Broadcasting way too early from three
separate Wi-Fi connections.
It's PT Breakfast Club with Tony Meritato,
Dave Kittle, and Jimmy McKay.
Gentlemen,
what do you think about the new intro?
Like pretty beefy voice guy there, huh?
You said you know the person?
So that was, I mean,
I hired Adam as an intern.
Twenty years ago, I think.
Twenty two years ago.
He's still at the radio station I hired
him at as an intern.
I remember the meeting.
I remember the meeting with my boss.
I was like the number two.
Chris was the number one.
We did a little meeting with this kid.
The kid left.
He's probably a couple years younger than
me.
I don't know why I call him a
kid.
He left, and Chris goes,
what do you think?
We should hire him for zero dollars or
whatever?
And I was like, no, that guy's weird.
And he goes, we sort of want weird.
I was like, oh, yeah, yeah, yeah.
Twenty years later, Kit's still there.
I keep calling him Kit.
I don't know why.
He's bounced around.
He's done a bunch of different things.
He works for a nationally syndicated show
for a while.
Did you ever hear of the Kid Craddock
morning show?
No.
It was like one of those shows based
in Dallas and then sent to like a
hundred radio stations across the country.
But he was the producer for that for
a number of years.
So little stage in Northeast PA,
but also big time.
We got a bunch of things like that
that Adam went ahead and voiced for me.
This is an example of if I start
producing your podcast,
which is like a side quest that I'm
doing on top of the other side quest,
on top of the other side quest,
that's called an imaging package.
So you would get things like
that sort of thing to image your show.
It doesn't have to be Adam's voice,
but it could be, you know,
it could be something like that with a
visual.
I have an intro I have to read,
so we got to get this out of
the way so people know what to expect.
You got to tee it up, right?
That's right.
If Jeff Bezos ran your clinic,
he'd be asking every single patient,
you know this,
would you like a foam roller with that?
I mean,
we can get into the strategy of when
McDonald's did this in the late nineties,
early mid nineties.
Meanwhile,
creators are out here live selling toe
spacers, uh,
And rake it in six figures doing it.
So why are PT clinics still stuck acting
like it's twenty nineteen?
Let's fix that.
We'll dive into what bike shops do better
than you,
a health care provider with the damn
doctoral degree.
Why CEOs might be killing your progress
and how Tony's sneaky new project might be
your clinic's new front door.
Talking about what you're doing back on
the website bandwagon.
Plus, we've got some new sponsors,
so we'll start with that.
And we can't you can't say no to
Dave loves the sponsors.
Here's why I know,
because he starts to giggle.
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So let's start with this.
Live selling.
I think we've mentioned three shows in a
row that we were going to talk about
live selling,
and then we've almost done it at the
end of three shows in a row.
So we might get to it.
So let's define what it is.
I frame it as it's QVC on YouTube
or QVC on a different app,
like Gary V's pushing whatnot as this app.
But live selling on TikTok is one of
the biggest things in the world.
Uh, it's being able to buy stuff.
Hey, check out these AirPods.
These are great.
You'd be able to click and buy now.
Uh,
where do you guys see the opportunity for
this?
Or is this just something else to distract
us from what we,
what we're here to do to make money?
Dave,
have you seen any of the live selling
stuff?
I've seen it for the traditional like
clothing and the traditional physical
products.
I haven't seen it for anything else.
Um,
I would love to kind of hear what
you have in mind,
whether it's the things that you're doing
in your clinic with like basically the
same products that you do,
the unboxing videos and the product review
videos.
So it's the Heichi massage gun.
I think,
I think you Tony could do it.
I think you can do it.
almost today if you wanted to.
I know you're very,
I don't want to say bashful,
you're very humble,
but you are so comfortable in front of
the camera.
I think you could almost do it right
away.
So I would just love to kick it
back to you and hear what are your
thoughts around this whole thing?
Yes,
it's happening with physical products and
stuff you can buy on Amazon or Timu
or whatever,
where it's like this sweatshirt or this
home gadget, whatever, for your kitchen.
But I think you were initially mentioning
it for...
health and wellness products that we could
potentially do in physical therapy?
What do you think?
Yeah, it's like anything.
There's a spectrum.
You've got the QVC hard sell.
Buy it now.
You've got fifteen minutes.
It's going off.
You're never going to get it again.
all the way to, I think,
where we would be as professionals,
it's more education-based.
It's more, hey,
come be a fly on the wall.
Join me for this therapy session.
I've got a great one for you guys
today.
I'm treating a patient who has...
You're showing.
OK,
that's what has total knee replacement,
twenty four hours post-op.
I want you to see, you know,
how I approach this, the tools we use,
what we do.
And so literally, it's just education.
It's just teaching.
It's the same thing that I did with.
PT students during the pandemic,
where I was like a virtual CI,
they got on Zoom,
they got on a HIPAA compliant video
platform, just followed me around.
And if I happen to use a piece
of equipment, I'm like, yeah,
this is my favorite,
which it genuinely is.
I buy this on Amazon,
or the company sent it to me.
And this is what we do with it.
And this is how we use it.
This goes all the way back to,
you know,
Rob Vining and Dave Kittle and PT Tech
Talk talking about like,
how you can get creative with stuff and
MacGyver things around.
So like the thing that got me started
were these floor lift chairs.
I love the idea of getting people off
the ground who didn't get hurt,
but they ended up on the floor.
And these chairs are like five or six
hundred dollars.
They're amazing.
They I just I looked on my my
Did he freeze?
Are you still there, Jimmy?
Oh, sorry.
I thought that was me.
Yeah, he froze.
What I'm doing,
I thought I screwed that up.
I'm on Whatnot right now.
And essentially, I mean,
what you're looking at is these dudes are
just selling knives right now.
So this is just like a point of
view shot, right?
But I'm guessing if I hit right... Oh,
sorry.
It's not even selling.
These guys are bidding.
This is an auction.
So I know you can set it up
differently.
We're looking at Whatnot.
That's a new app, right?
That you're going to need to build traffic
to.
But there's also built in traffic.
So you got these two things and it
looks like you can bid on this like
knife set right here and you've got a
chat.
So it's exactly what you'd think.
It's live eBay.
Like eBay is probably firing someone right
now because they're like,
how come you guys didn't think of this?
Like you had the infrastructure,
you had all these things and you could
have done it, but you didn't.
But that's the story, right?
That's Kodak with digital cameras.
How much of what I said did you
get?
Because I guess I picked up the network
and that's where I got lost.
Yeah, we got most of it.
Right.
So so you're thinking of, hey, listen,
if I'm already suggesting this,
if I'm again,
if I'm saying this once to a patient
and this is how it's done,
I record it and then virtual Tony,
virtual Dave Candy.
Virtual,
you are saying that potentially tens of
thousands of times later.
