Come on.
Broadcasting way too early from three
separate Wi-Fi connections.
It's PT Breakfast Club with Tony Meritato,
Dave Kittle, and Jimmy McKay.
morning physical therapy welcome to pt
breakfast club the only morning show where
we talk about the stuff that you're
thinking but hr told you not to say
out loud uh today we are man down
we are flags are flying in half mast
if you're a podcaster or a live streamer
Don't say it like that.
And you lose your voice.
Oh, right, right, right.
It's for Tony.
It's for his voice.
Tony has lost his voice.
I mean, what is that?
You're a gymnast and you break your leg?
I mean, those are equal.
Those things are the same.
Today,
we're going to dig into a statistic.
We don't usually do statistics.
I tell people all the time,
don't do statistics.
But what I say is,
don't do only a statistic.
back it up with a thing.
And we're gonna throw out statistic.
The statistic is,
seventy-six percent of patients never even
start physical therapy when they get a
referral.
But here's the thing, it's probably,
it's our fault.
You have to own it.
Okay, I'm gonna explain why.
You're gonna hate me,
then you're gonna agree with me.
We're also gonna talk about the identity
crisis quietly brewing inside the
profession.
I don't even know if it's quietly brewing
inside the profession anymore,
I just wrote that as an intro.
And why healthcare keeps buying dashboards
instead of fixing behavior.
Coffee in hand, brain on.
Let's begin.
But Dave,
you and I both know this is not
show friends.
This is show business,
which is why we have a new sponsor.
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How's that graphic, though?
Generated that.
It's it's.
It's the best one so far.
This is intense.
We've now leveled up our graphics.
What are you using?
Are you using ChatGPT or Gemini?
I'm just prompting better.
Do you know what I mean?
It's like, be less lazy.
Like, oh, better input, better output.
So I used to be like, generate graphic.
And I would get this, right?
Sponsored by the Ministry of Silly Gates,
right?
I get this.
I said this yesterday.
I was talking to a friend when I
was generating today's show rundown,
and I said,
we will hit a point when we do
this enough that people are requesting for
us to bring back a funny sponsor.
That will happen.
And here's why I know this.
Do you remember Real Men of Genius?
course Budweiser Bud Light ad campaign
from a billion years ago like mid-two
thousands if you don't know it go look
on YouTube there's got to be videos and
it was one concept and
that had a framework, they tried it,
it worked,
and then they were able to spin off
for, I mean, the thing ran for like,
I don't even know, three or four years.
I'll do a steal the strategy of that
eventually in a later episode.
That ad campaign was brilliant.
That makes me feel stupid that I haven't
brought it up on the show already.
Will Boyd, liking chart hard.
See what I mean?
Like chart hard.
Now, your graphic said chart harder.
Yeah, yeah, yeah.
Because that's what you want to do.
But you chart harder with chart hard.
Who would I get?
You know who I would get if I
were going to do a real?
See down at the bottom, chart hard,
AI documentation assistant.
Okay, okay.
On the top, it's like just do it.
Got it.
The slogan.
Yeah, yeah.
You get Terry Crews.
You get Terry Crews and he comes in
and he takes,
you see someone charting and they like,
they use the regular AI and it's like
three sentences.
Terry Crews walks over, grabs the laptop,
snaps it over his knee and goes,
what is this?
You might get audited.
I need to see thirty six pages from
a reeval.
What are you doing?
Does he have enough coffee, though?
He doesn't have enough coffee in this.
He looks angry.
Oh, look at that.
Yeah,
I forgot that there's thirty seven piles.
It's a pile of thirty seven coffees.
I can't believe we're four minutes in.
We're still talking about our sponsor.
But that's the value you get when you
sponsor PT Breakfast Club.
We don't read your twenty five second live
read and stop.
We talk about it for twelve minutes.
So chart hard.
That's a good one.
All right.
So I wanted to talk about this statistic.
Kevin Brown shared this yesterday.
on his LinkedIn page.
And he had the statistic that said,
and I'll get the citation wherever he got
it.
It doesn't even matter if the statistic is
right.
That's where we are in this world.
We know this.
Seventy-six percent of patients referred
to PC never start care.
And the ones who do,
seventy percent of those drop out early.
And I'm going to be using air quotes.
I'm going to say early.
Before the plan of care that the
professional they came to see has said
this would be three visits, twelve visits,
eighty seven visits.
Seventy percent of those people who
actually do show up drop out early.
So this I don't think this is a
motivation problem.
And I did a very popular Instagram video
on this yesterday.
Popular because you guys liked it and told
me you liked it.
I don't think it's a motivation problem in
the video.
I said it's a friction problem.
We built a referral model that's easy for
providers and it's not based on human
behavior.
So then in the video,
if you look on my Instagram,
I paralleled it with Netflix.
Imagine you're the CEO of Netflix.
Dave, you're the CEO of Netflix.
Poof.
And you're like, hey, marketing guys,
how are we doing?
What's the pipeline look like?
And you're like, yes.
If a hundred people sign up, turns out,
seventy six percent of them never push
play.
because there's a two week delay from when
you sign up for Netflix to when you
can watch your first video.
Now that's ridiculous if you're the CEO of
Netflix, that's what healthcare is.
Well,
what about the people that do push play?
They don't last a month and then they
bail out.
How long do you think Netflix would be
in business?
They'd be gone, right?
I mean, right, I don't know.
Can you hear me?
Yeah, I mean,
you absolutely have to invest in it and
be creative and measure what works with
marketing.
So we know this.
Nothing I just said was revolutionary.
What do you do to fix this in
your practice?
And if Tony was here and if he
is here and is able to type,
we know his thumbs aren't broken.
He's a smart guy.
He'll show a comment.
Why is this so complicated?
Who benefits from it being complicated?
And then who are the people who are
doing it right?
How do you do it?
I know you have a very smooth system.
Like, what do you think your ratio?
It ain't seventy six percent of people who
refer who get to Dave or get somewhere
a referral.
There's no way you're running at twenty
four percent.
Right.
That that convert?
Well, so this is like,
this is like top of the funnel.
And this is similar to like the APTA
or the one of the other publications from
the past five or ten years where it
says only seven percent of people with
musculoskeletal aches and pains actually
get physical therapy.
This is a different stat.
Yeah, I'll get it.
But this is saying seventy six of patients
referred.
So your doctor who everybody is like,
this is God,
maybe maybe less so in the in the
Instagram era.
But like my doctor wrote, said,
go do PT.
Seventy six percent of those people never
start care.
That's not a good number.
And you're curious as to why.
I mean,
there's there's a couple a couple of right
off the cuff hypotheses in terms of like.
All right.
Well,
some people might have heard about the big
box physical therapy.
This kind of ties back into Nick Hoops.
Is it Nick on LinkedIn?
Hoops?
Do you know him?
H-O-O-P-E-S?
He's from Ohio, I believe.
