WEBVTT 00:00:00.029 --> 00:00:02.232 You're listening to the PT Pinecast, 00:00:02.311 --> 00:00:04.334 where smart people in healthcare come to 00:00:04.375 --> 00:00:05.237 make noise. 00:00:05.577 --> 00:00:07.019 Here's your host, Jimmy McKay. 00:00:10.163 --> 00:00:10.782 Before I get started, 00:00:10.823 --> 00:00:12.063 I do want to say thanks to Brooks 00:00:12.284 --> 00:00:12.944 IHL. 00:00:12.964 --> 00:00:14.224 That's Brooks Institute of Higher 00:00:14.263 --> 00:00:14.464 Learning. 00:00:14.484 --> 00:00:15.884 They've been supporting the show for, 00:00:16.603 --> 00:00:18.664 I should know this, it's two, three years. 00:00:18.885 --> 00:00:19.745 We'll say two plus years, 00:00:20.004 --> 00:00:21.106 more than two years. 00:00:21.826 --> 00:00:23.265 The place PTs go when they're looking to 00:00:23.306 --> 00:00:24.466 level up their clinical game, 00:00:24.486 --> 00:00:26.867 they've got residencies and fellowships in 00:00:26.946 --> 00:00:28.986 pediatrics, geriatrics, orthopedics, 00:00:29.347 --> 00:00:31.428 neuro, all of the things pretty much. 00:00:32.107 --> 00:00:33.188 If you're thinking about it, 00:00:33.228 --> 00:00:34.048 some people are like, well, 00:00:34.088 --> 00:00:35.429 do I get paid during these things? 00:00:36.029 --> 00:00:37.229 Some of them can. 00:00:37.369 --> 00:00:38.090 At Brooks, you do. 00:00:38.770 --> 00:00:40.131 brooksihl.org. 00:00:40.151 --> 00:00:42.531 That is brooksihl.org. 00:00:42.631 --> 00:00:44.752 Guest today walked away from corporate 00:00:44.771 --> 00:00:47.152 leadership and started a PT practice in a 00:00:47.273 --> 00:00:47.694 very, 00:00:47.853 --> 00:00:50.033 very high-end area from the back of his 00:00:50.073 --> 00:00:50.374 car. 00:00:51.094 --> 00:00:51.895 Look where he is now. 00:00:52.695 --> 00:00:54.615 Now he's helping other rehab entrepreneurs 00:00:54.655 --> 00:00:56.337 grow their business by teaching what most 00:00:56.396 --> 00:00:58.436 PTs just weren't taught. 00:00:58.476 --> 00:01:00.218 You can't say someone's bad at something 00:01:01.448 --> 00:01:02.509 without coming to their defense and be 00:01:02.529 --> 00:01:03.509 like, well, they weren't taught. 00:01:03.548 --> 00:01:03.829 So it's like, 00:01:03.850 --> 00:01:05.109 you can't really fault them for that. 00:01:05.311 --> 00:01:05.950 Not forever though. 00:01:05.971 --> 00:01:07.091 You can say like, you weren't taught, 00:01:07.111 --> 00:01:07.932 you got to get into it. 00:01:07.971 --> 00:01:09.272 So they weren't taught this in school, 00:01:09.733 --> 00:01:11.454 probably not, maybe not in the clinic, 00:01:12.094 --> 00:01:13.756 how to think like a business owner. 00:01:13.835 --> 00:01:15.137 Cause that's what some of these things 00:01:15.236 --> 00:01:15.436 are. 00:01:15.617 --> 00:01:17.058 You're an employee or an owner, right? 00:01:17.519 --> 00:01:18.959 So with a focus on real world advice 00:01:19.000 --> 00:01:20.960 today and belief that character, 00:01:21.021 --> 00:01:23.722 not just knowledge is what builds success. 00:01:24.203 --> 00:01:25.884 Our guests today reshaping what is 00:01:25.944 --> 00:01:27.284 possible in private practice. 00:01:27.686 --> 00:01:29.406 And today he's half of another podcast, 00:01:29.427 --> 00:01:29.566 right? 00:01:29.706 --> 00:01:30.406 as well. 00:01:30.427 --> 00:01:31.087 We'll get into it. 00:01:31.647 --> 00:01:32.427 Owen Campbell on the show. 00:01:32.447 --> 00:01:33.427 Owen, welcome to the program, man. 00:01:33.828 --> 00:01:36.149 Dude, I'm pumped to be on here. 00:01:36.248 --> 00:01:38.250 That intro made me sound like every other 00:01:38.390 --> 00:01:39.990 business advisor on LinkedIn. 00:01:40.331 --> 00:01:40.850 Is it though? 00:01:40.870 --> 00:01:42.271 It sucks because I wrote it. 00:01:43.731 --> 00:01:45.072 Or at least I gave you the information. 00:01:46.173 --> 00:01:49.394 So I'm hoping to differentiate myself just 00:01:49.433 --> 00:01:50.774 a little bit, like you said. 00:01:51.174 --> 00:01:53.355 I'll come to your defense. 00:01:53.515 --> 00:01:54.236 I'll come to your defense, 00:01:54.256 --> 00:01:55.176 not just because you're sitting in front 00:01:55.195 --> 00:01:56.296 of me and I'm supposed to make you 00:01:56.316 --> 00:01:57.156 feel welcome because you're a guest, 00:01:57.177 --> 00:01:57.296 but 00:01:58.236 --> 00:02:00.640 i'll start conversations with people um 00:02:00.659 --> 00:02:02.400 because i meet people a lot right as 00:02:02.460 --> 00:02:03.602 i'm sure you do and lots of people 00:02:03.623 --> 00:02:05.263 do and i'll start and i like to 00:02:05.304 --> 00:02:07.186 start with like sort of a week like 00:02:07.426 --> 00:02:09.467 what's your background is like i don't 00:02:09.487 --> 00:02:11.370 know it's a it's a normal question i'll 00:02:11.409 --> 00:02:13.491 go what's your superhero origin story 00:02:13.612 --> 00:02:15.234 because number one it sort of makes them 00:02:15.313 --> 00:02:17.596 think i don't want a holstered response 00:02:18.217 --> 00:02:19.037 I want them to think. 00:02:19.356 --> 00:02:20.117 And they go, oh, 00:02:20.497 --> 00:02:21.258 I don't really have one. 00:02:21.298 --> 00:02:21.877 I go, well, first of all, 00:02:21.897 --> 00:02:23.058 we all have an origin story. 00:02:23.299 --> 00:02:24.979 That's why superhero movies are great. 00:02:24.998 --> 00:02:26.259 It's not the CGI. 00:02:26.620 --> 00:02:29.161 It's this person had this and then they 00:02:29.200 --> 00:02:30.681 became this, right? 00:02:31.002 --> 00:02:32.222 And we all sort of have that, 00:02:32.521 --> 00:02:34.443 which is that Phoenix moment or the 00:02:34.483 --> 00:02:36.623 Deadpool moment where I was this and then 00:02:36.723 --> 00:02:38.324 I became this. 00:02:38.704 --> 00:02:40.405 So let's start with the trunk of your 00:02:40.444 --> 00:02:42.346 car because that's a cool like Phoenix. 00:02:42.526 --> 00:02:43.686 You have my attention, right? 00:02:43.786 --> 00:02:44.906 Like got my attention. 00:02:45.006 --> 00:02:46.067 And I talk to people a lot. 00:02:46.766 --> 00:02:47.748 Start at the trunk of your car. 00:02:47.808 --> 00:02:49.050 What made you walk away from, 00:02:49.651 --> 00:02:50.872 we'll say corporate career, 00:02:51.133 --> 00:02:52.514 but let's just say like what it really 00:02:52.594 --> 00:02:52.754 is. 00:02:52.975 --> 00:02:53.415 Safety. 00:02:53.475 --> 00:02:55.799 You walked away from something safe to do 00:02:55.878 --> 00:02:56.881 something different. 00:02:57.782 --> 00:02:58.201 Why? 00:02:58.241 --> 00:03:00.085 And what's the origin story there? 00:03:00.682 --> 00:03:00.842 Well, 00:03:00.943 --> 00:03:02.044 I think it comes a lot down to 00:03:02.063 --> 00:03:03.925 that whole like burnout versus passion 00:03:04.406 --> 00:03:05.826 argument that you see online a lot. 00:03:06.367 --> 00:03:10.131 And essentially what I started out with is 00:03:10.191 --> 00:03:11.352 I think in my first year when I 00:03:11.372 --> 00:03:11.852 was in New York, 00:03:11.872 --> 00:03:13.293 because I treated in Manhattan for like 00:03:13.332 --> 00:03:15.175 three years before I moved out here in 00:03:15.275 --> 00:03:15.735 Arizona. 00:03:15.914 --> 00:03:18.257 And I think the first performance review 00:03:18.296 --> 00:03:19.237 three months in, she's like, well, 00:03:19.258 --> 00:03:20.038 what do you see yourself? 00:03:20.058 --> 00:03:21.020 I'm like, I want your job. 00:03:21.620 --> 00:03:23.100 And I knew I wanted to run a 00:03:23.140 --> 00:03:23.622 clinic. 00:03:23.641 --> 00:03:26.084 So I was an assistant manager like six 00:03:26.123 --> 00:03:26.943 months in, right? 00:03:27.063 --> 00:03:28.765 And by want, not by necessity, 00:03:28.786 --> 00:03:29.847 which a lot of people have to do. 00:03:30.586 --> 00:03:32.367 And then I got a taste of business 00:03:32.448 --> 00:03:33.647 and then I moved out. 00:03:33.807 --> 00:03:35.169 I realized New York was fun in your 00:03:35.188 --> 00:03:35.588 twenties, 00:03:35.669 --> 00:03:37.250 but you're not going to build a life 00:03:37.270 --> 00:03:37.969 there easily. 00:03:38.150 --> 00:03:38.490 Right. 00:03:39.050 --> 00:03:40.431 And I said, well, the West is cool. 00:03:40.711 --> 00:03:41.751 West Coast is expensive. 00:03:41.790 --> 00:03:42.451 Let's go to Phoenix. 00:03:43.032 --> 00:03:45.393 And I met this entrepreneur and she is 00:03:45.413 --> 00:03:47.112 a rock star when it comes to marketing. 00:03:47.533 --> 00:03:48.533 But she had six clinics. 00:03:48.554 --> 00:03:50.134 They were struggling, not struggling. 00:03:50.155 --> 00:03:51.495 There's like three that were killing it. 00:03:51.555 --> 00:03:53.855 But then her expansion was not awesome. 00:03:54.256 --> 00:03:56.076 so she said you've run a clinic before 00:03:56.657 --> 00:03:58.538 save this one right and she gave me 00:03:58.639 --> 00:03:59.960 one in like kind of the middle inner 00:04:00.020 --> 00:04:01.760 city right we had a lot of medicaid 00:04:01.820 --> 00:04:03.100 but we also were right next to one 00:04:03.121 --> 00:04:04.782 of the most expensive real estate so big 00:04:05.182 --> 00:04:09.305 big swath and you know we i built 00:04:09.365 --> 00:04:11.887 it right we we went from three people 00:04:11.907 --> 00:04:12.826 who wanted to get the hell out of 00:04:12.847 --> 00:04:15.389 there to seven people and we opened 00:04:15.408 --> 00:04:17.769 another clinic down the road right in the 00:04:17.889 --> 00:04:19.170 course of like a year or two right 00:04:19.190 --> 00:04:20.211 so i was like oh okay well 00:04:21.232 --> 00:04:22.673 I have a talent for motivating people and 00:04:22.692 --> 00:04:24.454 getting people all on the ship and all 00:04:24.475 --> 00:04:25.214 that stuff, right? 00:04:25.814 --> 00:04:27.115 So then fast forward, 00:04:27.276 --> 00:04:28.877 I become regional manager as we grow. 00:04:28.898 --> 00:04:30.678 We get some small time investors, 00:04:30.699 --> 00:04:31.439 but nothing big. 00:04:32.079 --> 00:04:35.422 And then she sells for mid eight figures 00:04:35.822 --> 00:04:37.483 to one of the big chains. 00:04:38.144 --> 00:04:40.946 And we had twenty five clinics and that 00:04:40.966 --> 00:04:43.687 was over seven years that I was there. 00:04:43.747 --> 00:04:43.908 Now, 00:04:44.108 --> 00:04:45.629 I had a VP of operations above me. 00:04:45.668 --> 00:04:46.829 I'm not taking credit for all that, 00:04:46.850 --> 00:04:48.189 but I had a region of six clinics 00:04:48.230 --> 00:04:49.831 and we doubled revenue in three years over 00:04:49.851 --> 00:04:50.391 the pandemic. 00:04:50.911 --> 00:04:52.273 So I was like, okay, 00:04:52.353 --> 00:04:53.593 I can do this business thing, right? 00:04:54.194 --> 00:04:57.096 So then I went to a bigger fish, 00:04:57.338 --> 00:04:57.598 right? 00:04:57.617 --> 00:04:59.218 And I went into their corporate program 00:04:59.238 --> 00:05:00.759 and I did the whole like, you know, 00:05:01.201 --> 00:05:03.081 corporate meetings and you fly them out to 00:05:03.101 --> 00:05:05.204 the headquarters and this is how we, 00:05:05.244 --> 00:05:05.904 you know, all that. 00:05:06.365 --> 00:05:07.425 And they're like, hey, you're awesome. 00:05:07.505 --> 00:05:08.807 But the only opening we have is in 00:05:08.927 --> 00:05:09.187 Iowa. 00:05:09.408 --> 00:05:10.129 And I was like, well, 00:05:10.428 --> 00:05:11.129 that's not going to work. 00:05:11.470 --> 00:05:12.651 So then I decided, well, 00:05:13.192 --> 00:05:14.293 if I'm as good as I think I 00:05:14.353 --> 00:05:15.494 am, I should probably prove it. 00:05:15.915 --> 00:05:18.898 So we had twenty K in debt because 00:05:18.918 --> 00:05:20.038 we just put an air conditioner on the 00:05:20.059 --> 00:05:20.358 house. 00:05:20.399 --> 00:05:23.423 Kids are in a obscenely expensive 00:05:23.442 --> 00:05:23.882 preschool, 00:05:23.923 --> 00:05:24.863 but it's the only one that I don't 00:05:24.884 --> 00:05:25.985 have to drive an hour away to. 00:05:26.685 --> 00:05:27.487 And yeah. 00:05:28.512 --> 00:05:29.773 I was like, well, guess what? 00:05:29.833 --> 00:05:30.894 I started my own company, babe. 00:05:31.014 --> 00:05:32.153 And my wife wanted to shoot me. 00:05:33.095 --> 00:05:35.074 But the only way to do that is 00:05:35.254 --> 00:05:37.475 in my situation and what most PTs have 00:05:37.636 --> 00:05:39.237 is you buy a table for four hundred 00:05:39.257 --> 00:05:40.396 bucks, you get some insurance, 00:05:40.437 --> 00:05:41.336 your overheads, 00:05:41.396 --> 00:05:42.798 you start across maybe two thousand 00:05:42.838 --> 00:05:45.358 dollars and then you just really better be 00:05:45.399 --> 00:05:48.339 good at getting people better and telling 00:05:48.360 --> 00:05:48.959 people about yourself. 00:05:48.980 --> 00:05:50.579 And I thought, well, 00:05:50.639 --> 00:05:51.581 if I could do it at a corporate 00:05:51.600 --> 00:05:51.740 level, 00:05:51.800 --> 00:05:52.721 I should be able to do it now. 00:05:53.161 --> 00:05:54.822 So then I just started out. 00:05:55.281 --> 00:05:57.685 So we glossed over something and you don't 00:05:57.706 --> 00:05:58.968 need to go into the nitty gritty, 00:05:59.148 --> 00:06:01.752 but when you took over that first clinic. 