I actually looked up a phrase.
We'll get to the phrase.
I looked it up on YouTube and I
scroll one thing down and it's Tony's
video.
And I scroll down again and it's Tony's
video.
And I scroll down again,
it's Tony's video.
I searched a generic term.
I'll tell you what it is later.
But Tony was not the first video,
but he was the second, third and fourth.
And if you know anything about track and
field or swimming and how points are
scored, second,
third and fourth beats first.
I like that because you're showing up in
multiple places.
Yeah.
What's the search term?
Why can't you tell us?
I'm on the edge of my seat now.
On the edge of your...
That's called foreshadowing.
And I didn't tell you what the search
term was because... Oh, come on.
Because it's one of our sponsors.
I searched this term.
It's the eight-minute rule.
Are you serious?
Wait,
you seriously searched the eight-minute
rule and Tony's videos came up for two,
three, four, five, whatever.
If you go to YouTube and you type
in the eight-minute rule...
Tony comes up like two, three, four,
eight minute timer.
If you have the eight minute rule in
your life, you buy this.
This solves your problem.
You want to stretch eight minutes into
forever.
Grab the eight minute timer calibrated to
move slower.
Anytime your boss walks by comes with
preloaded small talk prompts like,
so do you play pickleball or hey,
what are you doing this weekend?
Or, hey, what did you do last weekend?
Eightminuteenergy.com.
Just use code, just bill it,
and we'll throw in a stopwatch with a
side of existential dread.
The eight-minute timer.
Yeah,
I was looking up the eight-minute rule
because there's a podcast that was just
launched by a PT called
called like the eight minute rule.
And I saw it.
I was like, this is great.
All your episodes are eight minutes.
And we get on a call to like
sort of chop it up.
And he was like, well, no,
they're all longer than eight minutes.
And I was like, no man,
like seven minute abs.
Like you just,
just turn it off at eight minutes.
Have a clock in the corner,
have a clock.
Right.
Counting down, not up, down or up.
It doesn't matter.
But like you shut it off.
And he was like, oh, yeah,
we started that.
I'm like, dude, I'm on your YouTube.
Your your shortest video is eleven
minutes.
You violated the canon of the eight minute
rule right out of the gate.
But I think there's a lot of potential.
So we'll get to Jordan and his eight
minute rule podcast.
But that's how I was.
That's what I'm searching for.
OK, so live selling.
I was working out yesterday and I thought
of you guys and this whole live selling
idea.
Maybe it was because we were, you know,
it was like the night before this show.
And I'm like, well,
so Tony mentioned the live selling.
He does it in a way with,
you kind of do it a little bit
with some of these videos,
but I know you're not going to be,
so Tony is just not going to be
overly salesy.
He's not going to go like crazy tonality
the way I'll go through the roots
sometimes, you know?
But I was thinking like,
and I think one of you floated this.
Let me, I want to just,
I want to just clarify.
Did one of you float
us live selling stuff on the show was
that floated yes we're gonna do that we're
gonna do that you know we're gonna do
that eventually so my idea and i'm working
on it with some people in the background
because there's a bunch of people who
could benefit from this so i won't reveal
who it is because i want to keep
it sort of secret till we pop it
right this is this is ptqvc
Again,
just give me an idea that I understand,
although I think a lot of kids probably
don't even know what QVC is.
It's quality, value, something else.
It's TV when they sold stuff to you.
My grandmother, my mother,
and my aunts would call each other on
a group call and watch QVC at the
same time.
Wow.
Oh, that's nice.
We should get that for Aunt Bessie.
Aunt Bessie would love that.
That's oh, look at that necklace.
Right.
Look what we just did there because they
lived in different parts of the country.
So this is bringing the option to purchase
something directly where you are in the
moment.
We have almost almost gone full circle.
back to what we did fifteen years ago
someone actually had a post like a whole
month ago i made fun of it which
was you know we should do we should
put all the streaming platforms on one
platform and then just pay for access for
that is like you invented people
congratulations someone a year ago was
like you'll be fun is we could all
know who we're listening to listening to
the same podcast at the same time as
you just invented radio that's we used to
do that we went away from it because
you don't want that
But that's where you just,
everything is full circle.
Bell bottoms are in, then they're stupid,
then they're in again, people.
The other thing that I think viewers need
to consider is we understand live selling
as products,
but it's just as easy to sell a
service, you know?
And that's where we go back to, like,
I watched Dave,
I saw your video of a client on
the bed doing some upper body stuff.
I saw that.
I was there.
I was in the room.
I was part of that experience.
And so you could just as easily sell
the service of a session with you or
a consultation over the phone.
Or I feel like my PT doesn't know
what he's doing.
I'm going to call Dave just to see
if I'm on the right track or not.
All of these things are totally doable.
And I think what you get with live,
it's not like...
prefabricated.
You don't have to worry about lighting.
You can make mistakes.
The pressure is gone from a prefabricated
video.
You just go out and start talking.
Even if you mess it up, nobody cares.
It's a lie.
Yeah.
Who cares?
Honestly,
like I've talked more people out of
editing podcasts or videos and into like
It's easier with the academics because I'm
like, when you give class,
do you stop the class if you mess
up and be like, oh, come on,
pretend I didn't say that.
Let's go back to the previous sentence.
No, of course not.
That's stupid.
Human brains can do the edit in real
time.
Got it.
That wasn't supposed to be there.
Okay, moving on.
This is not a song that's going to
hopefully win a Grammy.
This is live.
This is where time and space matter.
You have to be at this app.
this time watching this thing to get that
deal.
People love this.
Even when we know it's a trick,
go to Amazon three remaining.
I better buy it now.
Cause what comes after three, two, one,
and then zero, zero means I lose.
Oh, we, so I, Tony, though,
I knew you were going to say it,
uh, services, not just physical products.
That's why I asked it.
So I already had that on my head.
I know you mentioned, uh, you might be,
uh,
phasing out one of your are you phasing
out the medicare course the or some other
course or something you said you or me
and then but then i saw a post
where you might be bringing another course
back or whatever so like that could be
on here but what are the what are
the pros and cons of when you guys
saying floating the idea of live selling
would it be pitching and selling stuff to
the audience which is typically physical
therapists at this point
which is a smaller audience,
but maybe more targeted.
Or the mass public of like, hey,
check out this new massage gun that Tony's
using in his office.
Some PTs might buy it,
but there's way more...
you know public out there that you can
we could show them so but so how
can you how can you do both you
do it on different channels like who the
audience is for that channel like i
wouldn't sell uh victoria's secret
underwear on espn actually that might
actually work but you see what i mean
like sports guys but also that's like
wrapping paper selling wrapping paper to
the sports guys um different audiences
like tony's medicare channel is talking to
clinicians
Because it's learning how to bill
Medicare.