Yeah.
So a day ago,
and maybe we can pull it in,
but a day ago,
he posted a post on LinkedIn,
the uncomfortable truth about PT.
And it was talking about
the the big box volume based you know
three four five whatever patients per day
i think a combination of multiple things
um some some consumers and and will boyd
would be actually a perfect person to ask
or you know get his sentiment on this
i think a lot of people don't know
what physical therapy is i think some
people think when they hear physical
therapy they're like that maybe that takes
some effort and it's not just all passive
like a massage or acupuncture that there's
all these factors um
They have to spend some money.
They have to go somewhere.
the, if, if, if, if, if, if, if,
if, if, if, if, if, if, if, if,
if, if, if, if, if, if, if,
because I think it's,
it's not just one thing.
It's, it's multiple things, whether it's,
Oh, my friend,
I heard that my friend and my family
member went to a big box physical therapy
place and the place was, you know,
packed with people.
So, yeah, so maybe we can,
maybe we can tie this in.
So I commented on this and this kind
of segues into like my biases with cash
out of pocket,
physical therapy or whatever.
Oh man, this thing blew up.
Forty one comments on LinkedIn is a lot.
That is a lot.
I'll try to find yours.
And it's just from a day ago.
Wow.
Good on you, Nick.
Touching a nerve.
Where's yours?
Yours is somewhere here.
There it is.
Hey, Nick,
strongly disagree that many people simply
can't afford even a hundred to a hundred
fifty dollars for a self-pay PT visit.
Most consumers are spenders.
They spend money on whatever they value.
Women spend two hundred dollars to get
their haircut and blown out.
People spend money on massages.
This goes back to the we bitch about
needs and not wants.
I complain about food, mortgage rates,
and gas prices.
But I find the money for PlayStations.
Exactly.
That is part of the whole conversation.
Exactly.
But what I'm also talking about is this.
There's got to be part of it.
Because I said,
if access is broken at the front door,
it's complex.
How do I get to PT?
And then how do I use these benefits?
This is on purpose, right?
This is not a bug.
This is a feature, right?
Like Netflix, I bet you right now,
if I went to Netflix.com,
it's like name...
Email address, credit card, start.
But that is not what healthcare is.
And that is, in my opinion,
that's a feature, not a bug.
Because you're paying for healthcare.
If you're self-pay and you're paying out
of pocket or you have no insurance and
you want to pay out of pocket,
the friction is very low.
Or it should be, at least.
Yes, yes, yes.
But we're trained like Pavlov and his dog
that you pay for health insurance every
month.
And I remember I wasn't even in PT
school before someone reframed it.
Like, you don't pay for health care.
You're paying for health insurance.
I'm like, those are the same things.
And they're like,
look at those two phrases.
One says, they both say health.
And that's where I fall apart.
And then one says insurance and one says
care.
And you're like,
car insurance and a car payment are
different.
I get a car with the car payment.
With car insurance,
if I smash into something, you know,
quote, covered up to this amount.
But we are in this country,
we are like sort of beaten.
and conditioned classically that this is
what i get so my point is and
i what i took about for this video
is like dude this is hard on purpose
so we never get there are there things
we can do on our end because changing
culture is huge important but hard what
are people doing out there to make it
so damn slippery like buy now the buy
now button on amazon is worth trillions
what is the buy now schedule now button
can we simplify that like no so
Part of the seventy six percent of people
that are referred by their physician to
physical therapy,
we are not able to we meaning the
physical therapy business owners,
practice owners.
We're not able to completely and directly
influence what is said,
what is said by the physician or the
PA or the nurse or whatever.
We're not able to frame it properly
because it's their word.
It's their words.
It's their room.
It's their office.
Right.
So these physicians, PAs, nurses, whoever,
front desk people at some offices,
at some doctor's offices are giving a
list.
They're giving you a list, Jimmy.
Hey,
here's a list of twenty three local
physical therapy offices.
No one is saying
in my opinion, most,
some physicians are great.
If they're listening,
I'm sure you're dialed in with this,
but many physicians are just going to be
like, Hey, you got back pain,
go to physical therapy.
They're not saying why you need physical
therapy.
They're not even justifying for two
seconds, what they might do for you,
why it's important.
No side effects, uh,
lower downstream medical bills.
And you know,
let's stop this thing before it gets out
of hand.
It's literally like, Hey Jimmy,
just here's a piece of paper,
this little referral,
go to physical therapy for your back pain.
No consumer,
most consumers are not guided as to why
they should do it.
What's the benefit,
why it's important to them,
how it'll save them money,
why it makes sense,
why it'll help them get back to their
goals.
These physicians and PAs most of the time,
most of the time don't care about their
goals, right?
So if Jimmy's the patient,
they're not going to ask and know, oh,
Jimmy is this podcaster who needs to have
no back pain because he needs to be
on planes and he's going to conferences.
And he's got to be able to sit
and do recordings and episodes.
And if you need to get back to
sitting as much as you do, Jimmy,
You need to do physical therapy.
We need to get this straightened out.
We need to work.
You probably need to work on, you know,
your physical therapist is going to
evaluate you and assess you and all that.
So there's so many of these factors that
are part of the conversation before they
ever consider or reach out to a physical
therapy office.
So it's two things.
Agreed.
Let's just say,
because I'm not a math major,
let's just say half of the seventy six
percent never show up to physical therapy
and start because of what you just said.
And the other half come to our website
using air quotes.
They get to whoever's website they were
sent to.
Let's own the other half.
Because I still think we overcomplicate
that part.
Let's say we do have a person who
has the money and the desire and they
get to our website.
You can ruin a lot of sales.
You can ruin a lot of booking cruises.
You can ruin a lot of any decisions
if you make the friction...
The coefficient of friction,
look at me going back to physics.
If the coefficient of friction is just
slightly too high,
it does not need to be crazy complex
before I myself go,
I saw this ad on Instagram.
Then I went to your website,
just clicked whatever shop.
And I get there and you asked me
to enter in like nine things.
And then I got to take my credit
card out of my pocket.
What do I do?
I go to Amazon,
type in the name of your product,
see if it's there.
If it is, I might buy it.
If it isn't definitely not buying it
because they already have my credit card.
It's that dumb.
It is that dumb.
We'll chime in and green points.
Dave,
there's a big difference between a
referral and a pre-sold referral.
And there's no,
there's no pre-selling done.
They don't, they don't care.
They're like,
they want the patient out of their office.
Well, but they're, they're,
they're rewarded for just for they,
they're done at that point.
Yep.
This is them going, my haircut is done.
And they're like, hey, man, hit the door.
The next guy's coming in.
So I will defend other people.
They don't care because they don't care.
We don't care either.
We don't pre-sell like PAs or going back
to a physician very well.
Both are true.
So agreed.
So pre-sold meaning the referrer.
whoever the sender is not selling the
benefit of the receiver being the PT in
this case.
