing that's worked well for us
is the Total Motion Relief
stuff with Tom DeLonzo
Baker and Dean Volk that does it.
And Dean's got, I don't know,
dozens or hundreds or however many crazy
positive case studies from
folks that he's helped over
telehealth because of the
one-sided movement,
basically repeated
movements to a good side, a good leg,
a good trunk rotation twist.
And it really, it does work well.
Like in the beginning,
when you're kind of learning it,
it's like, I don't know,
this doesn't really work.
And I feel dumb telling a
patient or client to
exercise or move the uninvolved side,
the pain-free side,
because in school we're
taught about stretching the painful leg,
the leg with sciatica,
we're taught to stretch and
mobilize and move that leg.
And so I believe in that.
I teach my therapist that.
And yeah, that's just another component,
Tony,
is like what type of level of belief
that we have of like,
are we actually affecting things?
Are we using the STEM pod
that beeps out loud as
there's a little bit of that, you know,
medical or therapeutic
theater or medical medicine, you know,
theater of medicine,
whatever you call it.
So anyway,
I think all these components are
part of it.
You're right.
I've said it before.
I had a therapist who worked for me,
very successful therapist.
His patients loved him.
We still have patients
coming back asking for him.
I paid for him to go through
Tom's program.
I paid for him to do Total Motion.
We know Charlie Johnson does
an amazing job, all online, all virtual.
I mean,
you go back to like MDT and
McKenzie and all of these
different things.
It still, though,
I think boils down to does
the therapist really
believe as passionately as
they need to that the intervention works?
Because I can do exactly the same thing,
but I don't have the belief
and I don't get the results, you know.
And so but I don't know.
I don't know that I want to
convince somebody to follow
one way or another.
It's just that that's what
I've seen in the clinic.
That's the reason I had a
problem being in the clinic.
I wanted the answer,
and there wasn't the answer.
And I had a real problem
selling the thing that I wasn't sure.
I didn't want to do it.
That's, I think, why I wound up in Peds.
I talked to Amy,
who was my mentor in
pediatrics for a year.
And I'm like,
what do I need to be good at Peds?
She was like, you want to have fun,
do stuff, get on the move.
And I was like, check, check, check.
I could do that all day.
But that's difficult, I think.
That's a problem for some
people because you go
through school where there
always is the answer.
And then the closer you get
to graduation and PT schools,
everything becomes it
depends and ambiguous.
And it's like,
you got to be okay with that change.
And I don't think I was.
Yeah.
Someone thinks sciatica is a
headache in the ass.
I don't know if that is.
Of course, there's a week.
I have never heard of
sciatica as a headache in the ass.
Thank you for highlighting that, John.
I love John.
John does.
He's down in Georgia.
that's classic.
Love that.
Even done.
TMR is certainly interesting.
Seeing it help lots of patients.
I had a patient yesterday, you know,
young female, a mother of two.
She was like clearly a
successful power lifter.
She was talking about wanting to, you know,
get back to lifting and
squatting and dead lifting
and all this stuff had incredible PRS.
Like I was just blown away and,
She had had somebody tell her, you know,
hey,
you have a leg length discrepancy and
she had had success with
muscle energy techniques.
And I told her right there,
like very point blank.
I said, look,
I am not the therapist who is
like going to sell you the manual,
you know, muscle energy technique.
I said, here's the deal.
I've seen it work for people.
I've seen them come in.
I've seen them leave feeling
a hundred percent better.
I will do the best that I can do,
and I will copy those
strategies because that is
what you come in telling me
that you want.
But I have to tell you in my heart,
it makes no sense.
I don't understand why this works.
Why would this little push here,
pull there?
Why would you then not get
up off the table,
put any weight through a leg,
and it throws everything
back out of whack?
But I said...
That doesn't mean it didn't
help a hundred other people.
Doesn't mean I'm not going
to do my best to help you
right now today.
But I just I need you to
understand that I don't
have the same kind of buy
in that that previous therapist had.
So let's see what we can do.
And I mean,
that probably destroyed any
chance of anything I do
working for that person.
But I also had to be genuine
with that person and say,
I don't understand.
I see it work.
I don't understand why.
Who cares, Tony?
You could help these people
conservatively as opposed to them.
They're going to listen to
you and they're going to be like,
that guy is like...
I don't know, weird.
He's too honest.
Is it a business?
Is it a nonprofit?
What is he doing?
You could be helping people
avoid pain pills and
injections and all the crap
that they actually don't need.