People who have Medicare don't care about
that.
That's a PT problem.
But a public-facing channel,
you could sell.
This is B to B or B to
C is the answer.
But who's the audience for the channel?
And that's how you decide.
I think you could do both, though.
Do you guys know Stroops?
I think I asked this the other day.
This guy, I did an episode with him.
Sean Harker's nuts in all the right ways.
Like this guy is off the wall.
He's like my energy with some ideas,
but he knows how to build stuff.
Like he can take the idea and make
a physical product out of it.
For him, he could go business to consumer.
Like, hey,
do you want to build a home gym?
Like,
here's the seven things you should have in
your home gym to start.
And he could walk over to the squat
rack that he built and the straps that
he built and the thing that he built
and the other thing in the curved
treadmill that he built.
Or you could just have a different
channel, different audience,
different headline, different thumbnail.
Even I think would tell people, hey,
do you run a physical therapy clinic and
you just you don't want to get hosed
by paying rogue prices?
Great.
Perfect.
I have better stuff at home.
at less because you're not going to pay
for the label here.
Let me show you how to outfit your
PT clinic for less than a thousand
dollars.
Boom, boom, boom.
And you're like, you know what?
There's the,
there's the line from Futurama.
Take my money.
I think it could be different channels.
I think it could also be the same
challenge.
This has been a concept that a lot
of guys have been talking about.
The algorithm has gotten good enough that
you don't need to make separate channels
anymore.
If I make something where I'm talking to
other practice owners about the floor lift
chair and about how I use it,
what I do with it,
how I use it in my clinic,
how I sell it to clients.
It's targeting practice owners,
even though that's a small audience.
I think I could probably put that on
the same channel as content that's direct
to consumer.
And the people who are looking for total
knee replacement content won't be shown
the video that's intended for other
practice owners.
The algorithm will split that and kind of
direct it to the appropriate audiences,
even on the same channel.
I'm not comfortable with that.
I don't like that.
We talked about what was the flyer that
got shared about charging dollars.
Jimmy tagged me as a collaborator.
It showed up on my Instagram and I
kind of knew it was gonna.
It made me uncomfortable because nothing
on my Instagram is for other therapists.
Everything on my Instagram is for the
general population.
Got it.
But it didn't matter.
It still got like three or four thousand
views on my Instagram.
uh so i was like yeah who cares
let's just see what happens yeah i mean
a lot of this is i'm gonna look
deep in the camera here guys a lot
of this is just trying some stuff and
see what happens like that's why i loved
being a radio like i'd be out at
a bar with like the the engineers the
guys who helped me put on radio right
in the background and we'd be like you
know you should do we should do this
and this this and monday we'd just do
it and by thursday we'd like kind of
figure out like does this is this have
legs or does this suck and then we
just tried again and i remember being like
I better hope no one figures out that
I'm just making this stuff up.
And then like a couple of years later,
I'm like, oh, everyone's making this up.
Everyone's making this up.
We're just figuring.
But what the magic is,
is the paying attention to how it works
or doesn't work.
Teasing the lessons out of that and then
taking that on to the next project.
People say going back to the drawing
board.
I'm like, that's a negative.
I'm like,
I freaking love that because I'm going
back to a drawing board with knowledge.
I didn't have the first the last time
I was at the drawing board.
I got better weapons.
So, Tony,
let's wrap this up or let's sum this
idea up.
My pitch is I've got someone,
we've got a couple people that we know
in our network.
I want a low, medium, high.
I want a twenty dollar item.
I want a two hundred dollar item.
I want a two thousand dollar item.
I want them on the same show.
And I want to be like, here's this.
But then it's.
You can do a bunch of different paradigms.
What I'm going to do is go to
YouTube and watch an old episode of QVC
for an hour.
I'm going to go full tongue-in-cheek,
right?
But I'm going to watch their patterns.
Dave even mentioned it.
Why do they have those changes in
tonality?
Because our brains brain that way, right?
It just does.
And people call in.
Correct.
Yes, we could do call-ins.
Why do people talk to baby?
Oh, why do baby?
Why do we talk to babies like this?
No one taught us to do that,
but babies react.
So we say, the more I talk,
the more react.
The more I talk like this,
the more react.
It's the same for trying to convince or
persuade or sell.
I again,
I just want to see if this works.
I think we know it does because we
have we have we have previous examples of
it working.
But now is the delivery smooth?
Is the time of Tony doing a live
stream for an hour?
Is the juice worth the squeeze?
Could it be worth the squeeze in six
days, six weeks, six months?
If you tune the right channel the right
way?
I think the answer is yes.
There's a lot of things that Gary V
picks that I'm.
for a lot that I'm like, eh,
not so much.
Think NFTs.
I mean,
maybe that's going to- That was a bust.
That was a harvest of busts.
I never saw it.
I got to be honest with you.
I was like, huh, he's really excited,
but I don't understand why I'm buying.
But anyway,
maybe I'm not seeing it in the future,
which is true about everything.
This will be a thing.
Someone's going to figure it out in six
months.
You could figure out six days from now,
and that's called first mover advantage.
Do we want to go to another topic?
Yeah, grab Dave's topic.
Oh, Dave's topic.
Yes.
Okay.
So Dave's topic was, Dave,
you tee it up.
So I sent you guys a thing about
the home healthcare.
And then there was,
I think there was something else I sent
yesterday.
It was the home health one I was
talking about.
I thought that was a good one.
Yeah.
So there was something about,
this is a Washington Post article about
the challenges of home healthcare.
So typically we're talking about like home
health aides and folks that are
working with the older population in their
homes for extended periods of time,
typically eight hours a day,
sometimes twelve hours a day or live in
twenty four hours a day.
And so the challenge with this and not
to get political,
but there is a little bit of a
component of like, you know,
with
not having enough uh talent coming into
the us potentially because of political
reasons um the cost of it there's less
and less it seems like there's less and
less coverage for it whether it's your
traditional insurance your i don't even
know whatever whatever it is medicare
medicare part a i know that there are
some of the these life insurance policies
like john hancock and some of these others
that we've had patients over the years
where they've used some of these life
insurance policies that i think contribute
and pay for some of these home health
care
And then historically,
we've actually had patients call in where
they're like, oh, it's a son or daughter.
The son or daughter is, you know,
fifty or sixty and their mother or father
is being discharged today from the
hospital.
And they're like, oh, my gosh,
we need everything tomorrow.
Like and the social workers help a little
bit from these hospitals.
they kind of help with like, okay,
do they need a commode?
We have to order that.
Let's order other things and get it
shipped to the house,
which goes back to potentially live
selling.
But the home healthcare situation is
challenging because of staffing,
because of the rates that these agencies
and these companies typically pay,
which is most of the time minimum wage.
I have no idea how someone can do
this in New York City and live on
what's minimum wage now?