Right.
And then Tony saying they don't know what
this is unclear.
They don't know what it will cost me
money wise.
They're just saying, go see,
go see a PT, go to Dave.
What's that cost?
I don't know what you're going to need.
Like when people come to me and they're
like,
can you do media or marketing for me?
I'm like, yeah.
They're like, what does it cost?
I'm like,
Could be anywhere from a dollar to a
billion dollars.
I don't know what you need.
We just met.
You said my image hurts.
We might need to wash off that other
stuff before we use this up.
And they're practicing defensively.
Yes, there it is.
They're just saying, get out.
Like, I don't know.
I know the answer is something over here.
This is simple, not easy.
And if they don't,
if they don't order it.
Ah, there it is.
If they don't order it,
they're afraid of lawsuits.
Sure.
We're not.
that is his perception as a patient.
I don't disagree with Tony on that one,
right?
They're just like- So some,
Tony's saying some of the percentage of
the seventy-six percent
are being referred and they might not
actually be great candidates.
They might, the physician,
the PA or whatever,
they probably know they're like,
this patient shows up late all the time
to my office.
They're never going to go to physical
therapy or whatever, like jokingly,
like they're just,
they're just making these referrals so
that they can document it in the system
because of the high volume of the patients
are seeing and they're just checking a
box.
Yeah.
Agreed.
So my point for my video yesterday was
I paralleled this with Netflix and we all
laughed
ha, ha, ha, Jimmy's being silly.
Look what he's doing.
He's paralleling healthcare and Netflix.
That's cute.
This would never fly with Netflix.
Dude,
they would have people in the boardroom
being like, your asses are all maligned.
Fix this in twenty minutes or you're out.
And we just go, patient's noncompliant.
They didn't show up.
Imagine saying all the people who want to
solve their boredom problem with Netflix,
they're just noncompliant.
Great, bro, but a business doesn't exist.
Healthcare doesn't
Floats.
Like,
we just keep floating this stupid thing.
So my question is,
we keep fixing other leaks.
This is the biggest hole in the boat.
Let's pretend this is the biggest hole in
the boat in your clinic.
Why aren't we fixing this?
Stop every other thing until you fix this,
or else what's the point?
You are shoveling against the tide.
You see how I self...
uh i i keep it g-rated like we
used to do that in radio we would
sell people like you got to it got
this this is becoming a family show i
think we're going national we're going
global it's a skill you're like what the
are you talking about who does that who's
editing in real time it's like me self
edit but parents know how to do this
parents have not you don't know how to
do it yet because your kids don't probably
oh oh oh no we're we're practicing already
it's
What age do kids start?
He's repeating everything.
I mean, he's twenty months old.
He was repeating everything, you know,
three months ago.
Twenty months old.
Wow.
Where does that go?
Almost two years old in March.
Yeah.
Will saying all those that are getting
website traffic and aren't getting those
people in the door need to hire you
to meet me.
They need to hire Jimmy and get the
message out.
Get Moe.
I actually think I need to hire a
combination of maybe me and Will or not
me and Will,
but like some people who do this.
right?
Say it to a business owner.
Say it to a PT who's like,
I don't understand how things work.
A hundred people show up at your bar.
Twenty-four come in.
That's it.
A hundred people got told by friends,
this bar is dope.
They get to your door.
Only twenty-four walk in.
Are you going to be a bar very
long?
And of those people that come in,
seventy percent of twenty four,
ten percent is two point four, two, four.
I don't know.
Seventy percent of those people.
So to nine people out of one hundred
actually buy a drink.
That bar doesn't bar.
That bar doesn't bar the barrier.
What's wrong with your door?
Maybe your signs are stupid.
Maybe there's no on neon light.
Your bar is done.
And people told you to go fix this
problem.
The positive, I, yes, the websites,
every website needs to get better.
Mine included copywriting, you know,
better design, whatever.
I really,
I mentioned this before in the show that
there is the positive,
the positive digital assistance of
YouTube, Instagram, Facebook, you know,
putting up images,
especially videos showing inside your
clinic.
I'm trying to do more of it.
Uh, and so,
All of that is helping.
And I think more consumers are seeing
things on TikTok.
I forgot.
So TikTok, Instagram, Facebook,
a little bit of YouTube, whatever.
Like,
I feel like more consumers are
understanding.
So this whole, you know,
that's seventy six percent of people that
are referred don't go to physical therapy.
There's a whole other bucket.
of people that were not referred that are
self-referring themselves and finding
people on instagram and practices and they
see the therapist treating a patient
talking to a patient or having fun or
doing a tick-tock dance or whatever and
that bucket of people are going themselves
and i i bet it's it's i bet
it's the inverse i bet it's like
I don't know what the number is,
but it's the majority of people seeing
videos on Instagram or TikTok or whatever
of a physical therapy office, chiro,
massage, acupuncture, health and wellness,
whatever.
They are taking their own,
of their own volition,
they're taking the step to go and for
themselves.
Okay.
So we are talking about top of funnel
or mid funnel.
Somewhere between mid...
You're talking about top of funnel.
I agree.
That's where I like to live.
But I think,
and I don't want to speak for him,
Will Boyd would say,
your middle bottom of funnel,
the time when someone touches the
doorknob, that's too complicated.
Imagine a bar doorknob with a keypad.
Had a couple drinks.
I don't know how this code works,
so I go home.
That's what I'm talking about.
And there's the keypad.
if you want to use your health insurance
and have the friction of a third party
payer and yes i know that some of
your wages were garnished and that goes to
your monthly premiums or whatever maybe
and or you're paying your premiums
directly and you want to use your health
insurance i get it i get it but
if you want to use this third party
system you have to accept this historical
ridiculous friction the keypad lock on the
door
Let's go to the phones here,
the internets.
David Rowan.
I'm just going to call him D-three.
D-three says, Dave,
can you call Kim Kardashian and ask her
to hype up PT?
PT needs some celebrity endorsements.
Absolutely.
Tony talking with his thumbs today because
he lost his voice.
Same for me.
We have more resources and information
than ever.
YouTube,
ChatGPT have saved me tens of thousands of
dollars.
I just zhuzhed up my website this morning
in an hour that I probably would have
had to hire someone.
I am now already ranking higher on Apple
Podcasts.
by doing two simple things.
I already hit refresh.
I now rank at the top if you
go to Apple Podcasts and type in physical
therapy.
Test it.
That was from using ChatGPT.
That is money that might have gone to
service providers.
Someone else solved the problem.
You are losing more people at the top
of funnel.
My point is literally,
Josh Funk was talking about this.
How are you getting,
I think it was him.
He said,
your intake forms are costing you money.
I bring my dad to a lot of
doctor's appointments now.
Do you know how many times I fill
out the same damn paper form?
Six times.
You're telling me a chatbot can't ask me
questions verbally.