And I'm not saying for you
to sell snake oil and try
to squeeze as much out of
their wallet as possible.
But I feel like you're being too... Jimmy,
you got to support me on this.
I feel like he's being too...
I would say be honest.
I don't know.
We're like too honest.
Like, I would say like,
would you be okay with saying,
let's get you in the clinic and let's,
let's try a few things and
we'll see which ones work.
And then we'll double down
on the ones that work.
And then I'll teach you how
to do it yourself and put
you on your way.
There we go.
No, you're a hundred percent right.
My kids,
I think about the things that I
tell my kids and I'm like,
I don't think I need to
tell my kids this today.
They don't need to hear this.
They don't need to know the background.
You know,
there is intentional disclosures
that happen and don't
happen for a reason.
You guys are one million percent right.
I it's a lesson that I
clearly haven't learned in
twenty five years.
So we'll see what happens.
Maybe tomorrow I'll figure it out.
No, that's your way.
And I mean, if that's your way, I say,
I mean, I've gone from.
Try to change people's ways
to just realizing sort of like nudges,
affirmations, suggestions.
I make suggestions.
You make decisions, really.
If that's your way, don't change it.
I think there are for other people there.
I mean,
that's how I would probably approach it.
but I think it's to the
detriment of the client.
I really do.
I think my actions, my ego,
and I think it comes down to my ego,
it makes me feel smart to
downplay somebody else's success.
I'm trying to do a little
psychoanalysis on myself.
I do think it's my ego that
gets in the way.
And I think it's to the
detriment of the patient
because like Dave said,
the patient doesn't care.
They want to feel better.
If there's a chance that
this will make them feel
better and it's not making
them financially dependent on me,
it's not making me the
healer and the guru and the shaman.
I should shut my D a mouth
and just do what needs to
be done to make that person feel better.
My ego gets in the way.
No doubt.
I think there's people on
the other end of the spectrum too,
who over promise.
And I am the guru.
I am the God.
Everything I say, everything I do.
works a hundred percent yeah
where where's this where's
the sweet spot because
ensuring either side of the
spectrum it's the middle
it's always the middle man
whenever it's not the cra
it's not the crazy cairo on
one side or tony what
you're displaying on the
other side it's somewhere
in the middle it is I mean
that's you know a
semi-universal truth is the
answer is probably so you
should we use ai for
everything or nothing I'm
like probably some stuff
probably not everything but
some stuff and I think we
get caught up in I need to
convince you that this is the
singular solution.
Have you guys ever found a
singular solution for anything?
I haven't.
There's not the singular.
There's some things that
work more than others.
Some things that don't work at all.
And there's a bunch of stuff
in the middle.
So let's if we have like ten more minutes,
let's do a quick pivot.
This kind of still ties in.
You guys can decide.
We could talk about neuro.
We were talking about
product sales in the private chat.
I've got some interesting
information and ideas about neuro gum.
I actually want to try it.
I've never had it.
Zen patches and neuro gum.
We talked about it earlier.
It's a placebo, right?
I don't think it is.
I mean,
I think it's like caffeine and
neuro stuff.
I think there's a physiologic effect.
So they, hold on a second.
So NeuroGum, I'm on NeuroGum.com.
I'm sharing the screen here.
It's showing that- A little
quick backstory on this.
And I don't know anything
about the company or the brand,
but they originally were on Shark Tank.
They did not get a deal on Shark Tank.
Then they went, you know,
did their own thing.
I was listening to a podcast.
Just imagine this.
On TikTok right now,
NeuroGum has just under a
hundred thousand followers.
That's barely anything for TikTok.
Yet they did twenty six
million in revenue through TikTok shop.
They launched January twenty fourth,
their biggest month.
They did a million dollars, you know,
in in gross revenue on TikTok shop alone,
not anything else.
One single day they did two
hundred and fifty thousand
dollars in sales from
creator generated content
in a single day.
I don't know if people know
how TikTok shop works,
but if you have five
thousand followers on TikTok,
you can become an affiliate.
If you're an affiliate,
you can create videos and
you can put products in
your video like links to buy the product.
TikTok shop is going to be a major,
major competitor,
if not already for Amazon.
Huge market share.
My point in all of this is
something like this.
I don't want to go and sell supplements.
I don't want to have
supplements in my clinic
and I don't want to mess
with all that stuff.
But like, I can go create,
if I try this and I like it,
I can go create TikTok videos.
I can use this in my patient care,
my plans of care, stuff like that.