00:06:01.793 --> 00:06:01.952 Yeah. 00:06:02.894 --> 00:06:04.336 There's the tipping point, right? 00:06:04.437 --> 00:06:09.742 Because would you see what was missing? 00:06:10.281 --> 00:06:12.343 Or I also like – I forget who 00:06:12.363 --> 00:06:12.845 I was listening to. 00:06:12.884 --> 00:06:13.625 Maybe Seth Godin, 00:06:13.665 --> 00:06:14.826 one of those smart people. 00:06:15.627 --> 00:06:16.988 A lot of times people want to add, 00:06:17.728 --> 00:06:18.310 and I forget. 00:06:18.370 --> 00:06:19.891 I don't know if it's Scandinavian or 00:06:19.951 --> 00:06:20.672 Japanese. 00:06:20.752 --> 00:06:22.233 Their first thought is take away. 00:06:22.274 --> 00:06:23.774 What does it mean to be there first? 00:06:24.156 --> 00:06:25.637 So what did you walk through – 00:06:25.757 --> 00:06:27.137 yeah yeah yeah addition by subtraction 00:06:27.197 --> 00:06:29.177 right but but for some reason myself 00:06:29.218 --> 00:06:30.458 included i'm like what do we need to 00:06:30.538 --> 00:06:31.778 add here it's like hang on a second 00:06:31.819 --> 00:06:33.259 do we have too much like if we're 00:06:33.338 --> 00:06:35.019 a boat let's make sure we don't sing 00:06:35.278 --> 00:06:37.180 so what did you see there and what 00:06:37.199 --> 00:06:38.980 was the secret i'm using air air quotes 00:06:39.000 --> 00:06:40.600 because most of the time the secret is 00:06:40.661 --> 00:06:42.961 actually just the basics which are 00:06:43.482 --> 00:06:45.002 important parts right hundred percent 00:06:45.041 --> 00:06:47.362 basics it goes back to like personality 00:06:47.382 --> 00:06:48.862 stuff and you ask questions what were your 00:06:48.903 --> 00:06:50.802 parents like what you grew up doing what 00:06:50.843 --> 00:06:52.504 lacrosse team were you on whatever right 00:06:52.524 --> 00:06:52.803 and 00:06:52.983 --> 00:06:54.404 but essentially what it came down to is 00:06:54.425 --> 00:06:56.745 we had four clinicians right it was a 00:06:56.826 --> 00:06:59.387 market where uh still like it is today 00:06:59.427 --> 00:07:01.148 the clinician had the power right we were 00:07:01.168 --> 00:07:03.168 we were begging for good pts but not 00:07:03.209 --> 00:07:05.571 as much as you do now right um 00:07:05.591 --> 00:07:06.690 so i kind of came in and i 00:07:06.711 --> 00:07:09.293 said look there's four clinicians one does 00:07:09.333 --> 00:07:10.432 not want to be here sitting in the 00:07:10.452 --> 00:07:12.673 corner moping about everything if he saw 00:07:12.754 --> 00:07:15.315 seven people he said he was overworked and 00:07:15.375 --> 00:07:16.817 he didn't like the fact that they couldn't 00:07:16.836 --> 00:07:17.216 afford 00:07:17.817 --> 00:07:19.577 to like have a second car in the 00:07:19.598 --> 00:07:20.798 home to be able to get to physical 00:07:20.819 --> 00:07:22.519 therapy he thought that was that problem 00:07:22.540 --> 00:07:23.901 so i was like okay you got to 00:07:23.920 --> 00:07:25.521 go i'm going to make it as uncomfortable 00:07:25.541 --> 00:07:27.723 as possible in a legal legal way to 00:07:27.762 --> 00:07:29.463 make sure that you find some other 00:07:29.624 --> 00:07:31.384 opportunity for yourself and just pause 00:07:31.404 --> 00:07:32.946 there for people listening yeah 00:07:33.615 --> 00:07:35.576 You will spend time, effort, and money, 00:07:35.755 --> 00:07:36.737 in my opinion anyway, 00:07:36.757 --> 00:07:37.838 and you tell me if you disagree, 00:07:37.858 --> 00:07:38.778 you will spend time, effort, 00:07:38.798 --> 00:07:40.939 and money trying to convince or motivate 00:07:40.959 --> 00:07:41.500 that person, 00:07:41.800 --> 00:07:43.261 and it will always be a negative ROI. 00:07:43.281 --> 00:07:43.380 Yeah. 00:07:43.401 --> 00:07:43.482 Yeah. 00:07:43.502 --> 00:07:43.622 I mean, 00:07:43.641 --> 00:07:46.382 he's one of those that you walk in. 00:07:46.444 --> 00:07:48.944 I mean, if he's listening, awesome, 00:07:49.004 --> 00:07:49.906 but I really don't care. 00:07:50.946 --> 00:07:51.747 I said it to his face. 00:07:52.047 --> 00:07:53.007 That's the next part of the story. 00:07:53.028 --> 00:07:53.947 That person is an Eeyore. 00:07:53.987 --> 00:07:54.949 That's what I used to call them. 00:07:54.968 --> 00:07:56.649 That's an Eeyore. 00:07:57.290 --> 00:07:59.132 They'll find the pain in every success. 00:07:59.576 --> 00:08:00.399 Yeah. 00:08:00.500 --> 00:08:00.940 And that's it. 00:08:00.982 --> 00:08:02.485 So I spoke with them. 00:08:02.526 --> 00:08:03.488 I said, this is unacceptable. 00:08:03.509 --> 00:08:04.312 This is how we, you know, 00:08:04.593 --> 00:08:05.355 I'm running this now. 00:08:05.394 --> 00:08:06.158 This is how we treat. 00:08:07.658 --> 00:08:08.778 get with it or get off the bus, 00:08:08.899 --> 00:08:09.160 right? 00:08:09.319 --> 00:08:10.379 You have a week, right? 00:08:10.480 --> 00:08:12.701 And then that's where he, you know, 00:08:12.740 --> 00:08:13.081 didn't. 00:08:13.221 --> 00:08:13.860 And he got mad. 00:08:14.141 --> 00:08:14.601 Cool. 00:08:15.322 --> 00:08:17.163 Now he was very close with one other 00:08:17.202 --> 00:08:17.523 person. 00:08:17.603 --> 00:08:18.322 She was awesome. 00:08:18.543 --> 00:08:19.803 She kind of understood where I was coming 00:08:19.843 --> 00:08:20.663 from, but at the same time, 00:08:20.684 --> 00:08:22.144 she was way more attached to him than 00:08:22.625 --> 00:08:22.904 me. 00:08:23.324 --> 00:08:24.605 So she found other work, right? 00:08:25.065 --> 00:08:26.665 And then the owner of the company said, 00:08:26.865 --> 00:08:27.286 hi, 00:08:27.666 --> 00:08:29.166 we just flew you here three months ago 00:08:29.307 --> 00:08:30.348 and half your staff left. 00:08:30.447 --> 00:08:31.348 What the hell is going on? 00:08:31.468 --> 00:08:33.067 but addition by subtraction. 00:08:33.428 --> 00:08:33.769 Yeah. 00:08:33.869 --> 00:08:34.769 And I said, no, no, no, no, no. 00:08:34.808 --> 00:08:35.229 Trust me. 00:08:35.349 --> 00:08:37.570 Like you haven't spent time with these 00:08:37.590 --> 00:08:37.830 people. 00:08:37.870 --> 00:08:38.809 I've been in good clinics. 00:08:38.830 --> 00:08:39.710 Like this is not it. 00:08:39.769 --> 00:08:40.990 Right. 00:08:41.030 --> 00:08:41.971 So like, okay. 00:08:42.130 --> 00:08:42.551 But like, 00:08:42.951 --> 00:08:44.772 you better find somebody good fast. 00:08:44.932 --> 00:08:46.371 So hiring, 00:08:46.572 --> 00:08:48.113 we got some great people on the bus. 00:08:48.932 --> 00:08:51.133 There was already a rock rockstar there 00:08:51.173 --> 00:08:52.614 who literally he went and 00:08:53.774 --> 00:08:54.934 He made his own clinic and he's been 00:08:55.134 --> 00:08:58.456 wildly successful in Phoenix about two or 00:08:58.496 --> 00:09:00.177 three years after I got there. 00:09:00.197 --> 00:09:01.317 Like I managed to keep him. 00:09:01.398 --> 00:09:02.359 I was very much like, hey, dude, 00:09:02.379 --> 00:09:02.798 you're awesome. 00:09:02.859 --> 00:09:04.519 How do I make your life better? 00:09:04.559 --> 00:09:04.820 Yeah. 00:09:05.399 --> 00:09:05.620 Right. 00:09:06.681 --> 00:09:07.561 The other person who stayed, 00:09:07.581 --> 00:09:08.381 she was really good, too. 00:09:08.481 --> 00:09:09.022 She was newer. 00:09:09.201 --> 00:09:09.461 Right. 00:09:09.761 --> 00:09:11.123 But she was very much a team player. 00:09:11.143 --> 00:09:12.224 So I was like, great. 00:09:12.364 --> 00:09:12.624 Awesome. 00:09:13.104 --> 00:09:14.465 We hired and we just got lucky. 00:09:15.264 --> 00:09:16.804 I want to say we got lucky with 00:09:16.865 --> 00:09:17.826 like who we brought in, 00:09:17.885 --> 00:09:18.846 how we trained them up, 00:09:19.385 --> 00:09:21.405 how we made it a team vibe. 00:09:21.687 --> 00:09:21.966 Right. 00:09:22.346 --> 00:09:23.746 We also faced a big challenge with 00:09:23.787 --> 00:09:26.168 Medicaid in Arizona where it was a fifty 00:09:26.187 --> 00:09:27.847 percent cancellation rate with initial 00:09:27.908 --> 00:09:29.988 evals and we did one hour treats. 00:09:30.208 --> 00:09:30.528 Right. 00:09:30.948 --> 00:09:34.450 So we had a huge demotivation problem with 00:09:34.470 --> 00:09:35.330 people just not showing up. 00:09:35.389 --> 00:09:37.389 So PTs would say, what the hell, man? 00:09:37.450 --> 00:09:37.870 Like, 00:09:37.909 --> 00:09:38.971 I want to help people and they're not 00:09:39.051 --> 00:09:39.350 here. 00:09:40.791 --> 00:09:42.390 So we had to find kind of ways 00:09:42.431 --> 00:09:43.072 around that. 00:09:43.231 --> 00:09:44.292 And I can go into how we fix 00:09:44.331 --> 00:09:44.532 that. 00:09:44.991 --> 00:09:46.293 Well, how did you how did you go? 00:09:46.875 --> 00:09:48.557 What was what's in your mindset? 00:09:48.576 --> 00:09:49.037 Like, hey, man, 00:09:49.118 --> 00:09:50.339 I'm new to town and I just lost 00:09:50.399 --> 00:09:51.900 fifty percent of my staff. 00:09:52.542 --> 00:09:53.503 How did you do? 00:09:53.582 --> 00:09:54.965 What did you do to find people? 00:09:55.085 --> 00:09:55.666 Because you're new, 00:09:55.765 --> 00:09:56.888 like you have no roots. 00:09:57.385 --> 00:09:59.168 Well, the nice thing is, so we had, 00:09:59.327 --> 00:09:59.528 you know, 00:09:59.548 --> 00:10:01.129 there was an HR who they were putting 00:10:01.249 --> 00:10:01.690 out, you know, 00:10:01.710 --> 00:10:03.390 they always had people that they were kind 00:10:03.410 --> 00:10:05.452 of doing their whole like HRE thing. 00:10:05.552 --> 00:10:05.854 Right. 00:10:07.054 --> 00:10:08.775 But I was the one that had final 00:10:08.816 --> 00:10:09.897 call on if they were on the staff 00:10:09.917 --> 00:10:10.258 or not. 00:10:10.298 --> 00:10:10.557 Right. 00:10:11.177 --> 00:10:13.019 And honestly, I was just, 00:10:13.080 --> 00:10:14.160 I was looking for characteristics. 00:10:14.321 --> 00:10:14.881 I look for, 00:10:15.142 --> 00:10:16.503 did you have bartending experience? 00:10:16.523 --> 00:10:17.583 Have you worked in retail? 00:10:17.703 --> 00:10:20.025 Have you done anything where you have to 00:10:20.145 --> 00:10:21.587 smile in the face of a pissed off 00:10:21.607 --> 00:10:21.927 customer? 00:10:22.087 --> 00:10:22.928 Right. 00:10:22.969 --> 00:10:26.129 And those people tend to be at least 00:10:26.190 --> 00:10:26.671 moldable. 00:10:26.951 --> 00:10:27.191 Right. 00:10:27.230 --> 00:10:29.231 They at least understand the downsides. 00:10:29.591 --> 00:10:31.773 PT, I don't know what it's like now, 00:10:31.832 --> 00:10:32.953 but when I came out, 00:10:32.974 --> 00:10:34.254 there were the kids who got in because 00:10:34.274 --> 00:10:34.934 they were smart. 00:10:34.975 --> 00:10:36.296 Then there were the kids who got in 00:10:36.336 --> 00:10:37.976 because they could afford med school, 00:10:37.996 --> 00:10:38.517 but they couldn't. 00:10:38.917 --> 00:10:39.277 Do it. 00:10:39.336 --> 00:10:39.618 Right. 00:10:39.998 --> 00:10:42.019 So they came from a lifestyle where nobody 00:10:42.058 --> 00:10:43.100 ever told them to eat. 00:10:43.139 --> 00:10:43.759 You know what? 00:10:44.640 --> 00:10:45.640 And remake my steak. 00:10:45.860 --> 00:10:46.142 Right. 00:10:46.581 --> 00:10:48.962 So I'm not saying I wanted to go 00:10:49.003 --> 00:10:49.923 from that because there are people from 00:10:49.984 --> 00:10:51.284 that background who definitely could 00:10:51.325 --> 00:10:51.745 handle it. 00:10:51.865 --> 00:10:52.125 Right. 00:10:52.566 --> 00:10:54.047 But that was one of the primary things 00:10:54.086 --> 00:10:54.586 I looked at. 00:10:54.947 --> 00:10:56.648 And then as we broke it down, 00:10:56.668 --> 00:10:59.028 I would ask questions that would push them 00:10:59.109 --> 00:11:01.028 to kind of more like customer servicey 00:11:01.330 --> 00:11:03.070 because I thought I can train you to 00:11:03.110 --> 00:11:03.711 be a good PT. 00:11:03.910 --> 00:11:05.270 You're going to be forty hours a week 00:11:05.311 --> 00:11:06.432 with me staring at you. 00:11:06.572 --> 00:11:09.493 You're going to be good right now. 00:11:09.513 --> 00:11:10.592 That might have been cocky because I was 00:11:10.633 --> 00:11:11.974 three years out and I was twenty seven. 00:11:12.114 --> 00:11:16.735 But but at the same time, you know, 00:11:16.755 --> 00:11:18.015 I had I had the faith in myself 00:11:18.035 --> 00:11:19.777 that I could good coaches before I could 00:11:19.797 --> 00:11:20.317 coach somebody. 00:11:21.397 --> 00:11:22.758 So hiring characteristics. 00:11:23.134 --> 00:11:23.453 Got it. 00:11:23.494 --> 00:11:24.234 So what came next? 00:11:24.293 --> 00:11:25.533 What was that now that you've got, 00:11:25.573 --> 00:11:26.754 because if you don't have people, 00:11:26.774 --> 00:11:28.774 if you listen to Marcus Limonis, 00:11:28.794 --> 00:11:30.034 he's like, it's one of the three Ps, 00:11:30.375 --> 00:11:32.155 people, product, process. 00:11:32.556 --> 00:11:33.895 So you got some bad out, 00:11:33.956 --> 00:11:35.035 you got some good back in, 00:11:35.135 --> 00:11:35.936 that's the people. 