I answer them verbally, and then it goes,
got it.
There's the insurance number.
There's the name, first, last, middle.
It can't just disperse that.
In twenty twenty six,
it's losing you money because eventually
I'm going to be so pissed.
I just don't come back.
Tony also saying,
I wonder how many people get with
orthopedic conditions like knee, hip,
shoulder, OA pain,
get a surgical recommendation and don't
do, Ooh, this would be great.
I bet you,
I bet a hundred dollars American surgeons,
surgeons process in the same healthcare
system are smoother.
Why?
Because it matters more.
Every person, every person who's going to,
who's referred for surgery is
when they touch the doorknob at the bar,
it's ten grand, twenty grand, fifty grand.
That's beach house money, baby.
There's no my thoughts on Tony's question
is it's it's a lower percentage of people
that don't do it because historically
physicians have this, you know,
God influence the status.
And if a surgeon says you need surgery,
Most people are going to do it.
A lot of people are going to do
it.
Agreed,
but I'm still talking about top of funnel,
I agree with you.
That messaging is easier,
plus they're closer.
They're sitting in my office and I go,
bone on bone, bro.
Look at this x-ray.
Agreed.
You're selling.
I'm not in the room when you're referring
me as if I'm a physical therapist.
What I'm talking about,
I bet you the process to get it
is a little better than ours because it's
worth more.
The PT clinic business national chain that
starts solving this problem, listen to me,
does not need to spend as much on
marketing.
And I'm a marketing guy.
Fix the thing below and you don't have
to worry about the thing above as much.
Can you clarify that?
Let's do a hundred.
You get a hundred people paying it.
A hundred people are sitting in a
surgeon's office and the surgeon says,
all hundred of you need surgery.
Dave is saying, it sounds like,
Dave is saying, well, yeah,
because the surgeon has a God complex.
So out of those hundred,
ninety are going to be like, got it.
I agree with you.
Ten are going to go, I'm tough.
I don't have the money.
I don't want to deal with it.
Ninety are going to step forward.
I'm talking about the next step.
What do I do?
Do I book?
My thing is,
I bet you the assistant is already walking
in going,
I'm going to take you right here.
We're going to get the paperwork filled
out.
Do this.
Right.
That's the friction point I'm talking
about.
And of those ninety seventy nine.
But that's that's in-house.
The next step you're talking about is
in-house within the physician's office.
That's a different situation when a
physician is referring to physical therapy
that is now external for another practice.
It's like two different things.
Yes.
What I'm talking about is it's in our
best interest as physical therapists.
Since we're not in the room,
we have to triple down on this.
How do we improve when a hundred people
are at a doctor's office getting a
referral and
And then we get a photocopied list.
When someone lands at
TotalTherapySolution.com,
Tony says he has no intake form,
no health questioners.
Give me your name and signature.
We start right now.
That's no friction.
I shouldn't say no friction.
And you know he is a gem.
He is rare,
and everyone else has big intake forms.
Tony still needs to get all the same
information that ATI or Athletico gets.
Tony just goes,
I'm going to move that friction later.
We don't,
if you want to book a call with
me for me to look at your marketing,
I send you one link and I just
need your name, email address,
then you pick the time and date to
get scheduled.
How many PT clinics can say that?
When their call to action is call me,
my man,
it's twenty twenty five about to be twenty
twenty six.
I'm probably not calling you.
It's friction filled.
Yes,
I am a lazy son of a bitch.
The ten numbers I have to dial too
much.
Give me the Calendly link and let me
book myself because I'm an adult and you
have computers with an EHR.
I'm literally talking about this basic
thing, right?
One overlooked thing with this is if it's
in network.
and it's the copay it's easier to be
a hundred percent digital if you are
selling a three hundred dollar evaluation
and then so jimmy back pain you you
want to just do a chat bot you
want to do email whatever you want to
message into my practice yes we we ideally
want to get you on the phone because
of the different situation now you might
say you might say you know i want
a book or whatever we want to because
i want to we want to drop on
the phone call we want to say
We want context.
We want to build rapport.
We want to let you know,
we want to,
we want to build some goodwill before we
drop it on you and say, Hey,
we actually don't take any insurances and
it's a three hundred dollar valuation.
And we need,
we need some context to build that up.
And now, now, of course,
if you're just like, well,
I'm not going to get on a phone
call and whatever.
And that's not what I said.
Sorry.
I would one thousand percent get on a
phone call.
I'm not going to make the first step
into ambiguity with a phone call.
So what's the first step?
Does someone pick a time for Dave to
call them?
Like with you?
Yeah.
If I go to conciergepaymentrelief.com,
what do I do?
Do I click to get a call or
do I have to click to book a
call or do I have to actually dial
numbers and call?
So of course you can fill out a
form on our website if you want.
But we got to get back to you,
obviously.
That's okay.
I'm okay with that.
Okay.
So it's either you submit a form.
Or we have a phone number.
You can call it right now.
Someone else is going to answer it and
get your lead information.
This is my feeling.
I would love to hear what Will or
Tony think.
I literally think by moving the friction
like Tony does downline...
Tony still needs to get all their
insurance information.
He just doesn't make it a barrier at
the front door.
Imagine you had to walk up to a
bar and you had to scan your ID
and show your social security card.
And you're like, I don't fucking have it.
I'm leaving.
All I'm saying is... Uh...
Move it downstream.
Book a call.
Like I'd rather, I'd rather you,
Dave would probably rather do a bunch of
thirty minute calls,
more thirty minute calls to rule people
out than waiting for those people to call.
I want to get people on my calendar
doing visibility calls.
That's where you tell me everything about
you.
I ask you ten to fifteen questions and
then I go,
I'm going to give you a report in
your email.
It's going to show you where your gaps
are from everything you just told me and
then I'm going to put this much of
a plan into it and if you want
it, great.
If not, also great.
But if I said,
call me and I'll figure out when I'm
like, I'm telling you,
that is a big barrier.
That is a huge, huge barrier.
Buy now is worth billions.
Tony switching platforms to share the love
to get you watch time on different
platforms.
Oh, thank you, Tony.
You the man.
So smart.
Um, I, I think this is, yeah,
Tony will take the risk of giving a
free visit that doesn't get paid by
insurance.
Then make patients wait for me to verify
coverage.
He still has to verify coverage.
He's just moving it downstream.
And I,
this is not a thing Dave should be
doing.
Dave should be when we have a qualified
person, or I do agree with you.
You're like, listen,
I'm the only person who that's a Dave
thing.
Only Dave can really like hear the thing
between the words agreed, agreed, agreed,
agreed.
I don't think we're disagreeing.
But you're also different because you're
cash, which I like.
So you need to explain more.
I still think the smoother you make...
All I'm saying is the smoother you make
this with as few clicks as possible and
as few calories burned in your brain,
the better.
You win.
But we're trying to fix brands and colors
and which TikTok dance we should do.