And I mean,
I've seen people that have done
twenty thousand dollars in
a week from affiliate
income using TikTok shop.
Have you guys followed any of this stuff?
No.
So you're saying someone
would be an affiliate of
NeuroGum and they would
sell it for them and they
would take a cut?
Well,
you become an affiliate on TikTok and
then any product that's selling on TikTok,
you can effectively put a
link to buy that product.
You create a video for that product.
So you're not doing an
individual affiliate deal with NeuroGum.
You're doing, you know,
I am an affiliate for
TikTok and any other product.
So like, you know,
I've been getting a couple
of sales from little pedal
exercisers and flex bars
and grippers and things like that.
But I've never tried
anything with like a big
time product like this.
Like these are all user
generated content videos.
It's just amazing.
And we're using stuff every single day.
Dave is starting to do stuff
for the STEM device.
But these are some
incredible opportunities
for any therapist right now
using anything from TheraBand to,
you know, high end equipment.
I remember this was a big
part of the discussion when
Instagram first came out,
and there was a bunch of
popularity around it,
and you couldn't do things like this.
And people were like,
how come you can show me
yoga pants in a great photo
with a model or just a
regular person wearing yoga pants,
but I can't click it?
And I've got to say, link in bio.
Why is there that friction point?
Now that wall has sort of come down,
but you can see an app like
TikTok embraced it sooner, faster,
deeper.
Dave?
why so tony why would you
not go right to directly to
neuro gum for some
affiliate deal because tick
tock is going to take a
piece of this I'm assuming
yeah because tick tock is
doing this like a
cross-platform affiliate
deal and they're going to
be the fire hose that would
potentially get tony's
video about neuro gum in
front of more people so
maybe they take a little
bit of the affiliate fee
instead of you getting
whatever the affiliate deal
is from NeuroGum,
TikTok's going to take some,
and then some of that gets
over to Tony Meritato.
But if you only did it
directly with NeuroGum,
maybe you get less
eyeballed on that actual, you know,
the video or the whole
affiliate fire hose of,
did they put that video in
the newsfeed or whatever, you know,
whatever the, you know,
the main page of TikTok.
Is that basically it?
That's exactly it.
And so in this interview,
they were talking about that.
You could,
if you had a big enough audience
that's going to move the
needle on a company that size,
you could go straight to NeuroGum,
create a deal directly with NeuroGum.
There are PTs who do that.
I've got affiliate deals
with large product companies.
Um, but in the beginning,
you don't have the audience,
you don't have the eyeballs,
the attention, the easiest way,
like literally a therapist
can do this right now.
You just go in through TikTok,
monetize their relationship to NeuroGum.
What I like about TikTok and
the way that's set up is
when I create a video,
like there are these flex bars, um,
from a competitor, not from TheraBand.
They're really great.
They're really cheap.
They're a product out of China.
I create a video that
product company now without
me doing anything can pay,
can put money behind TikTok
run ads to promote my video.
So I received the affiliate commission.
The company is putting money
behind my video.
I don't have to pay to get
that video out there.
And it's multiple layers of
drive to push that content out there.
Now what NeuroGum did that's
really interesting is they
created their own creator community.
They have a private group,
they have events,
they bring people together.
And the top one percent
within that community,
they've cultivated them.
These were independent
creators that came into their community.
They cultivated them.
They supported them.
They said, guys, this is what's working.
This is what's going well.
And it accelerates the
success and the growth for them.
You know, Jimmy and I, Dave,
I think we've all talked about that,
like within the PT community, OTs, SOPs,
there's so much opportunity for us.
to come out, talk about these products,
kind of learn from each other,
accelerate the growth to see, okay,
the Yeti videos are like
killing it right now.
Let's create some Yeti videos.
What are you doing?
How are you doing it?
What's working?
What's not?
I mean, I just, if we're separate,
we're never going to be as
strong and successful as
coming together like that.
That's the thing.
We've flirted with the idea of...
individual channels podcasts
youtube channels or social
platforms individuals are
going to get a little bit
and how could you put those
things how could you create
the barstool sports to be
able to combine and then
share with each other
because now you're going to
have more momentum um
So that's the million dollar,
the ten million dollar
question is how do you
combine those things to get
people rowing in the same
direction that are
motivated financially like the right way?
Like I'm putting in this much effort.
Like that's the first
question someone asks is, oh,
can you make a brand video for us?
What are you paying me?
It's like, okay, great.
I don't know how to pay you
because I don't know how
this is going to turn out.
So I'm blind guessing.
This was like this was like ten,
fifteen years ago.