00:11:36.635 --> 00:11:38.517 Our product is always dependent on, 00:11:38.537 --> 00:11:39.777 for ours, we're a service. 00:11:39.797 --> 00:11:40.537 Yeah. 00:11:40.557 --> 00:11:40.697 Right. 00:11:40.736 --> 00:11:41.976 So our product is sort of dependent on 00:11:41.996 --> 00:11:42.517 our people. 00:11:42.616 --> 00:11:43.418 Those are a little closer. 00:11:43.817 --> 00:11:45.618 So what else did you do to change 00:11:45.638 --> 00:11:46.758 in a market like that? 00:11:46.778 --> 00:11:49.519 You mentioned sort of culture, like, 00:11:50.418 --> 00:11:51.719 what did you do to flip that? 00:11:52.769 --> 00:11:52.990 Well, 00:11:53.090 --> 00:11:54.130 you got to look at what every new 00:11:54.150 --> 00:11:54.711 grad wants. 00:11:54.730 --> 00:11:55.611 So they want to get better at what 00:11:55.631 --> 00:11:56.874 they just spend a lot of time at, 00:11:56.953 --> 00:11:57.173 right? 00:11:57.193 --> 00:11:59.255 They're really hoping their first job is 00:11:59.316 --> 00:11:59.576 like, 00:11:59.756 --> 00:12:00.878 I'm going to learn stuff and I'm going 00:12:00.898 --> 00:12:01.437 to be a badass. 00:12:01.498 --> 00:12:03.841 I call it a badass PT, right? 00:12:04.100 --> 00:12:05.442 Where I could fix anything. 00:12:05.543 --> 00:12:07.365 I can see a pro athlete and then 00:12:07.404 --> 00:12:08.586 I can see grandma and both of them 00:12:08.605 --> 00:12:09.427 are going to get better because I know 00:12:09.447 --> 00:12:09.767 what I'm doing. 00:12:12.428 --> 00:12:13.470 Basically, I pushed into that. 00:12:13.750 --> 00:12:16.032 I was like, how much do you want? 00:12:16.231 --> 00:12:17.952 We brought in probably our second or third 00:12:17.993 --> 00:12:20.235 hire was awesome. 00:12:20.274 --> 00:12:21.936 She wanted to treat that population. 00:12:22.456 --> 00:12:24.837 She already went through residency. 00:12:24.957 --> 00:12:26.458 She wanted to start a residency program 00:12:26.479 --> 00:12:27.259 with a company. 00:12:27.820 --> 00:12:28.341 I was just like, 00:12:28.461 --> 00:12:31.783 how can I make you more of you? 00:12:31.923 --> 00:12:33.725 Everything you want to do, cart launch, 00:12:33.865 --> 00:12:35.066 as long as it doesn't lose us money. 00:12:36.427 --> 00:12:37.528 That sort of is... 00:12:38.248 --> 00:12:39.908 what a manager's job is. 00:12:39.969 --> 00:12:41.190 Like that's what people think. 00:12:41.230 --> 00:12:42.230 Like, well, I'm a PT. 00:12:42.291 --> 00:12:42.951 Now I run a clinic, 00:12:42.971 --> 00:12:45.352 which means I treat and then I jump 00:12:45.393 --> 00:12:46.813 back and forth and that's what I do. 00:12:46.854 --> 00:12:48.274 But really your job is to, 00:12:48.634 --> 00:12:49.576 my dad taught me and he was a 00:12:49.635 --> 00:12:49.956 fireman. 00:12:49.975 --> 00:12:50.976 He's like, I work for the, 00:12:51.277 --> 00:12:52.278 I work for the guys. 00:12:52.778 --> 00:12:53.798 I work for my firemen. 00:12:53.879 --> 00:12:55.580 Like, so you flip it instead of like, 00:12:55.600 --> 00:12:56.421 you do what I say. 00:12:56.461 --> 00:12:57.461 It's like, I'm, what do you, 00:12:57.721 --> 00:12:58.101 what do I, 00:12:58.282 --> 00:12:59.182 what do you say you need? 00:12:59.202 --> 00:13:01.163 And what do I think you actually want 00:13:01.203 --> 00:13:01.663 or need? 00:13:02.065 --> 00:13:03.686 And it's my job to deliver that to 00:13:03.706 --> 00:13:05.126 you in some way, shape or form. 00:13:05.447 --> 00:13:05.726 Yeah. 00:13:05.767 --> 00:13:06.927 It's service-based leadership. 00:13:06.947 --> 00:13:08.227 And that's why all the, you know, 00:13:08.368 --> 00:13:10.248 fricking headquarters say this is the 00:13:10.307 --> 00:13:12.609 support center when really it's the 00:13:12.668 --> 00:13:13.109 headquarters. 00:13:13.149 --> 00:13:13.328 Right. 00:13:13.870 --> 00:13:15.830 And that service-based leadership, 00:13:15.889 --> 00:13:17.410 I will give props to my first job 00:13:17.451 --> 00:13:17.951 in New York. 00:13:19.010 --> 00:13:20.392 Very high volume because of, 00:13:20.432 --> 00:13:21.812 we took insurance in Manhattan. 00:13:21.991 --> 00:13:23.511 Right. 00:13:23.572 --> 00:13:24.393 But the owner, 00:13:24.812 --> 00:13:27.474 she drilled us on all like the top 00:13:27.514 --> 00:13:28.214 business books. 00:13:28.234 --> 00:13:31.355 So like seven habits and like good to 00:13:31.375 --> 00:13:33.235 gray and like all these other things, 00:13:33.254 --> 00:13:34.855 like we had really good leadership 00:13:34.875 --> 00:13:35.135 training. 00:13:35.255 --> 00:13:36.576 What was the, what was the place? 00:13:37.076 --> 00:13:38.457 Uh, it was sports PT. 00:13:38.717 --> 00:13:40.899 Now I think a professional bought them 00:13:40.980 --> 00:13:41.700 right as I left. 00:13:42.039 --> 00:13:43.640 Who was your manager? 00:13:43.681 --> 00:13:44.341 Give her a shout out. 00:13:44.761 --> 00:13:45.722 Uh, Lynn Steenberg. 00:13:46.163 --> 00:13:48.543 She was the CEO of upstate and downstate 00:13:48.604 --> 00:13:49.684 and my direct managers. 00:13:49.725 --> 00:13:52.866 I had two of them, Alana and, uh, 00:13:53.904 --> 00:13:56.846 Alana Pekorski and Amy Alexander. 00:13:57.326 --> 00:13:59.187 And they were very like, I mean, 00:13:59.248 --> 00:14:00.229 Amy was the OCS. 00:14:00.328 --> 00:14:03.230 Alana was very good at like, you know, 00:14:03.270 --> 00:14:04.150 how could you have handled this 00:14:04.171 --> 00:14:04.851 differently? 00:14:05.072 --> 00:14:05.913 Like with the front desk, 00:14:05.952 --> 00:14:07.212 like I pissed off a front desk one 00:14:07.253 --> 00:14:08.394 time because I was like, well, 00:14:08.413 --> 00:14:09.095 why didn't you do this? 00:14:09.115 --> 00:14:10.455 And then she's like, okay, come here, 00:14:10.816 --> 00:14:11.556 let's break it down. 00:14:11.855 --> 00:14:12.956 You know, so that type of stuff. 00:14:12.996 --> 00:14:17.960 So I got very fortunate in that, right? 00:14:17.980 --> 00:14:18.740 Yeah, huge. 00:14:19.380 --> 00:14:20.421 so that's a good thing i mean the 00:14:20.620 --> 00:14:22.261 good and bad of high volume it's stress 00:14:22.542 --> 00:14:24.883 and stress is how you make stuff right 00:14:25.342 --> 00:14:28.803 so um so yeah then then basically we 00:14:28.844 --> 00:14:31.625 grew we got to like seven full-time pts 00:14:32.044 --> 00:14:34.025 uh we were able to manage the medicare 00:14:34.326 --> 00:14:36.527 issue just by great communication like if 00:14:36.567 --> 00:14:38.288 somebody got it we would we would double 00:14:38.307 --> 00:14:41.349 book right and knowing that one of those 00:14:41.389 --> 00:14:43.149 insurance types had fifty percent 00:14:43.408 --> 00:14:45.190 cancellation and then we just basically 00:14:45.210 --> 00:14:47.191 all agreed look if they actually show then 00:14:47.211 --> 00:14:48.051 we all help each other out 00:14:48.350 --> 00:14:48.931 Right. 00:14:48.951 --> 00:14:50.552 But I think we did. 00:14:50.971 --> 00:14:52.712 I took the numbers and I actually made 00:14:52.753 --> 00:14:53.692 it because they had to see. 00:14:53.732 --> 00:14:54.614 They thought, my God, 00:14:54.634 --> 00:14:55.833 we're double booked all the time. 00:14:55.874 --> 00:14:57.554 And these guys are trying to rake me 00:14:57.595 --> 00:14:58.475 over the coals with money. 00:14:58.774 --> 00:14:59.576 And then at the end of the month, 00:14:59.635 --> 00:15:00.155 I said, look, 00:15:00.196 --> 00:15:01.917 you're double booked once out of forty 00:15:01.956 --> 00:15:02.596 opportunities. 00:15:02.937 --> 00:15:03.777 Like, it's not that bad. 00:15:03.817 --> 00:15:05.097 And after about five or six months, 00:15:05.158 --> 00:15:06.477 everyone's like, boom, teamwork. 00:15:06.518 --> 00:15:06.918 Let's go. 00:15:07.119 --> 00:15:08.438 Let's get these people off our schedule. 00:15:08.499 --> 00:15:08.739 Right. 00:15:09.139 --> 00:15:12.120 So using numbers to motivate helped when 00:15:12.140 --> 00:15:12.681 they trust you, 00:15:12.740 --> 00:15:14.062 when they know that you're not going to 00:15:14.101 --> 00:15:15.241 be like, hey, I did everything. 00:15:15.261 --> 00:15:16.982 And these guys sucked at the next like 00:15:17.003 --> 00:15:17.462 board meetings. 00:15:17.582 --> 00:15:17.802 Right. 00:15:18.243 --> 00:15:19.962 So I'm already getting rewarded by the 00:15:20.003 --> 00:15:21.384 money, you know, 00:15:21.663 --> 00:15:22.903 so I don't need to be rewarded by 00:15:22.964 --> 00:15:24.403 like, you know, 00:15:24.423 --> 00:15:25.464 being like the fanciest guy. 00:15:25.484 --> 00:15:26.924 Like I want to always say like these 00:15:26.945 --> 00:15:27.705 guys are doing it. 00:15:27.725 --> 00:15:30.504 So you got to, it's, we could, 00:15:30.524 --> 00:15:30.644 I mean, 00:15:30.684 --> 00:15:31.904 we could do eight podcasts on this, 00:15:31.945 --> 00:15:36.225 but you've said that PTs actually have the 00:15:36.285 --> 00:15:38.005 skills to be good business owners. 00:15:38.046 --> 00:15:39.366 But in the intro, I said, Hey, listen, 00:15:39.826 --> 00:15:42.126 if you weren't taught that, so skills, 00:15:42.726 --> 00:15:44.587 skills are, and talents, 00:15:44.847 --> 00:15:45.567 you might have them, 00:15:45.587 --> 00:15:46.388 but if you don't know the, 00:15:47.364 --> 00:15:48.725 framework to execute, 00:15:49.105 --> 00:15:50.145 you're going to sort of waste those 00:15:50.166 --> 00:15:50.466 skills. 00:15:50.726 --> 00:15:52.628 So what are we missing most of right 00:15:52.668 --> 00:15:52.827 now? 00:15:52.847 --> 00:15:54.610 And I'm talking about PTs who maybe aren't 00:15:54.649 --> 00:15:55.509 business owners yet. 00:15:55.931 --> 00:15:56.990 Where's the, oh God, 00:15:57.010 --> 00:15:57.711 I can't believe I'm saying it. 00:15:57.731 --> 00:15:58.513 Where's the gap? 00:15:58.832 --> 00:16:02.916 I know you wanted to say Delta and 00:16:03.056 --> 00:16:04.277 Synergy and all that other stuff. 00:16:06.042 --> 00:16:07.423 All right. 00:16:07.482 --> 00:16:10.323 So essentially what PTs don't realize is 00:16:10.364 --> 00:16:11.163 that they're salespeople. 00:16:11.203 --> 00:16:12.423 You have to sell somebody on a home 00:16:12.484 --> 00:16:12.884 program. 00:16:12.904 --> 00:16:15.304 You have to sell somebody on showing up 00:16:15.345 --> 00:16:17.186 and doing hard stuff that's not a pill, 00:16:17.225 --> 00:16:18.145 that's not an injection, 00:16:18.166 --> 00:16:19.307 that's not a surgery, right? 00:16:19.687 --> 00:16:20.886 You have to take the long road. 00:16:20.947 --> 00:16:22.347 It's got good evidence behind it, 00:16:22.447 --> 00:16:23.788 but someone has to get you through it. 00:16:23.807 --> 00:16:24.869 So you have to sell, right? 00:16:25.769 --> 00:16:27.889 That as an initial business owner is 00:16:28.029 --> 00:16:29.289 massively important, right? 00:16:29.389 --> 00:16:31.030 Like it's pretty much all I'm doing, 00:16:31.191 --> 00:16:33.032 reading about all that my first two years 00:16:33.072 --> 00:16:33.831 in cash practice. 00:16:34.652 --> 00:16:36.692 um and then the other thing is we 00:16:36.732 --> 00:16:38.494 manage right i have a buddy who he 00:16:38.514 --> 00:16:40.375 was a pt with us and he gave 00:16:40.394 --> 00:16:41.695 it all up once i got his mba 00:16:41.715 --> 00:16:43.735 in villanova and now he's like a senior 00:16:43.755 --> 00:16:45.417 consultant with deloitte or whatever level 00:16:45.476 --> 00:16:46.977 of but he's doing well but he's not 00:16:46.998 --> 00:16:48.839 doing pt right and i said well how'd 00:16:48.859 --> 00:16:50.980 you do that and he goes honestly i 00:16:51.000 --> 00:16:52.921 was already doing it right with selling 00:16:52.961 --> 00:16:55.101 programs and managing people managing 00:16:55.221 --> 00:16:57.322 patients like all that stuff and he got 00:16:57.383 --> 00:16:58.743 up i think he was a manager clinic 00:16:58.763 --> 00:16:59.923 director a regional director 00:17:00.703 --> 00:17:01.865 um but he said it didn't help me 00:17:01.884 --> 00:17:03.966 at all and you know nobody gave me 00:17:04.006 --> 00:17:05.267 a job because i was a pt and 00:17:05.287 --> 00:17:07.528 an mba he said but once i got 00:17:07.627 --> 00:17:09.669 a job because i was an mba then 00:17:10.669 --> 00:17:12.490 i dominated everybody because i already 00:17:12.529 --> 00:17:14.771 did that stuff right so um 00:17:15.632 --> 00:17:17.972 yeah a lot of it is confidence and 00:17:18.093 --> 00:17:20.273 understanding that like failure is not 00:17:20.294 --> 00:17:22.714 destruction right so like you're not like 00:17:22.755 --> 00:17:26.375 if you don't close uh you know five 00:17:26.435 --> 00:17:28.217 new patients in your first month it 00:17:28.257 --> 00:17:30.037 doesn't mean that that was wasted time it 00:17:30.057 --> 00:17:31.637 just means that you just happen to have 00:17:31.698 --> 00:17:34.019 bad probability right like you're you're 00:17:34.038 --> 00:17:36.058 gonna close one out of every five patients 00:17:36.078 --> 00:17:37.539 in person one out of every ten and 00:17:37.579 --> 00:17:39.621 cold calls and cool you got the nine 00:17:39.661 --> 00:17:41.580 and the four in your first three months 00:17:41.740 --> 00:17:43.201 right so keep trying 00:17:43.961 --> 00:17:45.002 I explain it a lot. 00:17:45.042 --> 00:17:45.583 People will say, 00:17:45.702 --> 00:17:47.864 I'll design a campaign or help them design 00:17:47.903 --> 00:17:48.463 a campaign. 