Is it, is it, is it, is it,
is it, is it, is it, is it,
is it, is it,
have a big marketing funnel at the top.
They teach individuals how to become home
health aides and they get them certified,
whatever the process is.
It's not that long,
whether it's a CNA certified nursing
assistant or it's an HHA home health
assistant or home health attendant,
whatever.
A lot of these companies teach individuals
federal minimum wages.
Yeah, that's crazy low,
but it is what it is.
And then New York,
Sixteen fifty or whatever you just said.
So there is such a there's such and
I'm basically I have like two clients.
I'm basically out of patient care,
but I'm covering one of my therapist
clients right now.
And there's such a swing.
There's such a wide variety of individuals
and their willingness to help the client.
between when I'm there Monday versus when
I'm there Friday.
Like it's, there's like three or four,
there's different home health aides
overnight.
There's different home,
different home health aides throughout the
week.
And this patient,
this family could absolutely pay out of
pocket for like someone who is like way
more motivated and like,
but not everyone has that budget.
Not everyone has that money.
And this,
this family still decides to use these
agencies.
And,
It's something that I wanted to bring up
also because I know Jimmy can kind of
speak to this.
He went through a bunch of stuff with
Jimmy, with your father,
and the challenges with home health
services and someone with immobility.
So I wanted to bring it up also
because it's in my world.
It's kind of like very prominent in our
world for folks that are, you know,
seventy,
eighty year old plus or they're coming out
of a, you know, coming off a stroke,
coming out of a hospital,
things like that.
The way I looked at this,
I was like, oh,
we're going to have a good discussion
because everyone's looking at this
thinking it has to be a nurse or
it has to be a home health aide.
I'm like,
it has to be a person who has
the willingness to do this qualifications.
I mean,
I'm sure there's certain things if you're
going to bill for certain things,
it's someone else's rules, right?
If you're going to bill for this,
you have to have these qualifications to
be credentialed.
Great.
People buy solutions.
People don't buy credentials.
So, hey, guy, John Doe, PT, DPT, OCS,
SCS, GFC, all the things.
Great.
I need you to deliver this thing.
I don't even know what the thing is.
That's that I think is the magic.
I forget who I was talking to the
other day.
And I was like,
who are you selling this to?
Who's the ideal person you want to put
this in front of?
And they were like,
someone who's had a stroke.
And I was like, my man,
people who've had strokes,
some of them can,
but a lot of them can't be on
an iPad.
They're not on Instagram anymore, my man.
You're trying to talk to me to buy
something for my dad.
And the guy literally in a live clarity
call was like, oh.
And I'm like, yeah, dude.
That's like trying to sell baby formula to
babies.
Babies don't shop, my man.
Like, I'm very sorry,
but like they can't make the decision.
They don't know they have the needs.
Someone else is making the decisions.
Talk to the decision maker.
You talk to a thirty two,
thirty three to fifty year old kid.
who has a parent,
that's who this is for.
If you have a solution for that,
you are a multimillionaire if you're a
logistics person because these people,
older adults, need lots of things.
And it's varied.
It's no one size fits all.
It's customized.
What do you need?
My dad had a stroke.
aphasia.
So my PT background kind of didn't really
help.
I looked at my SLP friends and I
was like, little help over here.
Got, we learned this.
I learned about aphasia for like,
twelve minutes in PT school.
Thought it was very interesting.
If it's your dad, you're like, oh,
this is not interesting anymore.
This is, this is, you know, life changing.
So I think you point out a big
I think all all I heard you say,
Dave, was massive opportunity.
If you know how to solve this in
your local community and a PT is more
than equipped,
a PTA more than equipped to do it.
Is anybody is anybody who's going to jump
on this?
Well,
so we've we've done this historically over
the past maybe five or so years,
like even during COVID, where we had.
non-licensed professionals do this we call
them care companions and we would get a
call we would get a call today right
now we get a call from a son
or daughter like you said the decision
maker is the son or daughter of the
individual who's coming out of a hospital
or whatever son or daughter is like oh
my gosh we need like home physical therapy
we got to keep them moving we want
to avoid bed sores and pressure ulcers and
all that type of stuff we got to
keep them moving and got to get them
up we wanted to get them out of
the hospital because usually the mother
father
it wants to get out of the hospital.
They don't want to go,
they don't want to go to a sniff.
They don't want to go to a skilled
nursing facility.
They don't want to go to a lot
of these facilities.
This, this is even before COVID,
but especially COVID accelerated this
whole sentiment of not wanting to go to
a skilled nursing facility.
And most people now, I mean,
I think it's maybe, maybe forever.
I'm sure it's, it's,
it's a long held belief of like,
I want to age in place.
I want to age at home.
I want to, you know,
I want to stay home because that's where
they're most comfortable.
And that's like where they can.
I mean,
there's a whole bunch of emotions around
this of like wanting to keep control of
the decision making around their health
and wellness.
So that's part of it as well.
Someone who wants to maintain their
independence, their dignity,
their integrity.
They want to keep all this as much
as possible.
And so we,
we've been doing this and I had a
couple of clients that I met other
unlicensed, you know, like, like layman,
like just people like that are empathetic.
They had a history in hospitality,
whatever.
And they don't have the CNA designation.
They don't have the HHA designation,
but they did all the stuff.
that, you know, uh, changing, whatever,
changing diapers, cleaning, uh, hygiene,
feeding, uh, medication delivery,
taking the client out to restaurants or
whatever it is traveling with them.
So we would have someone call in and
they're like,
we need home physical therapy, like ASAP,
like tomorrow.
And also like,
do you know any like home health aides?
And I was like, and then I could,
you know,
send a couple of texts or calls or
whatever.
And I could get someone there tomorrow.
And we would be very clear and
transparent.
These are vetted.
These are people that I've known for
three, four, five years.
Vetted, trusted.
I've worked with them personally.
I've worked with them alongside,
shoulder to shoulder with them,
with other clients.
And we tested a wide range of hourly
rates.
What's that, bottom of the funnel?
No, no, no.
I was writing down words.
I'm like,
here's what I need to see if I
was looking for this person.
If they were posting, I'm available.
Can you...
if I was looking for someone for my
dad and you hit the word right off
the bat, I was like,
I need someone I can trust.
I'm going to leave you alone with my
dad, dude.
If I can't trust you, off the table,
right?
That is not an RN.
It could be,
but it's not in a credential.
I need you to be able to think.
I don't know what I need.
You might not know what I need,
but we need something.
Look, I'm just gesturing wildly.
So I need you to be able to
think and pivot and think critically,
right?
Not necessarily evidence-based.
That's in it.
But if my dad is like,
I'm going to just keep going to the
refrigerator and he's going to fall,
I need you to be like, hey,
why don't I grab that for you?
I know that's mind blowing,
but I need someone who can do that.