And I'm like, wrong.
use of brain power yeah you're yeah you're
you're talking about the fundamentals of
onboard like contacting and speaking with
prospective patients what's that flow is
how much resistance should be there what's
the process all that yes all that is
table stakes in my opinion then then all
the other stuff like you said website copy
design tick tock videos instagram content
whatever
Yeah,
nothing gets in the way of a complicated
evaluation, says Tony.
But most of my evaluations are twenty
minutes or less.
Very low cost for me to evaluate a
new referral.
He's like,
put the person in front of me.
Let's go.
Here we go.
I'll figure it out later.
Don't worry, we'll figure it out later.
He's like,
I'd rather do a bunch of C minuses,
which means I did something and it didn't
lead to anything.
Then he's not stepping over dollars to
pick up dimes.
Imagine ATI did this.
Imagine Athletico did this.
Imagine, like, that's a lot of dimes.
That's a lot of dollars.
That's all I'm saying.
Speaking of dimes and dollars,
you're going to appreciate this.
Dave's already queued up.
We've got a new sponsor, Dave.
I don't know if you're shocked.
This is your shock space.
Welcome to the show, Referral Facts Pro.
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they ever start physical therapy.
Referral Facts Pro sends your referral
three times to the wrong number every
time.
Because if it's not blurry, delayed,
and impossible to track,
is it even healthcare?
Referral Facts Pro.
Still faxing, still failing.
Learn more at ReferralFactsForever.com.
You know, I was, for the longest time,
you know,
I was poo-pooing fax machines and all
that.
And this calendar year, I started paying,
we started paying five bucks a month for
digital faxes.
So we get the fax over email,
and it's just for referrals.
So it's like,
in terms of marketing and new patients,
like,
why not just open the channel up for,
you know, for five bucks a month?
And offices can fax a referral because
that's how they do it.
They just don't email it.
They don't do it.
Yeah, I agree with Will here.
He says,
I like for Dave's business has more
friction.
So yours should be a little bit like
Ninja Warrior.
But let's dial what that coefficient of
friction is.
Let's not make it impossible.
Let's not make them solve math.
Just, just a little bit,
just a little bit.
I got to make sure that you really,
you're not looking for anything.
I prospect the patient with us.
Like you're not just looking for like any
physical therapist with a pulse.
We need to make sure that the,
the qualified leads sit to use,
to use a wills.
uh terminology here qualified lead is
someone who is serious about their health
and wellness they have a certain have the
money goal they have a certain no no
not necessarily of course they have they
have to have the money or find get
the money someone who is goal oriented
they want to get back to doing something
as opposed to like you know some you
know tony's mentioned before where like
patients call in and they're like i need
six physical therapy visits
treated so that I can qualify for an
MRI.
We do not see that type of person
because they're not going to spend
hundreds of dollars times six or thousands
to do that.
I agree with that.
Will likes referral facts.
I want to know, Will,
do you like referral facts or do you
like our other sponsor,
which was Chart Hard?
Which one better?
Tony is asking if we've done sponsorship
from the Rotary Cup, the party game.
They have not returned my calls.
They are a very big seller this Christmas.
They don't need sponsorship on the show
this year.
Does Referral Facts Pro charge per page?
Ben Galen is asking.
No, they don't charge per page.
They charge per syllable.
So it's expensive and shitty.
We talk a lot about Big Pharma.
Big Facts and Big Printer Inc.
They are the mafia.
Those are the real behind-the-scenes guys.
David's saying,
you'd be surprised how many clinics still
fax in their orders.
We will always have fax machines.
Go to SME.com.
Buy your fax machines.
They've got refurbished fax machines from
Oh, my Lord.
This is your ad campaign.
Rotary Cup, the party game.
We we sell failed physical therapy in a
can.
Yes.
New York allowed some if the top
restaurant.
Yes.
Ben, I like when you reframe it.
If what's a great what a what a
fancy Nobu.
Is that a restaurant?
Is that L.A.?
Carbone is a big one that you can't
you and I couldn't get you in it
right now today.
Dave couldn't.
Dave could get him.
Dave couldn't get Jimmy.
I'd have to contact one of my clients
and ask for a favor if I needed
to get Jimmy in the Carbone tonight.
All right.
So if Carbone,
Ben Galen on LinkedIn is saying,
if the top restaurant in New York actually
let you come in same day,
It wouldn't be the top restaurant in New
York.
That's okay for friction.
That's okay if you sell penthouse.
They are not selling steaks.
That's the difference between Nobu and
Carbone versus McDonald's version of
pizza.
But know who you are.
Never mind you.
Never mind.
I'm going to erase that.
Know who you're trying to get in your
door and then act appropriately.
That's all I'm saying.
Look what McDonald's does now.
First of all, McDonald's looks like a
Apple Store, like where's Grimace?
It's like these walls and like not even
a ball pit anymore, kids.
And then you walk up to a giant
iPad that looks fun just to order food.
They are friction,
or the app before you pull in.
They understand what they are selling.
Access, simplicity, pretty okay food,
if that's okay to you,
as quickly as possible.
So Ben, nail, head, hit.
It wouldn't be coveted, right?
Dave's first question is,
do you have the monies?
No, no.
Look at some of the things.
Look at some of the videos.
Yes.
Look at some of the videos that I've
known you've seen.
Are you a CEO in Pittsburgh,
Pennsylvania making two-fifty or more and
want to make sure you're jacked and live
your life to the fullest?
Those are disqualifying questions.
They don't want those people getting down
the funnel.
Right?
They are on purpose.
I should have said failed physical therapy
in a six-pack.
Oh, yeah, yeah, yeah, yeah.
Well, six visits again.
All right.
Maybe more clinics should raise their
standards.
Ding, dong.
Otherwise,
it's a race to the bottom of taking
any insurance.
Exactly.
You want high volume, low margin?
You got the race to the bottom.
For us, we're able to raise our rates.
We got people signing new client paperwork
today, yesterday, this week.
They signed new client paperwork that
says...
Here's the rate for our services.
And at a future date, it, you know,
now we're in December.
So it used to be our paperwork did
say January first, but now it's, you know,
in the next three to six months,
whatever a future date, June first,
whatever this rate will increase by
whatever percentage three to ten percent.
It's a baked in price raise.
If we continue to deliver value.
Yes.
Kevin Hart would say,
say it with your chest.
Do not be like Martha.
Remember Martha the other day?
That thing we read?
The...
microsoft word document that was printed
on the on the on the door and
they put like martha will be charging
fifteen more dollars per session because
martha is good to know you already lost
sorry martha i do not disagree martha's
probably an amazing physical therapist
martha does not understand who she's
talking to what she's selling or how to
sell it i've got to be harsh i
have to be harsh
but I love you, Martha.
I actually don't know who Martha is,
but I probably would love her because
she's a PT.