00:17:48.523 --> 00:17:49.825 And they go, 00:17:49.944 --> 00:17:51.065 how well is this going to work? 00:17:51.224 --> 00:17:52.665 And I just go, locks and keys, man. 00:17:53.226 --> 00:17:53.967 And they go, what does that mean? 00:17:54.027 --> 00:17:54.207 I go, 00:17:54.467 --> 00:17:56.008 we just created a bunch of keys that 00:17:56.028 --> 00:17:57.248 we think are going to unlock people. 00:17:57.288 --> 00:17:58.749 But people are walking around on the 00:17:58.808 --> 00:18:00.229 interwebs or in person. 00:18:00.809 --> 00:18:01.990 And there are all these different locks. 00:18:02.210 --> 00:18:04.691 This is the best guess we have based 00:18:04.730 --> 00:18:06.731 on the information to make this campaign 00:18:06.771 --> 00:18:07.071 land. 00:18:07.573 --> 00:18:08.873 Same thing whether you're trying to hire. 00:18:08.913 --> 00:18:09.153 It's like, 00:18:09.272 --> 00:18:10.713 I'm going to give you my best idea. 00:18:10.854 --> 00:18:11.914 and I hate using the word pitch, 00:18:11.954 --> 00:18:13.497 but I'm going to communicate this as 00:18:13.537 --> 00:18:15.798 clearly and concisely and consistently as 00:18:15.858 --> 00:18:16.380 possible. 00:18:16.700 --> 00:18:18.001 And if it lands, great. 00:18:18.241 --> 00:18:19.002 And if it doesn't, 00:18:19.603 --> 00:18:21.144 I had the right key because I was 00:18:21.184 --> 00:18:21.846 telling the truth. 00:18:22.226 --> 00:18:23.346 You're just a different lock, man. 00:18:23.468 --> 00:18:24.749 Like, all right, well, good on you. 00:18:24.788 --> 00:18:26.611 And it doesn't, I like what you're saying. 00:18:26.730 --> 00:18:28.512 That doesn't mean a failure on you or 00:18:28.553 --> 00:18:29.354 them at that point. 00:18:30.393 --> 00:18:30.573 Yeah. 00:18:30.673 --> 00:18:31.615 And I mean, well, 00:18:31.634 --> 00:18:33.036 what did you have to do to pass 00:18:33.317 --> 00:18:35.239 to get to the next, next, you know, 00:18:35.278 --> 00:18:36.200 year in PT school? 00:18:36.299 --> 00:18:37.561 Eighty percent or better. 00:18:38.123 --> 00:18:40.204 You know, we are we are failure averse. 00:18:40.605 --> 00:18:40.865 Right. 00:18:41.186 --> 00:18:42.848 And that is absolutely not what you can 00:18:42.868 --> 00:18:43.950 be if you want to own a business. 00:18:44.371 --> 00:18:45.471 And that's probably the hardest thing. 00:18:45.751 --> 00:18:46.573 is that you're like, well, 00:18:46.593 --> 00:18:47.573 I don't know if I should spend this 00:18:47.633 --> 00:18:48.634 money because I might lose it. 00:18:48.794 --> 00:18:50.615 And then Brian, who my co-host, 00:18:50.634 --> 00:18:53.096 who has six clinics doing two million in 00:18:53.136 --> 00:18:54.258 revenue and all that stuff, 00:18:54.597 --> 00:18:55.818 he's just like he's been doing it for 00:18:55.858 --> 00:18:56.259 nine years. 00:18:56.278 --> 00:18:56.858 And he's like, dude, 00:18:56.940 --> 00:18:57.819 I failed so many times. 00:18:57.839 --> 00:18:58.299 It doesn't matter. 00:18:58.540 --> 00:18:58.800 Right. 00:18:58.901 --> 00:19:00.221 He's like, you just get numb to it. 00:19:01.442 --> 00:19:03.084 And I think that's probably the biggest 00:19:03.104 --> 00:19:04.964 thing is building up that. 00:19:05.734 --> 00:19:08.359 I now recognize I used to not understand 00:19:08.440 --> 00:19:08.540 it. 00:19:09.061 --> 00:19:10.724 I now recognize when I'm talking to 00:19:10.765 --> 00:19:11.746 someone who's going to hire me for 00:19:11.787 --> 00:19:12.548 communications, 00:19:13.128 --> 00:19:14.852 there's that pause and it's sort of this 00:19:15.073 --> 00:19:15.534 stare. 00:19:16.909 --> 00:19:18.369 off usually they look up into the right 00:19:18.390 --> 00:19:19.911 or the left or whatever i used to 00:19:19.951 --> 00:19:22.752 think it was because i wasn't clear and 00:19:22.772 --> 00:19:25.335 they're trying to understand me i now now 00:19:25.414 --> 00:19:27.195 i understand it's they understand me 00:19:27.696 --> 00:19:29.458 they're just quickly do they're like 00:19:29.498 --> 00:19:31.038 quickly looking into the future going okay 00:19:31.098 --> 00:19:32.500 hang on let me let me see how 00:19:32.519 --> 00:19:34.340 many it's almost like dr strange let me 00:19:34.361 --> 00:19:36.063 see how many different timelines i can see 00:19:36.603 --> 00:19:38.483 and okay seventy percent of the time that 00:19:38.523 --> 00:19:40.165 i've looked into the future this is a 00:19:40.205 --> 00:19:41.767 success and that math math's because 00:19:41.807 --> 00:19:43.748 seventy is pretty good they go okay i 00:19:43.847 --> 00:19:45.769 used to think i had to keep going 00:19:45.788 --> 00:19:46.250 and keep yep 00:19:46.589 --> 00:19:47.411 Throwing words. 00:19:47.451 --> 00:19:50.715 And the answer is shut up their thinking. 00:19:50.836 --> 00:19:53.000 Let the other person think. 00:19:53.279 --> 00:19:53.901 Stop talking. 00:19:54.942 --> 00:19:56.204 Well, they say that in sales too. 00:19:56.565 --> 00:19:57.026 Stop talking. 00:19:57.086 --> 00:19:57.946 Don't talk past the sale. 00:19:58.367 --> 00:19:58.729 And again, 00:19:58.788 --> 00:20:00.631 what are we doing when we're educating? 00:20:01.436 --> 00:20:03.057 do this, do this, do this. 00:20:03.358 --> 00:20:05.319 Patient might ask a question, but like, 00:20:05.500 --> 00:20:05.820 honestly, 00:20:05.980 --> 00:20:07.241 kind of sometimes we don't want them to 00:20:07.281 --> 00:20:08.722 talk because we don't need to hear about 00:20:08.762 --> 00:20:11.005 their fourth present at their birthday 00:20:11.025 --> 00:20:11.965 party or whatever, right? 00:20:12.306 --> 00:20:13.548 We're like this, this, this, this, this. 00:20:13.607 --> 00:20:16.970 So again, we have to be like, okay, 00:20:17.010 --> 00:20:17.691 this is my price. 00:20:18.892 --> 00:20:20.054 pause, right? 00:20:20.414 --> 00:20:21.096 And then go from there. 00:20:21.155 --> 00:20:22.498 Cause you don't, I mean, there's, 00:20:22.597 --> 00:20:23.881 there's so much stuff you don't know, 00:20:24.141 --> 00:20:25.864 do not assume situations. 00:20:25.943 --> 00:20:27.385 So you have to, you know, 00:20:27.727 --> 00:20:29.349 being comfortable with that uncomfortable 00:20:29.369 --> 00:20:31.472 pause is one of the hardest things I've 00:20:31.512 --> 00:20:31.794 noticed. 00:20:32.759 --> 00:20:35.821 When reels and shorts first started being 00:20:35.842 --> 00:20:37.202 a thing, I was like, all right, 00:20:37.303 --> 00:20:38.384 I've watched for a while. 00:20:38.403 --> 00:20:39.484 And then I'm like, all right, I'll try. 00:20:39.505 --> 00:20:40.726 What's my version of this? 00:20:40.786 --> 00:20:42.366 And I did one where I was like, 00:20:42.846 --> 00:20:44.689 let me take great advice from other people 00:20:45.229 --> 00:20:47.029 and remix that. 00:20:47.330 --> 00:20:49.432 And I did one from a former boss. 00:20:49.731 --> 00:20:50.553 And it was like, 00:20:50.772 --> 00:20:52.795 and it got a gajillion views because it 00:20:52.815 --> 00:20:53.214 was simple. 00:20:53.234 --> 00:20:53.836 And it was this. 00:20:55.176 --> 00:20:59.700 People understand what you just said when 00:20:59.819 --> 00:21:00.840 you're not talking. 00:21:02.252 --> 00:21:03.673 So maybe pause once in a while. 00:21:03.874 --> 00:21:05.835 And the analogy the boss would give me 00:21:05.855 --> 00:21:06.955 is like, you ever feed a baby? 00:21:06.976 --> 00:21:07.516 I'm like, yeah. 00:21:07.536 --> 00:21:08.656 He just sort of shoveled food in his 00:21:08.696 --> 00:21:08.836 mouth. 00:21:08.856 --> 00:21:09.436 He goes, no, you don't. 00:21:09.856 --> 00:21:11.097 You give it food and you wait. 00:21:11.178 --> 00:21:12.598 Otherwise, you're going to choke the baby. 00:21:13.038 --> 00:21:14.420 That's how our brains work. 00:21:14.460 --> 00:21:15.701 It's like you just said a bunch of 00:21:15.740 --> 00:21:16.080 stuff. 00:21:16.520 --> 00:21:18.221 Now I'm going to chew on that. 00:21:18.522 --> 00:21:18.863 Okay. 00:21:19.143 --> 00:21:20.002 Now more food. 00:21:20.042 --> 00:21:20.544 Keep going. 00:21:20.784 --> 00:21:22.105 But we hate silence. 00:21:22.944 --> 00:21:24.486 So we fill it with words. 00:21:24.605 --> 00:21:25.787 And now it's just, you know, 00:21:25.967 --> 00:21:27.387 look at your patient or your baby. 00:21:27.587 --> 00:21:28.628 She's got food all over their face. 00:21:28.648 --> 00:21:28.969 Like, Oh, 00:21:29.369 --> 00:21:30.569 you got all the food on me. 00:21:30.691 --> 00:21:31.750 I just didn't get any of it in 00:21:31.790 --> 00:21:32.311 my mouth. 00:21:33.392 --> 00:21:33.593 Yeah. 00:21:33.653 --> 00:21:34.153 And that's the same. 00:21:34.173 --> 00:21:35.773 I would say that's the biggest change, 00:21:35.894 --> 00:21:36.153 right? 00:21:36.213 --> 00:21:37.955 Where if a business owner, 00:21:37.976 --> 00:21:39.737 I think that's where PTs get frustrated 00:21:40.017 --> 00:21:41.917 where they're like, I can't control. 00:21:43.097 --> 00:21:46.499 my clinic right i can't control how the 00:21:46.598 --> 00:21:48.460 owner decides i just did a linkedin post 00:21:48.500 --> 00:21:50.019 on this we had three clinics in phoenix 00:21:50.180 --> 00:21:53.560 and major chains one was ours if you 00:21:53.580 --> 00:21:55.902 couldn't see through that um the second 00:21:56.102 --> 00:21:58.303 they we were we were no ptas no 00:21:58.343 --> 00:22:00.564 techs i think we averaged at best nine 00:22:00.604 --> 00:22:02.564 and a half visits per day right oh 00:22:02.663 --> 00:22:05.684 i did thumb something yeah um and uh 00:22:06.046 --> 00:22:06.645 the next 00:22:08.003 --> 00:22:08.644 competitor, 00:22:08.664 --> 00:22:10.467 they did like twelve and they used the 00:22:10.507 --> 00:22:10.728 tech, 00:22:10.748 --> 00:22:12.450 but mostly for cleaning and like all that 00:22:12.470 --> 00:22:12.730 stuff. 00:22:13.570 --> 00:22:14.932 And then the other was straight mill. 00:22:15.133 --> 00:22:18.438 It was one PT, two tax go nuts. 00:22:18.518 --> 00:22:19.858 Twenty five is a good day type of 00:22:19.878 --> 00:22:20.099 thing. 00:22:20.140 --> 00:22:20.440 Right. 00:22:21.141 --> 00:22:22.923 And all of them made generational wealth. 00:22:23.743 --> 00:22:24.224 right? 00:22:24.244 --> 00:22:26.047 When they exited or sold part of their 00:22:26.067 --> 00:22:26.666 business or whatever. 00:22:27.087 --> 00:22:29.690 So having that lack of control as the 00:22:29.710 --> 00:22:31.352 PT who's delivering that value, 00:22:31.771 --> 00:22:33.513 I think was the most frustrating thing for 00:22:33.574 --> 00:22:35.214 me is I would come up and say, 00:22:35.234 --> 00:22:35.736 we should do this. 00:22:35.756 --> 00:22:36.155 We should do this. 00:22:36.175 --> 00:22:36.777 We should do this. 00:22:37.037 --> 00:22:38.238 And even in the one that, you know, 00:22:38.278 --> 00:22:40.740 was very kind of one-to-one or as close 00:22:40.780 --> 00:22:41.642 to, you know, 00:22:42.722 --> 00:22:44.423 PT only care as you could be, 00:22:44.944 --> 00:22:45.885 there were still times where I was like, 00:22:46.847 --> 00:22:47.528 Why can't we do that? 00:22:47.548 --> 00:22:48.068 What's going on? 00:22:48.249 --> 00:22:48.469 Right. 00:22:48.788 --> 00:22:50.589 And that's what drove me to business 00:22:50.630 --> 00:22:50.890 ownership. 00:22:50.910 --> 00:22:52.050 And that's where I think my passion, 00:22:52.530 --> 00:22:53.590 the whole passion versus burnout. 00:22:53.711 --> 00:22:55.392 I work way more now than I ever 00:22:55.412 --> 00:22:55.592 did. 00:22:55.632 --> 00:22:57.432 I think I was like thirty hours and 00:22:57.452 --> 00:22:58.272 then I was, you know, there. 00:22:58.673 --> 00:22:59.413 Yes, I'm working, 00:22:59.433 --> 00:23:00.755 but really it was patient cancellations 00:23:00.795 --> 00:23:01.194 and stuff. 00:23:01.694 --> 00:23:04.296 And I wrote notes, terrible notes, 00:23:05.116 --> 00:23:05.376 you know, 00:23:05.396 --> 00:23:06.376 so it's not like I was writing an 00:23:06.396 --> 00:23:06.576 essay. 00:23:08.057 --> 00:23:09.459 So I'm working like fifty hours and I'm 00:23:09.499 --> 00:23:10.138 like gone in it. 00:23:10.654 --> 00:23:12.237 So you said, hey, listen, 00:23:12.336 --> 00:23:13.096 and I've heard this before, 00:23:13.178 --> 00:23:14.419 retail and food service, 00:23:14.558 --> 00:23:16.160 it just makes for some pretty good DNA. 00:23:16.221 --> 00:23:17.241 It doesn't mean if you don't have it, 00:23:17.261 --> 00:23:17.862 you can't be good, 00:23:17.882 --> 00:23:19.763 but it is a pretty decent predictor 00:23:19.804 --> 00:23:21.085 anyway, anecdotally. 00:23:21.526 --> 00:23:23.847 So that's the incoming to PT. 00:23:24.167 --> 00:23:25.189 Let's go to a parallel. 00:23:25.410 --> 00:23:26.510 Why do you think, 00:23:26.671 --> 00:23:29.393 or maybe I'll ask even non-assumption. 