Right.
And finally reliable.
If I hire you and you're not going
to show up two out of three days,
then I can't go to work two out
of three days or whatever that might be.
So trust,
I need you to be able to think
like a human who's autonomous and I need
you to be reliable.
None of those things are credentials.
Now what I'm saying is if you have
those credentials and you could do those
three things, world is your oyster.
And that,
Go ahead, Tony.
And it's not the kind of thing that's
going to be replaced by AI.
We are the kind of thing that gets
replaced by AI because we are the
cerebral, let's figure this out,
let's think and process and that.
The person who's actually there sitting
with mom or dad, helping them eat,
helping them go to the bathroom,
helping them transfer in and out of bed,
that's not going to be replaced.
Robots are not going to replace it.
AI is not going to replace it.
I just can't believe that somebody hasn't
stepped in.
Talk about opportunity for growth.
build the school,
build the academic setting,
produce those people at high rates and
high velocity.
It's already happening.
They don't need licensure.
They don't need, you know,
any of that stuff.
Where is it happening?
Well,
Jerry could put together a course in the
next two weeks and start like teaching
people this.
Wouldn't that be a great revenue source
that would do good?
It's already happening.
I mentioned earlier that all of these
agencies have a built-in tract to train
individuals who have no experience in this
at all.
That goes back to the beginning of the
topic of this post from the Washington
Post,
which is many of the individuals
delivering this care or support or
whatever you want to call it,
many of them are not from the U.S.
Why?
Because these agencies want to pay seven,
twenty five an hour or ten dollars an
hour or whatever.
You're not going to get the quality,
the trust, the professionalism,
the savviness.
Someone who has experience,
if you're paying them ten dollars an hour
or what did you say?
Sixteen dollars,
sixteen fifty in New York City to get
your ad.
Someone who lives way outside the city,
someone lives some other place if they're
making sixteen dollars and twenty five
cents, twenty sixteen fifty an hour.
Yeah, dude,
like here's how you here's how you play
on this for good.
It's like,
who would you trust to take care of
your parents in their most vulnerable
moments when you're not around?
You can do it,
but that means I need you to understand
most of your life stops if you're going
to be the first person doing this.
Everything, like your meals, your job,
your social life.
Now,
what is your life and their care worth?
Combine those two numbers together.
That's what you pay the person.
If the answer is ten dollars an hour,
then if that's all you can afford,
that's what you get.
But this is a real problem that people
are really willing to solve.
And I think either Tony is deep in
thought or he's frozen.
I'm going to go with he's so convinced
that Dave and Jimmy are right,
that he is frozen and locked into place.
So with this, when we were testing this,
and I would love to hear,
so David Rubin,
you posted up on the screen share here
that he's going through this right now.
When we were doing this,
We were just,
just guess how much were we charging?
You were charging or how much you were
paying?
How much we were.
So we were, we were, it was like,
here's the physical therapy rate.
Like you guys know.
And then also here's the hourly rate for
this other professional who,
who I've vetted.
I've worked with, I trust, I,
I know them and I can have them
there tomorrow or in
when we're organizing shifts of eight
hours and overnights and meals included
and kind of training the whole family of
like, here's the, here's what to expect,
like everything.
And like commode and like everything.
And a checklist of items.
Like,
do you have latex gloves and AMD and
like all that stuff?
Right.
How much were we, how much were we?
Sixty seven dollars.
Sixty seven dollars an hour.
Yeah, I was like doing the math like,
OK,
how much is it to go to work?
Eight hours, nine hours.
So it's like six times eight,
four fifty a day.
So that works in New York City.
I mean, if you're somewhere else,
that might not work,
but that's OK because your costs are
lower.
Like the rising tide lifts all ships,
but the cost also gets to the lowering
tide gets to lower all ships in a
good way.
Yeah,
I was going to say sixty to one
hundred twenty five dollars an hour is
what people in New York City would be
willing to pay to take care of.
Now, now that hourly rate for, you know,
five hours,
eight hours here and there or whatever
that that doesn't make that's not crazy.
But when you take that hourly rate and
you do fourteen days in a row of
twenty four hour coverage or even twelve
hour coverage,
then it comes out to thousands and then
tens of thousands of dollars.
And that is the crux of why this
is challenging,
because
families need to have the financial
resources to pay that.
Many of them think that it's kind of
like maybe it's kind of like physical
therapy, right?
Like the people that are like,
why would I pay two fifty three fifty
a visit when I have United Healthcare,
you know,
in network coverage and my boss takes,
you know,
the money out of my account and I
pay the monthly premiums and all that.
people want you know a lot of times
people want what we can offer like they
want like their family member to be you
know cared for and mobilized and you know
personal hygiene and clean and fed and all
that but they want the minimum wage rates
and that is the crux of why this
is the challenge here the the home health
regardless of whether the home health aid
the care companion the licensed unlicensed
professional that's got experience in
doing this that's going to stimulate the
that's going to provide stimulation for
the client or just like let them sit
there and let them lay in bed all
day.
Like there's such a wide variety of what
the actual professional will do, can do.
Are they going to take them out of
the house or not?
Are they afraid to move them?
And they just want them to get weaker
and lose muscle mass and lose strength and
lose function and just keep them in their
bed or put them in the recliner and
put them in front of the TV all
day.
versus some home health aides that I've
seen or the care companions where they
take the client out to museums and
restaurants and all the stimulating
activity,
take them out to Central Park and all
that.
Folks,
if you want the the the i'll take
your mother father out and stimulate them
and look at old family albums and do
you have to pay for that yeah they're
they're no insurance is paying for this
these days they're not they're insurance
just like physical therapy is going to
cover the bare minimum it's not going to
cover the above and beyond of the full
experience so
It's kind of like I'm not that I'm
preaching,
but it's just like this is the crux
of this is like who's doing this?
What are they delivering?
What's the quality of what the experience
that your mother father is actually going
to be getting with this agency or company?
And you get what you pay for.
You sort of have to, like,
because you don't understand what taking
care of someone is like until you do
it.
Like, you think you do.
Like, I must have heard, like,
caregiver education four thousand times in
PT school.
And then you do it for one day,
like one,
like one real day where you're like,
I'm gonna have to keep doing this.
Do it for one day knowing you also
have to do it tomorrow.
That's a different game.
You can't explain that to someone.
You can't explain it to them.
It's like someone trying to explain
childbirth to me.
I'm like,
I believe everything you're saying.
I cannot picture this.
I just can't wrap my mind around it.
It's one of those things.
You can have empathy,
but you can't have sympathy.
You can imagine what it's like,
but you can't actually put yourself back
in your shoes until you do it.
This is a massive problem.
It's only going to get massiver.
my English teacher in high school is
rolling over and saying,
what are you talking about?
But it is.