That whole, that post,
that seemed like she's not the owner.
It seemed like she's probably like the
most popular staff PT,
like the main PT or something.
I didn't understand that when I first
worked in the clinic,
like why like all of us were getting
one rate and then there was one dude
who was like,
I charged one hundred twenty five dollars
more and I was like, huh?
And then I got it.
It's like a law for everyone.
Law firms, accounting firms,
every other industry does it.
Consultants,
was going to go right there yeah how
are we going to raise this rate when
this rates this when the person who does
this level of work is being charged that
doesn't make any sense well i play the
same number of innings therefore i should
get the same number of i play more
innings i'm getting less money yes war if
you're a baseball fan wins above
replacement now we're talking dave
language that is the statistic when you go
into arbitration all the sports fans were
just like i have no idea what this
guy's talking about
When you go into arbitration to negotiate
your next contract and then they just go
stats,
we're going to compare you against
everybody else who plays your position has
been there, whatever.
That's what people are doing.
They're doing the mental war wins above
two.
What the outcome might be.
We also surgery is tangible and concrete.
I will come in.
You're going to make me go to sleepy
count backwards from a hundred,
but only get to ninety two.
Wake up new knee physical therapy.
I'm going to go do some stuff and
then other stuff might happen.
That's harder to sell.
Trainers know how to sell it.
Sell the vision.
This is what we're going to do,
and this is what we hope to get.
Ben Galen writing a book.
Look,
I look like the guy from Home Improvement.
I look like Wilson hiding behind the...
Ben Galen saying,
I did a concierge service on Palm Beach
Island.
I also kept raising my rates because why
not?
Just to see how much people would pay.
Great experiment.
And still fill the schedule.
But one thing I ran into was the
thought that they were just buying my
time, not my services.
Ooh, wait a minute.
Meaning I would show up and they would
want me to look at their cable box.
What?
Wait, is this real?
I don't understand this.
So, so instead of cable box, yes, yes,
it can be, we have, we, yes,
we have some clients, Ben.
Yes, of course.
We have some clients that,
that they don't want to actually do
physical therapy or they don't want to
like exercise like crazy and they want to
talk and they have,
they want to tell life stories and they
don't actually want to engage in the
service.
Totally fine by me.
Because some, in my opinion,
some clients need that.
It might be weeks or months to lead
into that to then eventually have them do
the movement and goals and all that type
of stuff.
They say don't,
we shouldn't record the episode or the
video, Dave,
unless we know what the thumbnail and the
title is going to be.
But if we do a future episode on
what D three is talking about here,
it's just the tip.
David is saying, has tipping culture,
tip culture infiltrated?
We did an episode on this a while
ago.
Was I there?
I think so.
Maybe we could do it again because this
enrages people a lot.
Like people are like,
my patient gave me cookies.
Am I going to lose my license?
And I'm like, what are we talking about?
Someone gave me a gift card to Dunkin'
Donuts.
Am I going to lose my license?
And I'm like, is this law or policy?
I don't want to get into it because
I feel like it's its own thing,
but I can already see.
Can we can we go back real quick
to Ben Galen?
The big the big comment.
OK, so so, yes,
we have we run into this situation.
Ideally,
before we even start with this client,
any client like this, Ben,
we're trying to find out what do they
want?
Are they the decision maker or is the
son or daughter booking us?
I know you're looking.
All right.
Get rid of the comment.
Yes, we run into this.
Um, and if someone that's, you know,
older and they want you to like screw
in a light bulb or I don't know,
like certain things we got to draw a
line.
Like we're not there for home servicing.
We're not there to hold on light bulb.
Uh, you're going to fall.
If you can't see in the dark,
this feels like safety precautions.
Yeah.
So the,
but the cable box example from Ben, like,
no,
we're not going to get on our hands
and knees and check out your cable box
respectfully.
Like, you know, that,
that has no effect on your health and
wellness because if you're sitting in
front of your TV more,
and if you're older,
probably not a great thing for you.
So yeah,
we get into that a little bit.
We do have some clients that like want
to delay and procrastinate and spend and
putting their shoes on for fifteen or
twenty minutes or trying to like
prepare food for our therapists,
so it happens.
I mean,
but if they're paying three-fifty a visit
and the goal is to get them walking
and moving more and whatever their goal
is,
like we're trying to get them back to
whatever their goal is.
If we're heading that direction,
I'm all good.
If they're paying for that and they
understand what they're doing in that
hour,
It's fine.
Yeah.
This is a ridiculous idea,
but it's not like this was a ridiculous
idea.
Fifteen years ago.
This is where we are in the world.
I also believe Tony was, you know,
months ago was talking about, like,
if you like cooking and are into nutrition
instead of selling a nutrition plan,
that's not enough.
The person who needs better nutrition to
heal better, to feel better,
giving them a cookbook ain't it.
It's not enough.
So they're.
there is,
there is some of our clients that are,
that are middle-aged or older that want
some of this social interaction or
companionship.
And although it's not obviously our direct
service, it's part of the situation.
And if I don't,
I don't want to demean someone that like
charges a lower hourly rate,
or even if someone is like a,
a care companion, like I,
like I mentioned on last episode, like,
Yeah, cuddling.
Cuddling is also a thing,
which some people are charging for that.
We don't.
Tony's got a comment on the screen if
you're listening on audio.
Tony's commenting about a girl who charges
one hundred fifty dollars an hour for
cuddling, which is wild.
That's wild.
That's inappropriate.
Offering a service to do home safety
consultations, i.e.
how to make the home safer for patients
with certain risks.
Life is safe and famous.
What?
It's not a...
overly branded service that we advertise
it's kind of part of our our offering
so yes tony now clarifying i saw a
tick tock i did not meet with her
in person i did not i do not
know who's i you know i do not
know who you're talking about uh gary v
says a companion walking along with
innocent dining will become a wonderful
service basement in the near future
This is the escort mode.
Yeah, you just got to pay for it.
Absolutely.
Pay for the time.
We've got fifteen minutes.
There are some topics I don't want to
get into.
JITPT is amazing for home safety
recommendations.
Literally amazing.
Oh, here's a great aside.
But real quick with that comment from
Tony.
chat gpt has the recommendations but we
are primed as physical therapists
occupational therapists to do the
implementation and the execution or the
application of doing it in someone's home
and actually moving their rugs i've i've
actually come across a challenge with
patients that have ten thousand dollar
rugs and they're like we're not removing
this rug and i'm like well it's a
trip hazard they're like well it's a ten
thousand dollar rug so we're not removing
it and i'm like
All right.
Yeah.
Ben has a smart canine.
His dog started charging him if he wanted
him to sit next to him for more
than by fifteen minutes.
It's in kibble.
The right capitalistic dog.
I like it.
Yeah.
Tony,
I know someone here was a devious thing
that I think we talked about.
I don't know.
I talk a lot of my head.