00:23:30.074 --> 00:23:32.996 it feels like or how we talk internally 00:23:33.036 --> 00:23:34.998 as a profession that other professions 00:23:35.038 --> 00:23:36.618 like and i'll just cherry pick two 00:23:36.679 --> 00:23:38.901 dentists and chiropractors have it figured 00:23:38.941 --> 00:23:42.804 out faster than us why is that well 00:23:42.963 --> 00:23:44.345 originally if you really want to go back 00:23:44.705 --> 00:23:46.067 it's because they got out of managed care 00:23:46.086 --> 00:23:49.750 in the seventies right and they're like 00:23:50.604 --> 00:23:51.285 So, you know, 00:23:51.585 --> 00:23:53.486 dentists are not on health insurance plans 00:23:53.506 --> 00:23:54.727 for a reason, right? 00:23:54.747 --> 00:23:55.767 They're also very cosmetic. 00:23:56.167 --> 00:23:58.970 So they don't have as much of a 00:23:59.029 --> 00:24:01.651 like burden of, I mean, 00:24:01.671 --> 00:24:02.951 they don't have the insurance company, 00:24:03.132 --> 00:24:04.952 basically dental insurance is a savings 00:24:04.972 --> 00:24:05.413 account, right? 00:24:05.433 --> 00:24:06.294 It's a coupon. 00:24:06.314 --> 00:24:06.855 But like, 00:24:07.234 --> 00:24:08.675 they also don't have the burden of like, 00:24:09.155 --> 00:24:11.018 professors in school being like if you 00:24:11.038 --> 00:24:13.240 don't do it it's fraud and if you 00:24:13.319 --> 00:24:15.301 don't if a person has a little bit 00:24:15.603 --> 00:24:17.203 less white but they can still use their 00:24:17.263 --> 00:24:19.626 tooth and chew then if you treat them 00:24:19.767 --> 00:24:21.709 you're an a-hole money grubbing whatever 00:24:21.769 --> 00:24:24.211 right so they're they have that cosmetic 00:24:24.250 --> 00:24:27.855 side right and chiropractic to a part they 00:24:27.875 --> 00:24:29.155 do with the whole like everything is 00:24:29.215 --> 00:24:29.856 posture thing 00:24:31.079 --> 00:24:32.382 But chiropractic was, again, 00:24:32.561 --> 00:24:34.744 on the outside of that kind of tower 00:24:34.884 --> 00:24:36.807 of like, it's the alternative medicine. 00:24:37.568 --> 00:24:39.111 The ACA had to sue them to make 00:24:39.131 --> 00:24:41.433 sure that the AMA didn't tell them you 00:24:41.473 --> 00:24:42.255 can't go there. 00:24:43.997 --> 00:24:46.641 So they have it down because they had 00:24:46.681 --> 00:24:47.362 to get it down. 00:24:48.001 --> 00:24:49.384 Our issue is we were a branch of 00:24:49.443 --> 00:24:49.763 nursing. 00:24:49.824 --> 00:24:54.769 We've always been in the tower, right? 00:24:54.829 --> 00:24:56.030 So now we're trying to break out of 00:24:56.090 --> 00:24:59.394 it when everybody before us has said, 00:24:59.795 --> 00:25:00.596 wait, hold on, 00:25:00.736 --> 00:25:02.438 but they're just going to use their 00:25:02.458 --> 00:25:02.959 insurance, right? 00:25:03.098 --> 00:25:04.941 Or this doctor I'm really good friends 00:25:04.961 --> 00:25:05.701 with, I'm going to do this. 00:25:06.122 --> 00:25:08.663 So it's hard because you have seasoned 00:25:08.683 --> 00:25:09.204 clinicians. 00:25:09.224 --> 00:25:10.085 Like I've been working. 00:25:10.346 --> 00:25:10.945 Fifteen years. 00:25:11.165 --> 00:25:11.445 Right. 00:25:12.027 --> 00:25:12.767 New clinicians. 00:25:12.787 --> 00:25:14.087 And then even more seasoned clinicians, 00:25:14.107 --> 00:25:14.949 like thirty years out. 00:25:15.529 --> 00:25:16.509 Some of them get it there. 00:25:16.770 --> 00:25:16.990 You know, 00:25:17.030 --> 00:25:18.531 they'll think outside the box and they'll 00:25:18.551 --> 00:25:19.132 understand it. 00:25:19.673 --> 00:25:20.574 Others will be like, what are you doing? 00:25:20.594 --> 00:25:21.034 You're an idiot. 00:25:21.213 --> 00:25:21.473 Right. 00:25:22.875 --> 00:25:24.257 And that's like the push to, 00:25:24.336 --> 00:25:26.098 I don't want to say cash only because, 00:25:26.398 --> 00:25:26.640 you know, 00:25:26.920 --> 00:25:28.241 cash is just a way to get paid. 00:25:28.281 --> 00:25:28.541 Right. 00:25:28.942 --> 00:25:29.303 It's like, 00:25:29.502 --> 00:25:30.944 it'd be like saying Home Depot's credit 00:25:30.964 --> 00:25:31.384 card only. 00:25:31.424 --> 00:25:32.326 It's kind of like that. 00:25:32.385 --> 00:25:32.685 Right. 00:25:32.707 --> 00:25:32.906 I agree. 00:25:33.567 --> 00:25:35.690 But at the same point, you know, 00:25:35.750 --> 00:25:37.612 having to say to somebody, okay, 00:25:37.652 --> 00:25:38.833 just because your knee hurts. 00:25:38.873 --> 00:25:39.294 Right. 00:25:39.513 --> 00:25:41.836 doesn't mean, and you can walk, 00:25:42.056 --> 00:25:44.237 doesn't mean you're living your best life 00:25:44.257 --> 00:25:45.397 and getting your best outcomes you're 00:25:45.417 --> 00:25:46.858 gonna want in twenty years. 00:25:47.219 --> 00:25:48.619 You wanna hike, you wanna play golf, 00:25:48.640 --> 00:25:49.680 you wanna do all this stuff, 00:25:50.121 --> 00:25:51.402 and your insurance tells me you can't do 00:25:51.442 --> 00:25:51.682 that, 00:25:51.902 --> 00:25:53.883 so we're gonna go for it on a 00:25:53.903 --> 00:25:56.325 cash-based level. 00:25:57.397 --> 00:25:58.897 know but even having that of like the 00:25:58.917 --> 00:26:00.378 insurance says we can't do it i think 00:26:00.479 --> 00:26:02.980 limits us right we don't have that like 00:26:03.559 --> 00:26:05.119 you know me versus the gym owner down 00:26:05.140 --> 00:26:08.961 the street who has a weekend certification 00:26:08.981 --> 00:26:09.922 i'm probably going to give you better 00:26:09.961 --> 00:26:12.583 advice right on how to move right but 00:26:12.603 --> 00:26:13.962 we still say like well i don't know 00:26:13.982 --> 00:26:16.003 because that's wellness and this because 00:26:16.104 --> 00:26:17.864 of this is we just weren't a lot 00:26:17.923 --> 00:26:18.944 that wasn't approved before 00:26:19.724 --> 00:26:20.984 If you get us all at a bar, 00:26:21.065 --> 00:26:21.925 throw a few pints on us, 00:26:21.965 --> 00:26:23.306 and we're going to say, dude, 00:26:23.346 --> 00:26:25.166 we totally know how to do that better, 00:26:25.366 --> 00:26:26.567 right? 00:26:26.606 --> 00:26:28.347 So I think we're gun-shy. 00:26:28.887 --> 00:26:29.708 Yeah, I agree. 00:26:30.528 --> 00:26:32.068 I want to say thanks to Empower EMR. 00:26:32.088 --> 00:26:33.009 They've been supporting the show. 00:26:33.028 --> 00:26:34.250 We'll see them at CSM as well. 00:26:34.309 --> 00:26:36.431 The platform helping clinics simplify 00:26:36.471 --> 00:26:38.411 documentation, improve patient engagement, 00:26:38.730 --> 00:26:39.412 and get their time back. 00:26:39.672 --> 00:26:41.451 Really, it's the piece of software, 00:26:41.692 --> 00:26:43.252 maybe outside of texting, 00:26:43.272 --> 00:26:44.873 that you're going to touch the most in 00:26:44.893 --> 00:26:46.153 your day, unfortunately. 00:26:46.993 --> 00:26:47.914 you might as well like it. 00:26:48.095 --> 00:26:49.335 So pick the tires. 00:26:49.434 --> 00:26:51.416 I understand there's a pain or a fear 00:26:51.497 --> 00:26:53.317 of loss aversion of like switching. 00:26:53.837 --> 00:26:55.398 It's almost as bad as switching banks. 00:26:55.459 --> 00:26:55.618 I mean, 00:26:55.659 --> 00:26:56.839 God forbid we had to switch banks. 00:26:56.859 --> 00:26:57.539 That'd be crazy. 00:26:57.819 --> 00:26:58.681 They understand this. 00:26:58.701 --> 00:26:59.820 They'll walk you through the whole demo 00:26:59.840 --> 00:27:00.801 and they'll help you switch. 00:27:01.201 --> 00:27:02.563 EmpowerEMR.com. 00:27:02.583 --> 00:27:05.403 That is EmpowerEMR.com. 00:27:06.244 --> 00:27:07.586 So you've helped a lot of practice owners 00:27:08.326 --> 00:27:11.808 scale what's a blind spot that you see 00:27:12.009 --> 00:27:13.529 over and over again because when you i 00:27:13.549 --> 00:27:15.291 mean we're just big pattern recognition 00:27:15.332 --> 00:27:17.192 computers that's after a while right 00:27:17.512 --> 00:27:19.474 what's something that you're like when you 00:27:19.515 --> 00:27:20.776 walk in you're like i bet they're not 00:27:20.796 --> 00:27:24.097 looking at this so the the biggest well 00:27:24.137 --> 00:27:26.500 okay blind spot within the owner right 00:27:26.559 --> 00:27:28.162 because we do we do a q a 00:27:28.182 --> 00:27:29.722 session once a week it's like a hundred 00:27:29.742 --> 00:27:31.003 bucks a month and we just got on 00:27:31.044 --> 00:27:32.365 a zoom call and everybody which is such 00:27:32.384 --> 00:27:34.946 a which is such a ridiculously good idea 00:27:35.816 --> 00:27:36.336 Yeah, we're busy. 00:27:36.375 --> 00:27:37.237 We got our own businesses. 00:27:39.979 --> 00:27:40.839 Let's zoom into this. 00:27:40.859 --> 00:27:41.559 Don't skip past it. 00:27:41.579 --> 00:27:42.381 So once a month, 00:27:42.401 --> 00:27:43.521 you do a Zoom session. 00:27:43.602 --> 00:27:45.403 And if a clinic owner, what is it? 00:27:45.462 --> 00:27:45.844 Once a week? 00:27:46.183 --> 00:27:47.224 Once a week, a hundred bucks a month. 00:27:47.644 --> 00:27:47.845 Okay. 00:27:48.326 --> 00:27:50.126 I might steal this model for comms people, 00:27:50.227 --> 00:27:50.948 which is like, hey, 00:27:50.988 --> 00:27:52.409 if you think my time's valuable and you're 00:27:52.429 --> 00:27:52.929 going to show up, 00:27:52.949 --> 00:27:54.289 you should probably pay a little bit for 00:27:54.309 --> 00:27:54.390 it. 00:27:54.871 --> 00:27:56.991 And then so who comes and what do 00:27:57.031 --> 00:27:57.472 they get? 00:27:58.193 --> 00:28:00.154 So they're business owners. 00:28:00.335 --> 00:28:03.317 We tend to it's hard because we don't 00:28:03.977 --> 00:28:07.298 want to shy away people who are like 00:28:07.338 --> 00:28:09.380 maybe thinking about owning a business. 00:28:09.559 --> 00:28:10.881 Like we're never going to tell them no. 00:28:11.161 --> 00:28:11.461 Right. 00:28:12.301 --> 00:28:13.061 Because it's a big group. 00:28:13.102 --> 00:28:14.343 Like anybody can ask questions, 00:28:14.383 --> 00:28:14.883 all that stuff. 00:28:15.962 --> 00:28:17.064 But people tend to come to us when 00:28:17.084 --> 00:28:17.864 they're stuck, right? 00:28:17.903 --> 00:28:19.183 When they're stuck at a scale issue. 00:28:19.344 --> 00:28:22.545 So Brian has six clinics that he built, 00:28:22.605 --> 00:28:22.845 again, 00:28:22.865 --> 00:28:24.066 out of the back of his car nine 00:28:24.086 --> 00:28:24.546 years ago. 00:28:25.205 --> 00:28:26.365 And they're doing like two and a half 00:28:26.425 --> 00:28:27.366 million, I think last year. 00:28:28.007 --> 00:28:30.826 And I scaled for someone and then now 00:28:31.228 --> 00:28:32.228 I, and he's fifty-fifty. 00:28:32.248 --> 00:28:34.288 He just does fifty like fitness slash cash 00:28:34.327 --> 00:28:35.669 and then fifty insurance, right? 00:28:36.288 --> 00:28:37.851 Then I scaled this and now I did 00:28:38.211 --> 00:28:40.575 cash PT out of the back of my 00:28:40.615 --> 00:28:41.056 car. 00:28:41.115 --> 00:28:42.637 And the second year I made like one 00:28:42.659 --> 00:28:43.400 hundred forty K. 00:28:43.460 --> 00:28:44.661 So it's like we know what we're doing. 00:28:44.801 --> 00:28:44.961 Right. 00:28:44.981 --> 00:28:45.762 We know how to build things. 00:28:45.962 --> 00:28:47.204 You've stepped on landmines. 00:28:47.425 --> 00:28:49.347 You've then not stepped on the same 00:28:49.387 --> 00:28:49.729 landmine. 00:28:49.749 --> 00:28:51.070 And now you can help people not step 00:28:51.090 --> 00:28:51.811 on the same landmines. 00:28:51.971 --> 00:28:53.232 and that's it and we don't want to 00:28:53.272 --> 00:28:56.173 be a coaching business right like 00:28:56.493 --> 00:28:58.015 obviously if you pay us enough money we'll 00:28:58.174 --> 00:29:00.875 find an hour every week right but we're 00:29:00.935 --> 00:29:03.017 not trying to do that we just want 00:29:03.096 --> 00:29:04.196 to very much set it up to be 00:29:04.237 --> 00:29:05.617 like look we're running our own businesses 00:29:05.678 --> 00:29:08.659 we're trying out ai phone answering you 00:29:08.759 --> 00:29:10.680 know like call setting like all that stuff 00:29:10.759 --> 00:29:11.880 you're doing the thing while you're 00:29:11.920 --> 00:29:13.401 teaching it you're not exactly so you're 00:29:13.421 --> 00:29:14.560 not like i've got it all figured out 00:29:14.580 --> 00:29:15.902 it's like dude we're building the semi 00:29:15.922 --> 00:29:17.461 we're changing the tires on the truck as 00:29:17.481 --> 00:29:18.583 we're going down the interstate 00:29:18.903 --> 00:29:20.584 exactly so we have to keep it at 00:29:20.743 --> 00:29:22.664 a like one hour a week thing but 00:29:22.684 --> 00:29:23.865 that's why we don't charge you know 00:29:23.925 --> 00:29:25.307 thousands a month right it's just like 00:29:25.346 --> 00:29:27.107 look a bunch of people you can submit 00:29:27.127 --> 00:29:29.469 questions all that but essentially it's uh 00:29:29.568 --> 00:29:31.809 business owners trying to scale right so 00:29:31.970 --> 00:29:33.810 we have everything from like someone who 00:29:33.871 --> 00:29:36.752 has a full location three people and 00:29:37.252 --> 00:29:38.836 they're a cash practice and they're 00:29:38.855 --> 00:29:40.637 looking at okay how do i get myself 00:29:40.678 --> 00:29:42.381 a little bit out of this practice right 00:29:42.401 --> 00:29:43.682 because cash margins are better than 00:29:43.722 --> 00:29:45.125 insurance so she's trying to do it with 00:29:45.224 --> 00:29:47.347 one location all the way down to somebody 00:29:47.367 --> 00:29:49.290 who's like i just had my first year 00:29:49.310 --> 00:29:51.294 under my belt with um 00:29:52.122 --> 00:29:53.501 you know, an insurance practice. 