And if you can help solve it,
you will be doing,
this is the intersection.
You will be doing massive good,
making money that is worth your time.
And the person paying you will love you
for it.
If you're these people that can provide
trust, if you can think,
and if you're reliable.
I need you to be the bare minimum
of those three.
Can you be a normal human who can
be trustworthy with my parents,
If you can think autonomously and if you
can show up,
do those three things and you will make
a lot of money.
But you have to be a little flexible.
I do want to say thank you again
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Thanks for coming on the show guys.
All right,
where do you guys want to go next?
When you read these and now that you're
adding a URL, a website, it sounds real.
Tony,
here's our next- These are fake ads if
you're just coming up for the first time.
Here's our next business.
Buy all the URLs that I make up,
but make them go to one page and
we'll do something there.
Or we just start making- Live selling.
Live selling.
This is live selling.
Um,
I've got we've got one more sponsor for
the end of the show.
I'm saving the best one for last.
I have a quick topic that I just
wanted to highlight.
And people came came for me in the
comments,
I think in on Facebook where I posted
this, but I'll share the image here.
I was in a bike shop this weekend.
I was not there to buy a bike.
I was there to get my ice hockey
skates sharpened.
While I was there,
it takes a little while.
It was a service that I was buying
because I bought the skates online,
but needed the service in person.
So I went to my local place.
And while I was there,
I'm perusing and I'm a bike guy,
but not when it's twelve degrees out.
But I noticed they got these bikes and
they got what's over here, helmets.
And they also got, oh, what's that?
Nutrition and gloves and water bottles and
bike pumps and
And pedals and hand grips and all the
things and all the goo and the honey
stinger and the noon and the hydrate.
There's me and there's the hockey skates.
And I'm just thinking like, again,
this is what we think about the parallel
between this and this.
And it goes back to like if you're
not selling the yes and which is the
only rule in improvisation comedy.
Yes.
And if you need this.
Yes.
And I also think you need this.
I still, cause I've never run a clinic.
So I'm preaching from the not been there,
done that mountaintop worked in clinics,
but like,
I need to understand why more of them
aren't doing that.
But maybe these two topics crossover with
the live selling or the nut or the
drop shipping.
which I feel like when I bring up
people like, what's that?
And I'm like, that's a very simple term,
but maybe PTs don't know about it and
that's okay,
but you don't have to carry massive
inventory.
You can do what's called drop shipping,
which is someone orders something from
your clinic and then someone far away in
Kansas, again, I bring up Kansas a lot,
but to me, that's middle of the country.
Someone in Kansas then drops that into a
box and ships it for you.
So you have a thing in your clinic.
You can have this one or you can
have it in two days.
And which one are you willing to pay
for?
But this way you don't have to carry
four thousand things.
I don't know.
To me,
why don't we act more like bike shops
which don't sell bikes?
They do sell bikes,
but they don't only sell bikes.
They sell to a persona.
There were snowshoes in there.
There were hockey skates.
They didn't sell skis,
but they would do ski sharpening and ski
waxing.
I don't know.
This feels simple,
but I'm guessing because not a lot of
everybody's doing it.
Maybe I'm still wrong.
I think we're just so risk averse as
a profession,
people drawn to the profession of physical
therapy.
You know,
I was thinking like how much money they
have tied up in inventory.
My immediate thought is,
what do you do when you go out
of business?
What do you do when you shut down?
What do you do with all of that
stuff?
You know, and so that's where I think
But the funny thing is there's still young
adults who think I'm going to borrow two
hundred and fifty,
three hundred thousand dollars to earn
eighty or ninety thousand a year,
maybe get pregnant and start a family in
five years.
That doesn't seem risky.
But going this route, stocking a store,
selling product that seems too risky.
I mean, we,
we go back to emotion too.
Like I wouldn't,
I don't want to sell this to people.
I'll they'll think I'm a,
they'll think I'm bad.
You just told them an hour of your
time and that's all you can sell them
because that's, that's all.
That's how time works.
You could want to,
I provide one-on-one care.
Great.
What do you charge?
eighty dollars an hour great then I know
what your cap is if you are busy
every minute of every waking hour of the
day and you're actually ROI negative
because you have to do other stuff like
pay overhead you got to do a documentation
that's not that one-on-one like so to me
I don't know this feels like a great
yes and people aren't doing it uh two
weeks ago I would have said well Dave
would never consider this and then two
weeks ago we found out Dave has a
brick and mortar that he's been hiding
Dave's been doing this in public but
private from us um
What's your thoughts on doing something
like this in your brick and mortar?
You've got traffic.
You're in a large, busy city.
The busiest.
Well, I mean, so we're one-on-one, right?
So we're not in network.
We're not volume-based.
So even that,
I don't think it makes as much sense
to have a lot of inventory.
You could have one.
Maybe there's a middle ground where you
have like one of each, right?
So Tony, if you wanted to,
he's got all these different products.
Now, Tony,
let me kick it back to you.
So what do you do with them?
Could you make a mini display where it's
like each of the different massage guns
and each of the different...
uh you know leg compression devices like
is there something like that you have or
are they just like you know they're
they're somewhere else that patients don't
see because for us if it's a one-on-one
clinic it's lower volume so it's like
you're not going to sell a ton of
volume of units anyway so it doesn't make
sense to have a whole bunch of multiple
units of the same thing unless it's like
i don't know something you sell a lot
like a foam roller or whatever but um
yeah tony like do you have a display
case for this type of stuff are you
considering that
I am considering it.
That's one of the things that we've been
working on.
I was just looking.
So this is new, still in the wrapper.
What I've been doing is pre-selling.
With Amazon, you get it just in...
We can't see what you're doing.
You're frozen.
We can hear your audio, Tony.
So just keep going.
Pretend like you're live selling on the
radio.
All right.
I was showing you guys a box of
a massage gun that's still wrapped.
So if I order it today,
it's here by tomorrow.
Yeah.
And what I do is I pre-sell it
in the clinic so that it's ready to
go.
And then, you know, I mark it up.
Twenty percent.
You could buy it from me here in
the clinic or you can go use my
affiliate link and buy it on Amazon
directly.
Yeah.
Guys, we've also gone full circle.
What Tony just said is he can order
something today and that thing's here
tomorrow.
So do you need this today or are
you cool with this hitting your front
porch tomorrow?
You choose.
If you buy it today,
it's going to be worth X.
And if you buy it for the two-day
option or the even lighter option,
scan this QR code,
put it in your cart.
It's my QR code.
I get a nickel.
But...
You can then decide later, right?
But look, we've gone full circle.
We talked about bell bottoms.
We talked about things that are going full
circle.
Someone just redesigned cable by saying,
let's put all the streaming services
together or let's all listen to the same
podcast at the same time.
That's radio.
Amazon now has brick and mortar stores.