If your bathroom or your entrance to your
business is noncompliant to the A.D.A.,
and now I'm talking like a lawyer,
so someone fact-check me,
but if someone complains,
you have a time period to fix it
or else.
So someone said they're going to start a
business,
they're going to go around and take photos
of bathrooms and then analyze,
is this sink the right height?
Is this door the right width?
Are there ways to get in?
And their only business is going to be
sending emails to that company and going,
you are out of compliance,
I will not report you,
you have three days, and then I will.
And then you have a buddy who's a
contractor and go,
this is the guy who can fix it.
He knows exactly what's wrong.
Cause I told him and then let my,
and that's there.
If you're a contractor who only wants to
do that, you would never have to,
you would never have to run another ad
in your entire life.
Just pay for people to go around and
do that and then give them a cut.
Yeah,
that was the ADA threats in a previous
episode.
Okay, good.
It wasn't just me talking in my brain.
What is coming up for you?
We've got twelve minutes.
What's coming up for you, Dave,
personally?
Yeah,
so I have a new physical therapist that
is going to start on January twelfth
full-time,
so I'm already organizing the updated
onboarding documents and all the type of
stuff that we're going to do with him,
and
What else?
Oh, yesterday, yesterday, uh, I submitted,
uh, this is the first time ever.
First time in eight years, a patient,
you remember the patient that was
threatening me about the,
the charging him two times of three
hundred fifty dollars for, uh,
late cancellation policy.
Yes, yes, yes, yes.
And first time ever submitting.
And you know me, Tony's a lover.
I'm a fighter.
Uh, and it's not always worth the fight,
but I wanted to do this whole process
because
and get the documents.
So I submitted all the evidence to fight
back and dispute and be the rebuttal of
this patient's late cancellation.
Four visits scheduled,
two visits they were treated,
two visits they late canceled,
one like literally minutes or an hour or
two.
I'm sorry, basically missed visits,
like home visits.
One visit canceled.
Fourteen minutes before the visit time.
The other visit, my therapist shows up.
The patient,
the client texts the therapist hours
later.
And they're like, oh, I'm sorry.
I overslept and all that.
And I'm so, so sorry.
And I had all the screenshots of all
the text messages, all the correspondence.
The patient signed electronically our
three hundred fifty dollar late
cancellation policy.
Had all the documentation organized.
It took a little time to get the
screenshots of emails and text messages
and all that.
Organize it properly.
Submit it to my credit card processor,
Stripe.
First time ever fighting a chargeback.
In eight years, literally,
I've never had a chargeback.
Submitted all the documentation.
It's probably going to take...
it just submitted last night and it said,
I got an automated email.
I was like, you will,
we will hear back from the,
this customer's American express card on
March third or whatever.
So it's like, that's months away.
Um, typically not worth the fight,
but this person literally documented and
said, charge me.
I'm so sorry to my therapist.
I'm so sorry.
Charge my car, whatever.
And then all of a sudden we charge
the card and then they,
they do charge backs.
Um, so
Not always worth the fight.
Yeah.
Maybe a little, a little stress around it,
whatever.
But now I can take those documents.
I could,
I'm not going to share it with you
guys, but like share it,
like redacted if we needed to take those
documents,
put it in our electronic playbook.
So now if this ever happens again,
or if someone buys a four thousand,
five thousand dollar package and has a
charge back, we have the whole playbook,
the whole process of what to do,
how to do it efficiently.
And as a sidebar,
from Al Tormozzi suggestion,
and I bet Will Boyd does this.
No one does this,
which is I have a credit card on
file for my customer.
And what is the only other backup form
of payment that's better than credit card?
What is it?
ACH.
We've never done it now.
It's like every time there's an issue,
this is business.
Every time there's an issue in the
business,
it's like one person gets through,
Like they, they, they maybe successfully,
um, you know, screw you over or whatever,
whatever, you know, add friction or add,
add, uh, stress or whatever.
And then we patched the hole forever.
So this will never happen again.
And yeah, I will.
So it's like,
I remember as soon as this happened,
I was like, Oh man, I remember this.
I don't even remember what video,
but from Alex from OZ saying that they
would get credit card and a backup form
of payment, ACH, uh,
And yep.
And, and do all that through Stripe.
You wouldn't, you wouldn't do that first,
right?
That's like step four, like name,
email address, maybe credit card.
I would do credit card though.
That's normal.
Oh, always, always credit card,
always credit card.
But, but now, but now it's like, okay,
so now I need to,
I've seen ACH in my, uh,
in your firstborn.
Yes.
Uh, Ben, um,
So it's just like any time that there's
like a like a like an issue or
a challenge,
we it's like a hole in the boat.
And then it's like, all right, well,
that water is already in the boat.
So let's let's let's patch this hole and
make sure that no one else gets through.
The line that I was told is that
there's always going to be a leading cause
of death.
It's like, wait a minute.
No, there won't.
It's like, well, yeah, there will.
Fix the leading cause of death of your
business.
And then now that's out.
And then you get to work on the
second leading cause of death that is now
the first leading cause of death.
And then you get to work down the
list.
Putting more marketing,
putting more water in a leaky bucket.
Got to buy a lot of water, man.
And that's not water, by the way,
in that metaphor.
It's money.
Don't do that from a marketing guy.
It also makes marketing people look like
crap.
Well,
you charged us twenty grand and we didn't
get anything.
Yeah,
I'm unfortunately my scope stops at this
part of your process.
That sucks.
It's like when you look at like someone's
renovating a house and the sheetrock guy
comes,
but then the electrician comes and the
electrician tears apart the sheetrock and
goes to da.
And then the sheetrock guy looks like
shit.
It's like, no, man, you came late.
I came on time.
Now you had to ruin my work and
I got to do it again.
Same thing.
Dave needs to start teaching business
classes to other PTs.
We're launching the NBA for the DPT.
Dave's like, too much squeeze,
not enough juice.
Probably right?
I mean, I'm not interested,
but it's got to be a big number
that just filters out almost everyone.
Yeah.
It's the same thing with our patients and
clients.
And you kind of walk next to Dave
in New York City between things.
He's just going to walk.
It's walk and talk,
like in the West Wing.
Like, okay, I'll teach you,
but here we go.
And we're moving.
We're getting late in the show,
so I want to make sure we don't
lose any money, Dave.
So let's bring on...
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That is something.
I'd love to know if people listen to
the show regularly,
which ones have popped and which ones are
like, that wasn't funny, Jim.
I think if we can ever get the
right person at Rotary Cup Party Game,
we get them on the show,
and we'll start giving away copies of
Rotary Cup the Party Game.
We've got five minutes.
What was this comment from CJ Morrow?
Preach?
What was that about?
Yeah, I want to know what you're saying.
Preach, too,
because I'd like to preach some more.
Was that something that I said or
something that Jimmy said?
No, I think it was definitely you.
You were saying something.