People were like sponsoring stuff,
sponsoring influencers,
and they were just setting prices,
just making them up.
It's two hundred dollars a post.
And then after you don't see
the result that you expect,
you either you either
reject that particular
channel or you reject the
practice altogether.
So I think that the thing
that we're looking at here
is like TikTok has all of
the attention or most of the attention.
So they get to sort of dictate now.
So the only way you can do
this is leverage is by becoming larger.
Have you guys ever bought
any products off of TikTok?
Oh, no.
No.
It's I, I have, I have, I just,
I literally just did.
It is really like frictionless.
Once you get your information in,
and I was super sketchy about like, ah,
credit card and all this stuff.
I mean, but once I did it, I realized you,
it's like Amazon.
It is just frictionless to
make that purchase.
And to my understanding,
and I might be wrong,
but TikTok is really, really pushing,
like financially supporting,
incentivizing more people
to come off of Amazon onto TikTok.
We recently,
when all the tariff news was coming out,
we saw all these companies,
we create Gucci and we create Hoka,
right?
So next time we'll talk about, uh,
fleet feet and fleet feet.
They have an amazing sales process.
I think therapists should be doing this.
This goes to Doug.
Um, can't remember his last name.
Uh, the gate analysis.
Doug Adams.
Like we've talked about it a little bit,
but his hardware in a
physical therapy clinic to
sell the plans of care.
It's an amazing streamline process.
Um,
Feet does something very
similar and they've been
able to train kids who know
nothing about feet or
footwear to sell three
hundred dollar shoes.
But what I was saying was
Hoka factories are selling
Hoka's without the brand
name for like fifty bucks
through tick tock shop.
You know, same factory, same design,
same everything.
You just don't get the four letters.
All right.
Did you buy NeuroGum or did
you buy Hoka's without the Hoka on it?
I'm going to.
I haven't.
I'm a minimalist shoe guy,
but I need to buy a pair.
I'm going to do the
affiliate user-generated
content videos for it.
I will.
I will,
and then we'll talk about it on the show.
All right.
All right, my parting shot.
Go look at the opportunity
in product sales.
Think about how you can wrap
that into patient care.
If you're not making the
money from Medicare
treating Medicare beneficiaries,
sell some products that
patients are desperately wanting to buy.
The numbers on product sales
are ridiculous,
and it's so easy for you to do.
No one's going to do it
because they're bleeding hearts.
You're talking to the one percent,
but that's who we talk to.
We're talking to the one percent.
Dave, what do you got?
Ask for referrals.
I mean, if you believe in what you do,
ask for referrals, ask different ways,
directly, indirectly, send emails,
send text messages.
For me, you know,
get back in front of your patients,
recreate, remind them, oh,
or the easiest thing is a
peak of happiness.
Oh,
I just got my trigger finger range of
motion back because I did a
shockwave with Tony
Meritato at his office.
Now I can do opposition.
I can touch all my fingers together.
Wow, peak of happiness.
We might not have that
patient be any happier than
right now ever.
Right there.
Hey, do you have Gmail?
Do you have a, do you have a,
do you have a, do you use Google?
Great.
So can you put us a Google
review of exactly what you just said?
Post a reviews, ask for referrals.
Hey, your neighbors, friends, clients,
buddies, coworkers, whatever.
As for referral,
I don't think therapists do enough of it.
yeah we didn't necessarily
talk about it today but my
parting shot is sort of in
line with what dave was
just saying which is if
you're not going to talk
positively frequently often
and and passionately about
your own clinic no one's
going to so get comfortable
doing that and it doesn't
need to be anything icky
there's a ten thousand
styles there's no right one
right way to do that but if
you're not going to do it
understand that no one's
going to do it as frequent
as often as passionately as
as you do it so
Six months down the line,
if you're not getting paid
what you're worth or things
are getting difficult,
look in the mirror.
Hey, real quick before Jimmy closes,
if somebody wants to do that Yeti video,
I'm going to try to do one
where it's a physical
therapist doing an
evaluation on Bigfoot for
plantar fasciitis.
Think of all of the things
we could do with this.
Go ahead, Jimmy, close it.
Love it.
We'll see you guys back on Tuesday.
I want to hear from you.
If you've got something
you've heard and then tried
yourself and had good or bad results,
call us out or tell us we were right.
We'd like to hear what we're right,
but we don't mind hearing
when we're wrong.
We'll see you guys on Tuesday.
The PT Breakfast Club.
iMode.
Where morning coffee meets
movement science.