00:29:53.761 --> 00:29:56.163 And now I think I need to hire, 00:29:56.242 --> 00:29:56.742 what do I do? 00:29:57.002 --> 00:29:58.044 Right. 00:29:59.003 --> 00:30:01.105 And then it's that edge of a diving 00:30:01.125 --> 00:30:03.825 board that can cost you money and stunt 00:30:03.865 --> 00:30:05.486 growth because simply you're like, 00:30:06.526 --> 00:30:07.425 do I jump or not? 00:30:07.465 --> 00:30:08.646 And if so, what direction? 00:30:08.826 --> 00:30:10.547 And the wrong one could cripple you. 00:30:10.586 --> 00:30:12.827 So we do that stupid paralysis by analysis 00:30:12.867 --> 00:30:13.028 thing. 00:30:13.459 --> 00:30:13.598 Well, 00:30:13.618 --> 00:30:15.701 and the hardest thing is what we saw 00:30:15.721 --> 00:30:16.842 in the market is there's people who've 00:30:16.882 --> 00:30:18.663 made big businesses that are giving their 00:30:18.703 --> 00:30:19.044 advice. 00:30:19.263 --> 00:30:19.525 Right. 00:30:20.005 --> 00:30:21.026 But that's all they're doing right now is 00:30:21.046 --> 00:30:22.186 they're giving their advice based on the 00:30:22.207 --> 00:30:23.367 business they created five, ten, 00:30:23.548 --> 00:30:24.229 fifteen years ago. 00:30:24.249 --> 00:30:24.348 Right. 00:30:24.368 --> 00:30:26.590 And then there's people who did what I'm 00:30:26.631 --> 00:30:26.871 doing. 00:30:27.071 --> 00:30:27.291 Right. 00:30:27.332 --> 00:30:28.952 And they kind of stopped about where I'm 00:30:28.992 --> 00:30:29.273 doing. 00:30:29.453 --> 00:30:31.174 And then they started teaching people who 00:30:31.214 --> 00:30:33.317 don't have businesses to have businesses. 00:30:33.497 --> 00:30:33.738 Right. 00:30:34.518 --> 00:30:35.799 And we looked at it and we said, 00:30:35.819 --> 00:30:37.280 but there's nobody doing the stuff now. 00:30:37.602 --> 00:30:37.882 Right. 00:30:38.221 --> 00:30:40.204 That's helping people get out of that like 00:30:40.244 --> 00:30:42.686 kind of danger zone between one million 00:30:42.707 --> 00:30:44.009 and three million in revenue each year. 00:30:44.308 --> 00:30:44.528 Right. 00:30:44.670 --> 00:30:45.671 It's a little bit different for service 00:30:45.691 --> 00:30:46.151 practices, 00:30:46.191 --> 00:30:47.332 probably about five hundred thousand to 00:30:47.352 --> 00:30:48.232 like two million a year. 00:30:48.614 --> 00:30:50.236 But that's the zone where it's like I'm 00:30:50.336 --> 00:30:51.737 working a lot in my business. 00:30:52.557 --> 00:30:54.179 And because I don't know how to scale 00:30:54.199 --> 00:30:56.421 to get to the next level, I'm miserable, 00:30:56.681 --> 00:30:56.921 right? 00:30:57.300 --> 00:31:00.523 So that's the kind of zone where, yes, 00:31:00.544 --> 00:31:01.825 somebody who's done it and, you know, 00:31:01.884 --> 00:31:03.385 sold their company like my old boss, 00:31:03.705 --> 00:31:05.426 she could definitely do that, right? 00:31:05.906 --> 00:31:07.127 But then they won't know anything about 00:31:07.147 --> 00:31:08.009 what's going on with AI. 00:31:08.128 --> 00:31:09.089 They won't know anything about what's 00:31:09.109 --> 00:31:10.530 going on with all the newer stuff that's 00:31:10.570 --> 00:31:12.192 coming out and what, you know, 00:31:12.632 --> 00:31:14.673 how I have to negotiate high rocks, 00:31:15.433 --> 00:31:16.595 you know, or something like that, right? 00:31:16.954 --> 00:31:17.655 So, yeah. 00:31:18.455 --> 00:31:18.556 Yeah, 00:31:18.576 --> 00:31:19.757 we just saw like a gap and we're 00:31:19.777 --> 00:31:20.916 like, well, honestly, 00:31:20.936 --> 00:31:21.616 I think we did what you did. 00:31:21.636 --> 00:31:22.998 We're like, we should start a podcast. 00:31:23.317 --> 00:31:24.057 Yeah, honestly. 00:31:25.199 --> 00:31:27.019 So I'm walking through my first cohort of 00:31:27.038 --> 00:31:28.119 a podcast course, 00:31:28.140 --> 00:31:29.539 which I avoided because I didn't want to 00:31:29.579 --> 00:31:32.000 be a teacher, but I liked helping people. 00:31:32.481 --> 00:31:33.102 And then, you know, 00:31:33.162 --> 00:31:34.082 Tony and Dave were just like, 00:31:34.261 --> 00:31:35.863 we'll just do like a handful and then 00:31:35.883 --> 00:31:36.663 just talk to them. 00:31:36.742 --> 00:31:38.003 Like people want their handheld. 00:31:38.263 --> 00:31:39.964 You could go to Google and get this 00:31:40.005 --> 00:31:41.884 information on how to do it. 00:31:42.164 --> 00:31:43.226 That's not what they're looking for. 00:31:43.246 --> 00:31:44.506 They're looking for that thing that they 00:31:44.566 --> 00:31:45.807 can't get somewhere else. 00:31:45.967 --> 00:31:46.166 All right, 00:31:46.186 --> 00:31:47.648 so back to my original question before I 00:31:47.690 --> 00:31:48.590 derailed my own question. 00:31:48.611 --> 00:31:48.931 You're good. 00:31:49.551 --> 00:31:51.134 What are the blind spots that you 00:31:51.194 --> 00:31:53.417 typically see that the owners just they 00:31:53.478 --> 00:31:54.640 don't even see it? 00:31:55.390 --> 00:31:57.531 don't realize that they have to pivot to 00:31:57.571 --> 00:32:00.794 being a manager earlier right so they get 00:32:00.854 --> 00:32:04.757 to their business success one man show 00:32:05.478 --> 00:32:07.118 great marketing everyone knows them they 00:32:07.159 --> 00:32:10.501 love them right and they don't realize how 00:32:10.561 --> 00:32:12.702 important managerial skills are until 00:32:12.722 --> 00:32:14.044 they've lost like their third or fourth 00:32:14.104 --> 00:32:16.526 person right and that's expensive they're 00:32:16.605 --> 00:32:18.428 asking questions like well should i be pay 00:32:18.508 --> 00:32:21.750 per pay per patient or should i be 00:32:21.829 --> 00:32:24.051 salary and should i be this and of 00:32:24.092 --> 00:32:25.012 course again you 00:32:25.353 --> 00:32:26.894 the reason you join these groups is so 00:32:26.913 --> 00:32:28.493 you can take someone else's experience and 00:32:28.614 --> 00:32:31.815 fast forward your mistakes right so we'll 00:32:31.835 --> 00:32:33.635 be able to say don't do pay for 00:32:33.675 --> 00:32:35.217 patient you need salary so you can tell 00:32:35.237 --> 00:32:36.136 them what to do when they don't have 00:32:36.156 --> 00:32:38.917 a patient and you know like those types 00:32:38.958 --> 00:32:40.439 of things based on the business obviously 00:32:40.759 --> 00:32:44.059 but um you know that that blind spot 00:32:44.099 --> 00:32:47.101 of switching from a marketer who's the man 00:32:47.181 --> 00:32:49.882 or the woman the rock star to the 00:32:49.922 --> 00:32:51.022 what we were talking about earlier in the 00:32:51.042 --> 00:32:51.823 pod about 00:32:52.442 --> 00:32:54.564 pushing everyone up and making sure that 00:32:54.584 --> 00:32:56.746 you're not the one and being able to 00:32:56.786 --> 00:32:58.446 do that now it's much harder in cash 00:32:58.467 --> 00:33:01.088 practice than it is an insurance um it 00:33:01.128 --> 00:33:02.869 can be done but you just your goals 00:33:02.890 --> 00:33:04.411 are going to be smaller in cash practice 00:33:04.451 --> 00:33:06.491 like i haven't i don't know maybe you 00:33:06.511 --> 00:33:08.073 know way more pts than i do like 00:33:08.393 --> 00:33:09.413 i don't know if i've ever seen a 00:33:09.493 --> 00:33:11.674 cash practice that's scaled past like five 00:33:11.734 --> 00:33:14.396 look or even three or four locations yeah 00:33:14.416 --> 00:33:15.657 that isn't the question is like what are 00:33:15.678 --> 00:33:17.878 you selling are you like are you selling 00:33:17.959 --> 00:33:19.640 are you are you the show because if 00:33:19.660 --> 00:33:21.682 you're the show scaling you is hard 00:33:22.241 --> 00:33:24.324 right exactly right so your job is to 00:33:24.365 --> 00:33:27.048 create more stars so you can you know 00:33:27.107 --> 00:33:28.608 and then manage them like you know gary 00:33:28.628 --> 00:33:29.931 v would say the goal would be to 00:33:30.431 --> 00:33:31.813 make these people so great they eventually 00:33:31.853 --> 00:33:33.474 leave or get poached like wouldn't that be 00:33:33.494 --> 00:33:34.997 great your people are so great someone 00:33:35.017 --> 00:33:35.938 wants to steal your people 00:33:36.431 --> 00:33:36.510 Well, 00:33:36.530 --> 00:33:37.451 and that's one of the biggest things. 00:33:37.491 --> 00:33:39.814 So when I was in my corporate, 00:33:40.733 --> 00:33:42.115 the proudest thing I am, 00:33:42.576 --> 00:33:44.738 the proudest fact on my resume or 00:33:44.758 --> 00:33:45.038 whatever, 00:33:45.678 --> 00:33:48.300 is that I think nine of my managers 00:33:48.441 --> 00:33:49.421 are practice owners now. 00:33:49.902 --> 00:33:51.083 Or the PTA, 00:33:51.103 --> 00:33:52.483 she runs a practice for someone else. 00:33:53.003 --> 00:33:55.946 That's like being a college basketball or 00:33:55.987 --> 00:33:57.688 football coach and then being like, 00:33:57.708 --> 00:33:59.529 you know, all these guys are legit. 00:33:59.849 --> 00:34:01.671 You're playing your former assistants or 00:34:01.691 --> 00:34:03.613 former players in the NCAA tournament. 00:34:03.873 --> 00:34:04.874 That's got to be the goal. 00:34:05.546 --> 00:34:05.806 Yeah. 00:34:05.965 --> 00:34:08.146 And I mean, there's a intrinsic, like, 00:34:08.226 --> 00:34:08.487 you know, 00:34:08.726 --> 00:34:09.927 it's always nice to give to charity. 00:34:09.947 --> 00:34:11.248 It's always nice to help other people. 00:34:11.307 --> 00:34:12.427 Right. 00:34:12.708 --> 00:34:13.409 But at the same time, 00:34:13.449 --> 00:34:14.809 if you can say that, right. 00:34:14.889 --> 00:34:15.909 And somebody is looking to buy your 00:34:15.949 --> 00:34:17.349 practice, they can say, Oh, 00:34:18.030 --> 00:34:19.070 look at all the leaders here. 00:34:19.090 --> 00:34:20.391 If he goes and, 00:34:20.931 --> 00:34:21.331 you know, 00:34:21.351 --> 00:34:23.233 screws off to some beach in Puerto 00:34:23.253 --> 00:34:23.934 Vallarta or whatever, 00:34:24.615 --> 00:34:27.438 I have eight more people or the people 00:34:27.478 --> 00:34:29.681 here could be the next people who open 00:34:29.702 --> 00:34:30.302 their own practices. 00:34:30.342 --> 00:34:31.443 And if I pay them enough money, 00:34:31.463 --> 00:34:31.945 they won't do that. 00:34:31.965 --> 00:34:32.545 They'll work for me. 00:34:32.945 --> 00:34:34.648 You know, so those, those types of things, 00:34:34.688 --> 00:34:35.989 it can be a beneficial thing. 00:34:36.028 --> 00:34:37.030 People always think it's like, well, 00:34:37.050 --> 00:34:38.452 why would you shoot yourself in the foot? 00:34:38.472 --> 00:34:39.333 And it's like, no, it's, 00:34:39.514 --> 00:34:40.494 it makes you way more valuable. 00:34:40.594 --> 00:34:42.576 Well, it's that whole line, like, well, 00:34:42.596 --> 00:34:44.237 what if we invest in these people and 00:34:44.257 --> 00:34:44.717 they leave? 00:34:44.757 --> 00:34:44.976 It's like, 00:34:45.016 --> 00:34:46.338 what if we don't and they stay? 00:34:46.757 --> 00:34:47.137 Exactly. 00:34:47.237 --> 00:34:47.898 Like, 00:34:47.918 --> 00:34:50.039 now you've got a team full of B-minuses. 00:34:50.079 --> 00:34:50.699 It's like, well, 00:34:50.780 --> 00:34:52.079 you rise to the level of your 00:34:52.119 --> 00:34:52.719 incompetence. 00:34:52.739 --> 00:34:54.641 That's as high as you're going to go. 00:34:54.940 --> 00:34:55.661 Like, I know Brian, 00:34:55.702 --> 00:34:57.282 he encourages all his PTs to have an 00:34:57.302 --> 00:34:58.463 Instagram, right? 00:34:58.523 --> 00:35:00.784 Like, to have a social media. 00:35:00.844 --> 00:35:01.744 And he knows, like, yeah, 00:35:01.824 --> 00:35:03.505 one or two of them might leave, right? 00:35:03.525 --> 00:35:04.385 Because they're so good. 00:35:04.666 --> 00:35:06.827 At least I'll have an opportunity to keep 00:35:06.847 --> 00:35:06.927 them. 00:35:08.360 --> 00:35:09.762 Early in social media, 00:35:09.882 --> 00:35:11.563 and this makes me sound ancient, like, 00:35:11.583 --> 00:35:13.824 hey, before the social media times, kids, 00:35:14.284 --> 00:35:15.304 when it was popping up, 00:35:15.344 --> 00:35:16.626 I remember because I worked for a large 00:35:16.686 --> 00:35:18.407 corporate radio station. 00:35:18.427 --> 00:35:19.788 Now, I was in charge locally, 00:35:19.827 --> 00:35:21.188 but I was still owned by whatever. 