Guys, there's only two types of ideas.
There's old ideas and new ways.
And there's new ideas and old ways.
So Amazon is like, yeah,
so we're live selling.
You can only watch certain Monday Night
Football games at Amazon Prime.
We've got traffic.
We've got audience.
We've got a way to monetize that.
Now they've got full-on brick-and-mortar
stores.
Like, what?
This doesn't make any sense.
But it makes complete sense when you look
at it.
It's insane, but that's where we are.
I don't even know who Adam is.
Oh, no, I...
Adam agrees with me,
so that's why I like him.
Great content,
net revenue per visit enhancement via
virtual dispensary programming is the path
forward.
That's fancy.
I said the same thing, Adam.
You just said it nicer and smarter.
So like Adam has been working on a
project where, you know,
therapists could sell kind of like the
Amazon affiliate program.
You earn a commission on it.
He's put in a ton of money,
a ton of work to figure out what's
legal, what's not legal,
what can we actually do?
Because obviously there's a patient
provider relationship in this.
But it's one of those things where, again,
we know that reimbursement is not going to
turn around.
It's not going to go up.
It's not going to dramatically change.
We know that there's growing populations
of individuals who need our services.
And so even though, you know,
even at my clinic,
maybe I get fifty people that come through
the door.
That's not that bike shop probably has
fifty people coming through every hour or
two.
Like I'm never going to have the volume
in my clinic to really make it a
retail project.
But that's where we leverage online.
That's where we leverage technology.
That's where I do live selling here in
the clinic.
Hey, guys, this, you know, heating,
cooling on a mini.
It's amazing.
I might sell one or two in the
clinic,
but it gives me the platform to buy
now.
Buy now.
Sorry,
I'm preparing a banner to go across the
bottom.
Buy now before they're gone.
Do you guys... You're in New York now,
but you're from PA.
No, I'm from Jersey.
Philly was PT school.
Oh, do you remember Crazy Eddie?
Yeah, I remember that.
You remember Crazy Eddie?
He was.
Oh, OK.
Crazy Eddie was on TV in the eighties.
And this dude,
this dude understood for every dollar I
put in TV commercials.
And he was crazy in a warehouse talking
about his TV, you know,
his whatever he had.
He was electronic store.
uh he went up going to jail i
just do want to preface that but he
did some shady stuff the good stuff he
did was understanding the arbitrage of for
every dollar i put into tv ads four
dollars comes out somewhere else a week
later and he's like wow that math math
so i'm gonna be crazy eddie where these
prices are crazy and you're like this
guy's nuts but i want a tv so
that math math because look at that price
you can't beat it so they understand the
arbitrage of what it is like a pt
clinic having a rack
Like one of those really nice display
cases that sells Oakley's doesn't make any
sense or does it?
Because if your persona is fifteen year
old high school baseball and football
players and they walk by that twenty times
and they purchase one,
that's higher ticket.
I think an interesting comparison and I
don't know if anybody I'm not in this
world, but ophthalmologist or optometrist,
you go in like two.
I don't know.
One or two of my kids have glasses.
And when I go, when I go,
you know,
they have the display and the glasses,
the frames, the lenses, like the contacts,
all of this different stuff.
And you're going to spend a couple hundred
dollars before you get out of there on
the glasses or the frames,
not even the visit.
That's where I think, okay,
twenty cent TheraBand selling for five
bucks, maybe.
But if I'm going to sell a five
hundred dollar recumbent bike,
a thousand dollar elliptical on a home
level,
that's where I think we can add a
two hundred,
three hundred dollar transaction that,
you know, is profitable.
Yeah, people, Gary Vee has said,
what's your twenty dollar offer?
What's your two hundred dollar offer?
What's your two thousand dollar offer?
What's your twenty thousand dollar offer?
And then if you're Tony Robbins,
what's your two hundred thousand dollar
offer?
We're seeing the Peter Attias of the world
go.
It's eighty grand a year and I'll be
your doctor.
And what do you get access?
One fifty.
Yeah.
One fifty.
Is it really?
Doesn't shock me.
Why?
Because Peter T is like,
I got more people outside my door
knocking.
So I'm going to raise the price until
there's a tipping point.
And then you're like,
Peter T is a jerk.
And I'm like,
what do you are you mad he's doing
it are you mad he's doing it better
than you like i need to understand where
you're coming from from this angle because
you could be doing the same thing and
just saying it's it's a thousand dollars
or two dollars be like two dollars get
you access right that's why people
actually do that that's why columbia
columbia cd club remember the stupid thing
you taped we had to tape a penny
to a postcard and mail it back and
then check off which cds i wanted
And then I got some CDs really quick.
And then two weeks after that,
I got an invoice.
And I was like, mom, what's this?
She's like, that's the bill.
I was like, but these are free.
They're a penny I paid for.
No, that's the bill.
You're getting the bill later.
That's how invoices work.
I don't know.
I feel like twenty twenty six.
We're going to see the litmus test be
people who are more risk averse will
succeed.
And the funny part is you you rarely
hear from those people.
Why?
They're too busy succeeding.
All the people in the Facebook group
going, this won't work.
Nobody here,
it's confirmation or survivorship bias or
reverse survivorship bias.
All the people complaining are like, yeah,
it doesn't work because none of you are
risk averse.
Well,
where are the non-risk averse people?
They're off on success island doing
things.
They don't need to listen to you tell
them why the thing they're already doing
is working.
Even just the business model that Dave
talked about where the home health agency
trains the technician to be the companion.
Again,
if I ever scaled anything in real life
in the clinic again,
I would never hire another licensed
therapist.
I would find a good human who has
a good heart, who wants to help people,
who doesn't have two hundred thousand in
debt and would say, hey,
let me show you how to do the
things that I think this person needs
done.
And I would just train twenty of them.
I would love to see a situation,
and I've talked to Mike Chua about this,
where we develop the funnel from the
Philippines,
from all of these other countries,
where we bring these individuals into our
country legally with work visas who are
ready to work.
It's a problem.
Yeah, and it's like… Real problems.
The money they make here is worth more
when they go back home.
You train them,
you get them to deliver the services at
the level we want.
They don't need to know what I know.
They don't need to know why I chose
this intervention.
They just need to do it.
They just need to know how to do
it.
The basic mechanics.
All right, guys,
I don't know if you see what time
it is.
It's time to dig in to the mailbag.
It's mailbag time.
Real questions, real people.
No bots allowed.
So no anonymous mailbag.
You can drop in your mailbag question at
ptpinecast.com.
In the bottom right-hand corner,
you can actually just do it.
It'll let you do a voice thing,
and you can talk to me,
and then I'll listen to it and bring
it on the show,
or you can send us an email.
This one's for both of you.
Jenna in Texas,
been a PT for three years,
listened to the show,
found out about it two years ago.