She'll comment on that.
How does the thing next to Dave look?
Because I think this thing I'm talking
about.
I'm okay with that.
I know I messaged you a while ago.
I was like, get those comments off.
I'm cool with this.
We got live comments.
And by the way.
The comments are flying today.
You're putting them up there.
You want to know why I think?
Well, number one,
because we've been repetition.
Why do you think my podcast is pretty
good?
Right?
Because I did two a week every week
for a decade.
It's like,
that's why I've had marketing companies at
large practices go.
What's the secret, Jimmy?
Is it the keywords?
Is it the logo?
Is it the shadow behind the font?
No,
it's the fact that I did two pushups
every week for a decade.
And now people know who I am.
Why do they know who I am?
Because I showed up two times a week
for a decade.
So I think it's that.
I also think it's because we're showing
comments more and reacting to them.
And look how huge they are today.
I hit a button and I used to
have them be real.
Yeah, like subtle.
Dude, I don't like that.
I like that.
And so this is Ben Galen.
This is how he likes his compliance
coffee.
He takes his black and lukewarm,
black and lukewarm.
I like it mildly colding.
your compliance coffee uh we're gonna do
parting let's let's do mailbag i do have
a mailbag real quick you want to do
a mailbag people have emailed there is a
in the bottom right corner of
ptpinecast.com you can jump into the
mailbag that's a question that we can ask
on the show uh dave's rule is though
no anonymous questions it's mailbag time
real questions real people no bots allowed
I got two of them.
Let's just do both of them real quick.
Dave, long-time listener,
first-time emailer.
Already love this person because they get
it, what we're doing.
I love PT, but I'm exhausted.
Is it normal to feel like I picked
the wrong career?
What the hell do I do about it?
This is existential.
We have existential dread has entered the
chat.
Can you read the beginning again?
Yeah.
I love physical therapy,
but I'm exhausted.
Is it normal to feel like I picked
the wrong career?
This feels like a third-year PT.
But we don't have how many years they've
been practicing or any other context.
No.
Let's just make it up.
This person's been practicing for three
years.
I don't know what to say.
You love physical therapy,
but you're exhausted.
I don't know.
I don't know if I have an answer
there.
You would say, step into my office.
Is it normal?
Well, if you're feeling it,
your emotions are valid,
and I will validate your emotions.
Is it normal to feel like I picked
the wrong career?
Yeah.
Have you been on LinkedIn or Twitter in
the last, checks notes, eleven years?
Yes.
But now you need to make a choice.
Are you okay with this?
Because I got news for you.
Unless you make a decision,
it's not going to get better.
I'm going to say it again.
Unless you change a lot of things,
it's not going to get better.
You decide.
Pick your heart.
The second one, Becky from St.
Louis.
My clinic wants better outcomes,
more visits.
Faster closed notes,
but won't change staffing levels or
technology.
A.I.T.A.
You know what A.I.T.A.
means?
A.I.T.A.
No.
Am I the asshole?
Am I the asshole here?
How did I not know that acronym?
That's NSFW.
Do you know what NSFW is?
Not safe to work.
Oh, yeah, yeah, yeah.
I know that one.
This comment is nonsense.
Don't be opening it in front of your
boss.
So, my clinic wants better outcomes,
more visits, faster notes, clothes,
but won't change staffing or technology.
I mean, we know the answer to this.
I mean, if that's the case,
it sounds like you need to move on
and look for better opportunities or
different opportunities.
Yeah, you want...
What your clinic wants is faster horses
and brighter candles.
My man...
Everyone watching, listening,
sending in messages like that,
we're all smart enough.
You know the next step.
You know what to do.
Come on.
Yeah, I do like it.
I search on Reddit, A-I-T-A,
because a lot of times it's like,
obviously, the other person's the ass.
But when it is you, people dogpile.
And I just go to the comments,
and I'm like, ooh, look at this.
It's not too late for you to delete
this.
Oh, here's what CJ was saying.
She said, preach.
And then she said,
fix the holes financially,
then don't leak with marketing.
Money is hard to talk about,
but more PTs need to just bite the
bullet and make sure they are buttoned up
this way.
No notes, CJ, moral, no notes.
And if you're not good at money,
hire someone who is, likes it,
knows how to do it.
But that person costs money, okay?
But saving money leads to,
and I know this is gonna be a
difficult concept,
leads to money uh let's do parting shots
but um uh do do do before we
do parting shots we got to close out
with one final sponsor for the day today's
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it dave like you get charts on charts
on to put like what you can't have
thirty nine kpis that's none of them none
of those kpis are k
Can't have keys that are just so many
of those things.
That's not a good system.
All right.
Time for wait.
Wait.
You know, I have one way party shot.
This is the parting shot.
One last mic drop moment.
No pressure.
Just your legacy on the line.
All right.
Your legacy on the line.
Party shot.
What's your party shot for today, Dave?
Parting shot,
even though there's health care is more
friction.
We talked about the stress,
the challenge of the friction and the
third party payer.
And even with health insurance premiums
going up and copays going up and
deductibles becoming higher.
And unfortunately, most U.S.
consumers are spending more out of pocket
for all this,
like before they get to the Medicare age.
Right.
It's good for the physical therapy
P.T.O.T.
world.
Because more if you want to,
if you get out of the system,
and you charge either you bill out of
network insurance,
or you just charge a self pay rate,
you can continue to pay your team members
and keep great staff.
That's what I'm doing.
So that that's the challenge.
Like,
if you want to get out of the
system, you have way more flexibility.
And I think the the momentum of all
the online video, we talked about Tiktok,
Instagram, YouTube, Facebook,
more consumers are understanding what we
do, what we offer.
And that momentum is helping justify why
some practices like us are out of pocket
and why it's different than in network
copay.
Yeah.
Fix the leading cause of death in your
business, right?
If the leading cause of death is, uh,
uh,
figure out why spend it.
Jerry Durham would like go sit in the
lobby,
but the lobby is not where it is.
That's why this is hard.
You don't know where that referral process
is happening and where it's failing.
Figure that out.
My friends, it's worth several weeks,
months of your time,
because that is your leading cause of
death.
Fix that.
And you got a chance, a chance,
parting shot.
Tony knows a guy who knows a guy
who pays a hundred fifty hours for
cuddling.
I just read the comments.
Just a joke.
It's just a joke.
We'll be back next week.
We'll do more stuff.
Tony will be back.
Tony, rest the vocal cords.
Hot tea, honey.
Hot tea.
Do you just call Dave honey?
I'm sorry.
Do you just call Tony honey, Dave?
Hot tea and honey.
Gargle some warm salt water.
Doesn't that work?
That's it.
We're out.
Boys, what the hell are you doing?
Follow Tony Maritato 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 CEU.
And hey, just a reminder,
none of this was for advice.
This was for entertainment only.
Our lawyers say that counts.
Thanks, Keith.