00:35:21.628 --> 00:35:24.570 And the edict came down that... 00:35:27.121 --> 00:35:28.443 Official channels were only... 00:35:28.684 --> 00:35:30.264 We were only supposed to have a radio 00:35:30.304 --> 00:35:32.706 station Facebook page and a radio station 00:35:32.887 --> 00:35:35.110 Instagram that our people were on, 00:35:35.510 --> 00:35:36.471 where I was like, 00:35:36.831 --> 00:35:37.791 everybody should have their own. 00:35:38.293 --> 00:35:41.155 I remember CBS and stuff like that. 00:35:42.335 --> 00:35:43.217 The lower third, 00:35:43.237 --> 00:35:44.858 whenever so-and-so reporter is out, 00:35:44.898 --> 00:35:45.119 whatever, 00:35:45.139 --> 00:35:46.840 and there's their name and then whatever. 00:35:47.260 --> 00:35:48.041 It was always like, 00:35:48.121 --> 00:35:50.344 follow us at CBS New York or whatever. 00:35:50.724 --> 00:35:51.704 And now if you look at it, 00:35:51.744 --> 00:35:52.005 it's like... 00:35:52.606 --> 00:35:55.347 cbs mike stevens right it's like they 00:35:55.427 --> 00:35:59.168 recognize that people follow people people 00:35:59.409 --> 00:36:01.449 kind of follow the brand and it's like 00:36:02.349 --> 00:36:04.271 now that's sort of a non-negotiable if 00:36:04.311 --> 00:36:06.351 you're a what if you're a pt my 00:36:06.411 --> 00:36:08.351 my view would be i have no problem 00:36:08.391 --> 00:36:11.853 combining our success attention wise while 00:36:11.893 --> 00:36:14.153 we work together but this is my ip 00:36:14.193 --> 00:36:15.715 and when i leave it comes with me 00:36:16.228 --> 00:36:17.050 Yeah. 00:36:17.110 --> 00:36:18.570 And that's the thing is as an owner, 00:36:18.630 --> 00:36:19.391 you have to, 00:36:19.672 --> 00:36:21.134 somebody who was always fighting the other 00:36:21.153 --> 00:36:23.456 guy down the street for getting all the 00:36:23.496 --> 00:36:24.896 referrals from that CrossFit gym or 00:36:24.916 --> 00:36:25.197 whatever, 00:36:26.112 --> 00:36:26.632 it is very, 00:36:26.672 --> 00:36:28.655 very hard for them to mentally shift to, 00:36:29.335 --> 00:36:30.715 I have to help other PTs get more 00:36:30.757 --> 00:36:31.177 patients. 00:36:31.396 --> 00:36:32.958 And I have to put this person who 00:36:33.059 --> 00:36:35.141 really likes ballet, right? 00:36:35.161 --> 00:36:37.563 So I focus on golf in Scottsdale, right? 00:36:37.603 --> 00:36:38.304 That's my practice. 00:36:38.324 --> 00:36:40.786 I mean, that's right. 00:36:40.806 --> 00:36:41.226 To be fair, 00:36:41.286 --> 00:36:42.487 there actually weren't that many PTs who 00:36:42.507 --> 00:36:42.987 were doing it. 00:36:43.047 --> 00:36:44.248 They were like, Oh, we treat everything. 00:36:44.269 --> 00:36:44.989 And also golfers. 00:36:45.010 --> 00:36:46.351 And I was like, I only treat golf. 00:36:46.371 --> 00:36:46.612 Let's go. 00:36:47.251 --> 00:36:51.253 um so um yeah yeah a quick quick 00:36:51.273 --> 00:36:52.795 word to anybody thinking about a niche if 00:36:52.815 --> 00:36:55.036 there wasn't many people taking the golf 00:36:55.076 --> 00:36:58.757 pt in scottsdale niches are available uh 00:36:58.777 --> 00:37:01.739 so you're um but anyway they they don't 00:37:01.878 --> 00:37:03.380 they they're afraid to build up their 00:37:03.400 --> 00:37:06.300 people right and i don't know it's just 00:37:06.980 --> 00:37:09.202 It sucks because it's such a pivot. 00:37:09.222 --> 00:37:10.222 They actually call it the founder's 00:37:10.262 --> 00:37:11.583 paradox in business teaching. 00:37:12.664 --> 00:37:14.445 And if you look at Travis Kalanick at 00:37:14.565 --> 00:37:14.925 Uber, 00:37:15.547 --> 00:37:17.588 Mark Zuckerberg to some extent could be 00:37:17.628 --> 00:37:17.849 this, 00:37:18.128 --> 00:37:20.130 where they were so good at building this 00:37:20.251 --> 00:37:20.751 monster. 00:37:21.672 --> 00:37:23.853 And then they had to hire like Asacha 00:37:23.873 --> 00:37:24.273 Nadella. 00:37:24.793 --> 00:37:26.614 Or somebody whose entire job is to keep 00:37:26.673 --> 00:37:28.394 everyone happy and let's not write that 00:37:28.434 --> 00:37:30.775 Facebook post and let's not do all that, 00:37:30.875 --> 00:37:31.735 all the stuff that got them to the 00:37:31.775 --> 00:37:31.994 top. 00:37:32.074 --> 00:37:33.436 So everyone faces it. 00:37:34.516 --> 00:37:36.195 But that's probably the biggest thing we 00:37:36.215 --> 00:37:37.615 see when we get to that sort of 00:37:38.016 --> 00:37:39.356 five hundred thousand to two million or 00:37:39.456 --> 00:37:41.396 one million to three million revenue is 00:37:41.416 --> 00:37:43.077 that that person isn't comfortable doing 00:37:43.097 --> 00:37:43.277 that. 00:37:43.336 --> 00:37:43.856 Yeah. 00:37:43.896 --> 00:37:45.577 You've said that business isn't 00:37:45.617 --> 00:37:48.038 necessarily intellectually difficult. 00:37:48.458 --> 00:37:49.797 It's more about character. 00:37:50.278 --> 00:37:51.099 Like, help me understand. 00:37:51.259 --> 00:37:52.338 What do you what do you mean by 00:37:52.358 --> 00:37:52.518 that? 00:37:52.938 --> 00:37:54.739 So intelligence is just rate of learning, 00:37:54.878 --> 00:37:55.119 right? 00:37:55.199 --> 00:37:57.900 So if you are someone who has a 00:37:57.960 --> 00:37:59.820 high IQ and like a lot of PTs, 00:37:59.900 --> 00:38:00.099 right? 00:38:00.159 --> 00:38:01.221 I'm sure if we put them all through 00:38:01.601 --> 00:38:02.021 an IQ test, 00:38:02.041 --> 00:38:02.820 I don't even know if they do those 00:38:02.840 --> 00:38:03.101 anymore, 00:38:03.121 --> 00:38:05.121 but I'm pretty sure we would skew to 00:38:05.242 --> 00:38:06.163 high, right? 00:38:08.567 --> 00:38:10.288 The thing is, it's rate of learning. 00:38:10.447 --> 00:38:13.548 So like if I take someone who is 00:38:14.088 --> 00:38:15.230 a box of rocks, right? 00:38:15.250 --> 00:38:17.710 They are not the person who has a 00:38:17.751 --> 00:38:18.530 high IQ level. 00:38:19.150 --> 00:38:20.931 But if I show them the same thing, 00:38:21.692 --> 00:38:23.512 twenty times, right? 00:38:24.092 --> 00:38:25.713 But I show the high intelligence person 00:38:26.514 --> 00:38:28.556 zero times, that person's gonna get it, 00:38:28.635 --> 00:38:28.896 right? 00:38:29.117 --> 00:38:30.338 Now it's gonna take them a long time, 00:38:30.599 --> 00:38:30.878 right? 00:38:31.318 --> 00:38:32.860 Or if you take something more abstract 00:38:32.880 --> 00:38:33.722 where everyone knows, okay, 00:38:33.822 --> 00:38:35.423 I gotta learn pricing or I gotta learn 00:38:35.503 --> 00:38:36.144 this, right? 00:38:36.885 --> 00:38:39.148 An intelligent person should take two or 00:38:39.168 --> 00:38:41.050 three times reading that book to really 00:38:41.070 --> 00:38:42.371 get it and understand it, right? 00:38:42.471 --> 00:38:44.213 Or seeing it in real life, right? 00:38:44.733 --> 00:38:47.217 But if that intelligent person is lazy and 00:38:47.277 --> 00:38:48.257 they don't read the books, 00:38:48.818 --> 00:38:50.800 and they don't take the risks but that 00:38:50.981 --> 00:38:52.722 unintelligent person it takes ten times 00:38:52.762 --> 00:38:54.403 for them to do it they're like cool 00:38:54.443 --> 00:38:56.266 got shut down next call cool got shut 00:38:56.306 --> 00:38:58.148 down next call i'm going into this gym 00:38:58.168 --> 00:38:59.349 down the street that i've never even heard 00:38:59.369 --> 00:39:01.512 of but whatever here's my card they will 00:39:01.532 --> 00:39:04.914 learn faster right so that's not the case 00:39:04.934 --> 00:39:06.436 when we're talking about tests that have 00:39:06.476 --> 00:39:08.998 to be done in two three minutes or 00:39:09.039 --> 00:39:10.280 sorry two or three days from when you 00:39:10.300 --> 00:39:11.041 get the information 00:39:11.661 --> 00:39:13.105 and a patient where you have to have 00:39:13.125 --> 00:39:14.726 pattern recognition over a long period of 00:39:14.766 --> 00:39:17.030 time you know and you're a new grad 00:39:17.231 --> 00:39:18.974 right intelligence really helps with that 00:39:19.094 --> 00:39:20.115 i have the books i have two or 00:39:20.135 --> 00:39:21.438 three things i'm super intelligent you 00:39:21.458 --> 00:39:22.239 only have to tell me two or three 00:39:22.280 --> 00:39:24.503 times i'm good so i'm gonna hard work 00:39:24.543 --> 00:39:25.965 beats talent when talent doesn't work hard 00:39:27.239 --> 00:39:28.181 Yeah, exactly. 00:39:28.280 --> 00:39:30.262 Thank you for diluting two minutes of me 00:39:30.342 --> 00:39:31.623 rambling to one note. 00:39:31.643 --> 00:39:33.202 The thing is, I'm like, someone said it. 00:39:33.623 --> 00:39:34.483 I'm really good too. 00:39:34.724 --> 00:39:35.585 I could not for the life of me 00:39:35.605 --> 00:39:36.405 tell you who said that, 00:39:36.684 --> 00:39:37.806 but I'm good at remembering quotes, 00:39:37.826 --> 00:39:39.547 but not remembering who to quote and give 00:39:39.586 --> 00:39:39.947 credit to. 00:39:39.967 --> 00:39:40.327 So I always go, 00:39:40.347 --> 00:39:41.126 I can't remember who said this. 00:39:41.146 --> 00:39:41.608 It wasn't me. 00:39:41.628 --> 00:39:42.307 I'm not trying to take credit. 00:39:42.668 --> 00:39:44.327 That's why you're the communication guy. 00:39:44.347 --> 00:39:44.688 Essentially, 00:39:44.728 --> 00:39:46.708 LeBron would have been pretty good, 00:39:46.748 --> 00:39:47.628 but if he didn't work, 00:39:48.728 --> 00:39:50.590 there's people who say if he didn't work, 00:39:50.750 --> 00:39:52.170 even his talent was that big, 00:39:52.389 --> 00:39:53.590 you might not make it to the NBA 00:39:53.929 --> 00:39:55.550 because there's guys with less talent. 00:39:55.990 --> 00:39:56.710 I've heard this one. 00:39:56.931 --> 00:39:58.751 There are stupider people than you making 00:39:58.791 --> 00:40:00.472 more money simply because they just 00:40:00.512 --> 00:40:02.911 decided not to quit and no concept of 00:40:02.931 --> 00:40:03.291 failure. 00:40:03.371 --> 00:40:04.172 Just going to do it again. 00:40:04.313 --> 00:40:04.932 Going to do it again. 00:40:05.112 --> 00:40:05.672 Going to do it again. 00:40:07.273 --> 00:40:07.393 Yep. 00:40:07.434 --> 00:40:08.273 And you can add about that. 00:40:08.293 --> 00:40:09.554 Yeah. 00:40:09.655 --> 00:40:10.335 No concept of failure. 00:40:10.355 --> 00:40:11.655 All right. 00:40:11.715 --> 00:40:12.775 Last thing before we go to a game, 00:40:12.795 --> 00:40:15.197 what's one thing a physical therapist 00:40:15.237 --> 00:40:17.639 listening right now could do today to 00:40:17.679 --> 00:40:20.380 start thinking more like an entrepreneur 00:40:20.940 --> 00:40:22.061 if they're not one already? 00:40:24.228 --> 00:40:26.750 man, I would say, honestly, 00:40:26.969 --> 00:40:29.851 books really helped me like reading the 00:40:29.911 --> 00:40:30.630 business books. 00:40:30.670 --> 00:40:32.331 Like everyone makes fun of them, but like, 00:40:32.831 --> 00:40:35.253 those are guys it's, it's, I mean, again, 00:40:35.353 --> 00:40:36.452 now it's YouTube podcasts, 00:40:36.472 --> 00:40:37.052 things like that, 00:40:37.092 --> 00:40:39.673 but essentially it's just, 00:40:39.793 --> 00:40:41.414 it's either written or it's, it's verbal. 00:40:41.434 --> 00:40:42.554 That's really where it is. 00:40:42.594 --> 00:40:44.315 Take the guy who's done it and written 00:40:44.356 --> 00:40:46.456 it down and then learn from that. 00:40:46.936 --> 00:40:48.336 So then you don't have to make that 00:40:48.376 --> 00:40:48.717 mistake. 00:40:49.121 --> 00:40:50.822 You mentioned Jim Collins, Good to Great. 00:40:50.842 --> 00:40:52.003 You mentioned Stephen Covey, 00:40:52.023 --> 00:40:54.724 Seven Habits of Highly Successful People. 00:40:54.744 --> 00:40:56.063 What else is on your short list? 00:40:56.103 --> 00:40:57.463 I always like collecting book 00:40:57.523 --> 00:40:58.224 recommendations. 00:40:58.545 --> 00:41:00.425 I always give Crucial Conversations to my 00:41:00.465 --> 00:41:00.844 managers. 00:41:01.224 --> 00:41:01.804 Who's that one? 00:41:02.365 --> 00:41:02.806 Oh, God. 00:41:03.045 --> 00:41:04.925 Don't ask me that question. 00:41:04.985 --> 00:41:05.666 It's a famous one, 00:41:05.686 --> 00:41:06.606 so Crucial Conversations. 00:41:08.027 --> 00:41:08.588 That's a, 00:41:08.608 --> 00:41:09.829 that's one that I would always give to 00:41:09.849 --> 00:41:11.309 a manager because when they don't want to 00:41:11.329 --> 00:41:12.431 have that kind of that performance 00:41:12.452 --> 00:41:13.072 conversation, 00:41:13.612 --> 00:41:14.673 they don't want to be personal. 00:41:14.773 --> 00:41:16.335 They have to figure out how to objectify 00:41:16.376 --> 00:41:16.496 it. 00:41:17.817 --> 00:41:18.277 Those are my, 00:41:18.418 --> 00:41:20.440 like probably honestly my top three that I 00:41:20.460 --> 00:41:21.039 give to people. 00:41:22.221 --> 00:41:23.463 And then just kind of whatever I'm 00:41:23.523 --> 00:41:25.204 reading, like it depends on the person. 00:41:25.264 --> 00:41:25.505 Like, 00:41:25.905 --> 00:41:27.387 There's all kind of the greatest hits and 00:41:27.487 --> 00:41:28.527 all of them have good advice. 00:41:28.829 --> 00:41:29.188 You know, 00:41:29.248 --> 00:41:30.851 atomic habits is what everyone says. 00:41:30.891 --> 00:41:31.150 Right. 