If a cash PT clinic, me,
had to generate five thousand dollars in
new revenue this weekend, no ads,
no evaluations, what would you do?
There's a gun to your head.
Someone's going to drown your pet bunny
unless you get five thousand dollars in
new money in in the three day weekend.
No ads, no evals.
What are you guys doing?
What's a fun, scrappy way to get there?
What are your thoughts?
You want me to go first?
Okay.
So you're going to get your phone.
You're going to cold message and cold call
as many people as possible.
You're going to pitch them an offer.
If you need to make five thousand,
your offer could be it could be five
thousand.
But I think five people at a thousand,
I think, would be a better offer.
Yeah, it could be a five hundred dollar.
It could be a two hundred dollar,
five hundred dollar,
a thousand dollar offer.
You you you lay you lay the offer
out like the actual deliverable is into
the future.
So it's like you get whatever you get
home visits.
You get a home safety check.
You get a posture check.
You get a home ergonomic assessment.
You get Amazon checklist of physical
therapy approved products.
You get this.
It's valued at this.
You value stack it.
And it's worth.
You can get all this today for seven
hundred and fifty dollars, whatever.
And then you all of this is like
in a in a custom custom exercise program
and a in a bespoke mobility program.
You get all this and there's more.
But wait, there's more.
And you get all this stuff and it's,
and within the thousand dollars,
it could be,
you get five visits with me,
one visit a week for the next five
weeks,
but you collect the cash up front and
then there's deliverables into the future.
So you get the cash up front.
You do that enough that the challenge that
she, what's her name again?
What's her first name?
Jenna.
Thank you for the question.
Thank you for watching.
We appreciate it.
The challenge is getting outside of your
comfort zone.
Getting rejection,
going through rejection.
So you have to cold call, cold message,
get people on the phone,
get them in person,
do it at the library,
do it at the Starbucks,
do it at wherever people are at right
now, at the, you know,
at the tree lighting,
the Christmas tree lighting or whatever it
is.
You need to get in front of people,
volumes of people.
And there are people out there that have
your money.
You just got to find who's got your
money.
If you don't think live selling would
work,
just replay the last forty nine seconds of
what Dave just said.
He was like value, value, benefit,
benefit, benefit, feature, feature,
benefit, benefit, future, future success.
That was that was off.
That was off the cuff.
We did not plan that at all.
Right.
That's a pattern.
Tony,
you have to get five thousand dollars or
we come to your house and steal your
kids glasses.
What do you do?
Exactly what Dave did.
But I would go the business route.
I go B to B.
I would I would find businesses that,
you know,
if we're talking PT businesses like
there's accounts receivable out there.
If you have thirty thousand or more in
accounts receivable, I'll fly out.
I'll be on site five thousand for the
weekend and I will collect all of that
money.
I will work through that AR.
So you get a, you know,
six time return on the investment kind of
thing.
Yeah, I like that.
I would go local sports teams because you
really only have to convince the coach.
Like coaches are like gods now.
Dude,
the coach said if I really wanted to
make that next level team,
I needed to come twice a week to
do the skills training in whatever sport,
insert sport here.
You convince a coach.
You go into partnership together with that
coach, and you say, I will come,
and I will be your athletic whatever.
I will help you develop these plays.
You help them on the ice or in
the water or on the mat or on
the diamond or on the field.
You got the skills training.
I will do a parallel strength training,
nutrition, whatever it is.
You sell one coach.
That coach is the god to the children,
but definitely the parents.
If the coach said,
my kid might be a D-I athlete,
D-I is now almost...
higher in value than a professional here's
why it's a little more attainable and it's
a status thing right like we know less
than one tenth of one millionth of one
percent is gonna go to the nfl but
if you're like could go d one you're
like
That's probably as high as my kid's going
to go.
But if we can get them there,
that's the top of the mountain.
So I would sell to a coach.
The only thing modification I make to Dave
is I would say, go to, go to,
go to warm people.
Right.
You said cold, cold call,
but I think that's what you meant.
I meant, I mean,
pick your phone up and get, you know,
you, you,
you have a ton of contacts in your
phone.
Absolutely.
Start with warm contacts, not,
not cold calls.
Yeah, absolutely.
Start with whoever already knows you,
likes you and trust you in your
neighborhood, in your area,
whoever's in your phone.
Text message, get them on the phone,
send out emails,
but get people on the phone,
get them on FaceTime video calls,
get them on Zoom calls,
pitch them something.
Another secondary offering,
because you mentioned coaches,
what parents pay the most to try to
get their kids to D one.
Not only do they,
not only do they pay for like the,
the private coaches and the strength and
conditioning and things like that,
they pay for showcases.
They pay for the showcases.
If that coach is local and that coach
is popular,
can that coach get local college coaches
to come to this showcase and
And then you, the physical therapist,
can co-organize this showcase.
The coach is going to bring all the
athletes.
They have a list of athletes that they
help.
Maybe they,
they better have connections to the local
college coaches.
You can co you can co, uh,
you can co promote it by going to
all the local businesses and say, Hey,
we're making a, a, whatever,
a flyer or whatever with, uh, you know,
we're going to put your marketing
materials in the goodie bags of all the
attendees or whatever.
So you can get it in front of
other business owners and you could get
more exposure for free.
This just takes hustle and effort.
Yes.
I love that.
I do like,
so now we're live streaming in vertical,
like on YouTube.
And I do love,
there's a ton of trolls.
Like, man,
I do love seeing LGBTQ podcasts on
YouTube.
Well, well done.
Which outs yourself.
Gotta love the anonymous accounts, man.
Gotta love them.
I love the one that outs yourself as
the douchebag.
Hey,
thanks for dropping a comment and
increasing my exposure.
So appreciate it.
Triple handshake, Chief.
All right,
we got less than a minute left,
but oh gosh,
we almost left money on the table, guys.
Here's the deal.
Somebody pays you for a sponsorship.
You better damn well get it on the
air.
So we've got CEUtopia.
I mean, you've heard of MedBridge.
You've heard of physicaltherapy.com.
This one's a little bit more crunchy with
some mood rings.
CEUtopia,
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that one wasn't bad we could do better
next time uh we'll be back on thursday
uh appreciate the time appreciate the
effort thanks for the mailbag questions
and gentlemen i'll see you guys on on
thursday
That's it.
We're out.
Boys, what the hell are you doing?
Follow Tony Maritano on YouTube at Total
Therapy Solution.
Find Dave Kittle at
conciergepainrelief.com and on YouTube at
The Dave Kittle Show.
And follow Jimmy McKay at PG Podcasts on
YouTube, the socials,
and wherever you binge podcasts you
pretend are for CEUs.
And hey, just a reminder,
none of this was for advice.
This was for entertainment only.
Our lawyers say that counts.
Thanks, Keith.