00:41:31.170 --> 00:41:32.612 So that one wasn't bad. 00:41:32.652 --> 00:41:33.032 I mean, that one, 00:41:33.072 --> 00:41:34.114 I can distill that one down, 00:41:34.134 --> 00:41:36.838 which is like build one habit, repeat it, 00:41:36.858 --> 00:41:37.557 repeat it, repeat it. 00:41:38.179 --> 00:41:39.900 Once it's a hat was takes thirty or 00:41:39.940 --> 00:41:40.382 sixty days, 00:41:40.402 --> 00:41:41.382 something like that to build an actual 00:41:41.402 --> 00:41:43.405 habit when wire rewire your brain. 00:41:43.425 --> 00:41:43.965 We know this. 00:41:44.405 --> 00:41:44.945 We know this. 00:41:44.965 --> 00:41:46.867 That's the funny part is it's just putting 00:41:46.907 --> 00:41:48.989 words to the thing you probably don't 00:41:49.009 --> 00:41:49.168 know. 00:41:49.208 --> 00:41:49.949 Like, what's that quote? 00:41:50.369 --> 00:41:51.971 The results you're looking for are hiding 00:41:51.990 --> 00:41:52.871 in the work you're not doing. 00:41:52.971 --> 00:41:53.512 It's like, you know, 00:41:53.532 --> 00:41:54.391 you should be doing that, 00:41:54.431 --> 00:41:55.932 but you just leave that in the corner. 00:41:55.972 --> 00:41:56.413 So you don't do it. 00:41:56.432 --> 00:41:56.733 And you're like, 00:41:56.773 --> 00:41:58.193 I don't know why I'm not getting 00:41:58.233 --> 00:41:58.695 successful. 00:41:58.715 --> 00:41:59.675 It's like, hmm, I got an idea. 00:41:59.695 --> 00:42:00.576 What's that pile over there? 00:42:00.969 --> 00:42:01.829 Well, and this is the problem. 00:42:01.849 --> 00:42:03.431 There are a lot of people who basically, 00:42:03.451 --> 00:42:04.851 they consume all this entrepreneurial 00:42:04.871 --> 00:42:05.271 content. 00:42:05.311 --> 00:42:07.413 They can tell you, 00:42:07.452 --> 00:42:08.532 this is what you should be doing in 00:42:08.552 --> 00:42:08.853 this. 00:42:09.233 --> 00:42:10.833 But honestly, if you were to ask, 00:42:10.893 --> 00:42:11.114 I mean, 00:42:11.155 --> 00:42:12.875 to distill my best piece of actual advice, 00:42:12.934 --> 00:42:14.675 like outside of read books, right? 00:42:15.155 --> 00:42:16.317 Just do it, right? 00:42:16.396 --> 00:42:17.717 Like just freaking do it. 00:42:17.757 --> 00:42:18.777 My accountant told me this. 00:42:18.797 --> 00:42:19.077 I was like, 00:42:19.097 --> 00:42:19.978 so what do I need to do? 00:42:20.298 --> 00:42:21.739 Like set up an LLC and like blah, 00:42:21.759 --> 00:42:21.938 blah, blah. 00:42:21.958 --> 00:42:23.099 He's like, dude, just go earn money. 00:42:23.300 --> 00:42:25.061 I'll tell you what to do later, right? 00:42:25.581 --> 00:42:26.782 And I was just like, okay. 00:42:26.922 --> 00:42:28.143 Then I called my wife right afterwards, 00:42:28.182 --> 00:42:28.382 right? 00:42:28.742 --> 00:42:31.545 So now that looks different for people, 00:42:31.644 --> 00:42:33.385 non-competes, things like that. 00:42:33.405 --> 00:42:35.146 You can find a different avenue, right? 00:42:35.228 --> 00:42:36.047 Do a wellness thing. 00:42:36.088 --> 00:42:37.829 Do a fitness for golfers, right? 00:42:37.869 --> 00:42:39.831 While you're a PT at the local hospital 00:42:40.311 --> 00:42:42.612 and start saying, hey, can I sell this, 00:42:42.893 --> 00:42:43.072 right? 00:42:43.112 --> 00:42:45.173 Can I do this, right? 00:42:45.193 --> 00:42:46.295 That's the nice thing about the US. 00:42:46.414 --> 00:42:47.516 No one's going to fault you for trying 00:42:47.536 --> 00:42:48.235 to start a business, right? 00:42:49.157 --> 00:42:50.518 Like it's pretty much encouraged. 00:42:50.538 --> 00:42:51.038 So yeah, 00:42:51.057 --> 00:42:54.639 I would just say get out there and 00:42:54.681 --> 00:42:55.201 get your reps in. 00:42:56.306 --> 00:42:57.045 Here's a game we're going to play. 00:42:57.065 --> 00:42:58.768 We're calling it Growth Guy Gut Check. 00:42:58.788 --> 00:43:00.068 I'm going to hit you with some rapid 00:43:00.108 --> 00:43:01.710 fire growth scenarios. 00:43:01.751 --> 00:43:02.952 You just give me your gut reaction. 00:43:03.032 --> 00:43:04.152 Sentence or less, right? 00:43:04.873 --> 00:43:04.994 Got it. 00:43:05.094 --> 00:43:07.856 A PT says, I hate selling. 00:43:08.077 --> 00:43:09.918 What do you respond with? 00:43:09.938 --> 00:43:11.239 Do you hate getting people better because 00:43:11.260 --> 00:43:12.079 you're doing it every day? 00:43:12.400 --> 00:43:12.860 There you go. 00:43:12.900 --> 00:43:13.240 Perfect. 00:43:13.282 --> 00:43:15.884 Clinic owner wants to scale but won't 00:43:16.023 --> 00:43:16.764 delegate. 00:43:18.561 --> 00:43:21.083 um how's that burnout feel yeah i like 00:43:21.123 --> 00:43:24.327 this you got a thousand dollars and you 00:43:24.387 --> 00:43:25.827 need to get ten evals and all you 00:43:25.847 --> 00:43:27.028 have is the trunk of your car where 00:43:27.048 --> 00:43:28.170 are you going you gotta be you gotta 00:43:28.369 --> 00:43:29.650 you gotta get you gotta earn a thousand 00:43:29.670 --> 00:43:31.112 dollars by five o'clock today or we kill 00:43:31.132 --> 00:43:32.594 your puppy what are you doing to get 00:43:32.614 --> 00:43:34.655 you have to get ten evals oh okay 00:43:34.675 --> 00:43:35.715 so i was gonna say the best thousand 00:43:35.755 --> 00:43:37.378 dollars i spent when i started was bni 00:43:37.398 --> 00:43:39.900 group uh referral based networking local 00:43:39.920 --> 00:43:41.420 business group um 00:43:42.255 --> 00:43:43.697 If I had to do a thousand bucks 00:43:43.717 --> 00:43:44.958 to get patients, 00:43:45.179 --> 00:43:46.559 I would buy a very big stick and 00:43:46.579 --> 00:43:47.440 start hitting kneecaps. 00:43:47.521 --> 00:43:47.780 I don't know. 00:43:47.800 --> 00:43:48.342 Like I would, 00:43:48.702 --> 00:43:51.804 I would probably put myself in a very, 00:43:51.864 --> 00:43:52.806 I would do guerrilla marketing. 00:43:52.865 --> 00:43:54.047 I would just put myself in a very 00:43:54.128 --> 00:43:55.668 high area, 00:43:55.768 --> 00:43:59.853 high volume area and just say hi to 00:43:59.893 --> 00:44:00.974 every single person I knew. 00:44:01.454 --> 00:44:02.335 And that sounds ridiculous. 00:44:02.496 --> 00:44:03.476 I would buy the merchandise. 00:44:03.757 --> 00:44:04.737 That sounds ridiculous, 00:44:04.777 --> 00:44:06.137 but that's all we do on the internet 00:44:06.197 --> 00:44:06.657 anyway, right? 00:44:06.677 --> 00:44:07.838 That's a high traffic place. 00:44:07.858 --> 00:44:09.018 We try to stay high as much as 00:44:09.059 --> 00:44:09.398 possible. 00:44:09.699 --> 00:44:10.599 These things make sense. 00:44:11.400 --> 00:44:12.300 Three more, three more. 00:44:12.340 --> 00:44:15.041 What's a red flag higher in a growing 00:44:15.081 --> 00:44:15.561 clinic? 00:44:17.277 --> 00:44:18.418 Um, 00:44:18.539 --> 00:44:20.440 I would say a red flag hire in 00:44:20.460 --> 00:44:22.280 a growing clinic is someone where they 00:44:22.340 --> 00:44:24.543 don't completely check the teamwork boxes. 00:44:24.983 --> 00:44:25.242 Right. 00:44:25.802 --> 00:44:26.164 And it's, 00:44:26.563 --> 00:44:27.684 it is very hard to do that because 00:44:27.704 --> 00:44:28.724 everyone says they do. 00:44:28.985 --> 00:44:29.286 Right. 00:44:29.945 --> 00:44:30.045 Um, 00:44:30.085 --> 00:44:30.927 and that's why you have to ask the 00:44:30.947 --> 00:44:32.367 questions, you know, in their history, 00:44:32.387 --> 00:44:33.768 what have they done and, you know, 00:44:33.809 --> 00:44:36.130 all that, but that vibe of, you know, 00:44:36.150 --> 00:44:37.530 this doesn't, this seems like it's, 00:44:38.210 --> 00:44:38.452 he's the, 00:44:38.472 --> 00:44:39.351 he or she is going to be a 00:44:39.391 --> 00:44:42.954 me first person is like the last thing. 00:44:42.994 --> 00:44:44.556 And sometimes people are trying to like 00:44:44.635 --> 00:44:44.876 get 00:44:45.998 --> 00:44:48.039 know i'm awesome look how good i am 00:44:48.860 --> 00:44:49.842 so you have to ask questions to break 00:44:49.862 --> 00:44:52.403 that down but yeah got it two more 00:44:52.525 --> 00:44:55.146 uh quick test is your clinic owner mindset 00:44:55.947 --> 00:45:00.032 uh strong or soft is it strong or 00:45:00.052 --> 00:45:01.634 is it soft skills which one's more 00:45:01.673 --> 00:45:02.914 important clinic owner mindset 00:45:03.559 --> 00:45:04.139 Oh, soft skills. 00:45:04.179 --> 00:45:05.559 Cause anyone who tells us PT doesn't have 00:45:05.581 --> 00:45:06.260 a market to BS. 00:45:06.300 --> 00:45:08.322 Like if you were in a very competitive 00:45:08.362 --> 00:45:09.603 market, uh, 00:45:09.702 --> 00:45:10.903 where there was a lot of people doing 00:45:10.923 --> 00:45:12.065 the thing like fitness, right? 00:45:12.344 --> 00:45:12.945 You have to be hard. 00:45:13.045 --> 00:45:14.487 It's like, you gotta get out there, sell. 00:45:14.686 --> 00:45:15.748 Everybody can do this thing. 00:45:15.788 --> 00:45:17.108 Barrier entries, low, all that stuff. 00:45:17.628 --> 00:45:17.969 Honestly, 00:45:17.989 --> 00:45:19.329 the people who succeed in our business are 00:45:19.349 --> 00:45:20.190 the people who have really good soft 00:45:20.210 --> 00:45:22.211 skills that can keep therapists happy for 00:45:22.231 --> 00:45:22.992 a long period of time. 00:45:23.413 --> 00:45:23.713 Agreed. 00:45:23.853 --> 00:45:24.193 All right. 00:45:24.353 --> 00:45:24.893 Uh, last one, 00:45:24.934 --> 00:45:27.755 favorite mindset or business quote from 00:45:27.795 --> 00:45:29.297 any of those books that like you pull 00:45:29.356 --> 00:45:30.297 out that's in the holster. 00:45:31.260 --> 00:45:32.201 It's actually a history book. 00:45:32.481 --> 00:45:33.101 Okay. 00:45:33.141 --> 00:45:36.222 John Lewis walking with the wind in the 00:45:37.422 --> 00:45:37.983 epilogue. 00:45:38.143 --> 00:45:40.224 He wrote, you just got to outwork them. 00:45:41.403 --> 00:45:41.724 That's it. 00:45:41.744 --> 00:45:41.824 Yeah. 00:45:42.525 --> 00:45:45.385 And to have someone who got the absolute 00:45:45.405 --> 00:45:46.686 crap kicked out of him for something he 00:45:46.706 --> 00:45:48.407 believed in saying that, 00:45:48.447 --> 00:45:49.827 like the way I got there is I 00:45:49.847 --> 00:45:50.708 just did more. 00:45:51.347 --> 00:45:51.668 Yeah. 00:45:52.378 --> 00:45:53.097 really kind of, 00:45:53.318 --> 00:45:55.559 it's so succinct and so tight that you're 00:45:55.579 --> 00:45:56.760 just like, well, if he can do it, 00:45:56.820 --> 00:45:57.661 then I can, 00:45:57.740 --> 00:45:59.242 I can go give my business card to 00:45:59.262 --> 00:46:01.583 this business owner, you know? 00:46:01.603 --> 00:46:02.804 So yeah, you got to outwork them. 00:46:03.003 --> 00:46:04.143 I'm sure millions of people have said 00:46:04.164 --> 00:46:04.905 those words together, 00:46:04.965 --> 00:46:06.025 but that was the one that stuck. 00:46:06.286 --> 00:46:06.505 Yeah. 00:46:06.606 --> 00:46:07.585 Hard work beats talent. 00:46:07.646 --> 00:46:09.206 Talent doesn't work hard or be so, 00:46:09.447 --> 00:46:11.568 Steve Martin, comedian, be so good. 00:46:11.588 --> 00:46:12.248 They can't ignore you. 00:46:12.389 --> 00:46:13.648 Like, all right, how do I get better? 00:46:13.688 --> 00:46:15.309 I don't be so damn good that they're 00:46:15.329 --> 00:46:16.530 like, who's the best? 00:46:16.590 --> 00:46:16.771 Like, 00:46:16.951 --> 00:46:18.072 I don't want to tell you it's him, 00:46:18.092 --> 00:46:18.632 but you know what? 00:46:18.952 --> 00:46:19.672 He's so damn good. 00:46:19.733 --> 00:46:19.992 It's him. 00:46:20.349 --> 00:46:20.670 All right, 00:46:20.730 --> 00:46:21.871 last thing we do on the episode is 00:46:21.911 --> 00:46:22.851 called the parting shot. 00:46:22.871 --> 00:46:26.012 This is the parting shot. 00:46:26.532 --> 00:46:27.913 One last mic drop moment. 00:46:28.614 --> 00:46:29.414 No pressure. 00:46:29.853 --> 00:46:31.994 Just your legacy on the line. 00:46:33.476 --> 00:46:34.635 So I might have made this hard because 00:46:34.655 --> 00:46:35.456 I just asked you to give a great 00:46:35.496 --> 00:46:35.777 quote. 00:46:35.916 --> 00:46:37.237 This is a spot for either a quote, 00:46:37.277 --> 00:46:37.478 mindset, 00:46:37.518 --> 00:46:39.077 or just something you said before you want 00:46:39.097 --> 00:46:39.338 to repeat, 00:46:39.378 --> 00:46:40.719 which is what's the last thing you want 00:46:40.739 --> 00:46:43.059 to leave with the audience today? 00:46:43.721 --> 00:46:45.661 Business is not conceptually hard. 00:46:45.760 --> 00:46:46.902 It's a try hard thing. 00:46:47.460 --> 00:46:50.242 It is very much a thing where be 00:46:50.302 --> 00:46:51.563 afraid, don't be, well, 00:46:51.802 --> 00:46:53.003 I shouldn't say don't be afraid to fail, 00:46:53.043 --> 00:46:55.923 but just get out there and do it. 00:46:56.423 --> 00:46:57.605 If you're burnt out, 00:46:59.286 --> 00:47:00.925 it's not everyone's a business owner, 00:47:00.965 --> 00:47:04.067 but don't look at burnout as a 00:47:04.126 --> 00:47:06.148 quantitative thing, how many people I see. 00:47:06.568 --> 00:47:08.429 Look at it as, am I happy? 00:47:08.489 --> 00:47:09.369 Do I have autonomy? 00:47:11.150 --> 00:47:12.030 And if you don't want to do that 00:47:12.070 --> 00:47:12.590 in a business, 00:47:12.630 --> 00:47:13.630 find it somewhere else in your life. 00:47:14.621 --> 00:47:14.862 Love it. 00:47:14.902 --> 00:47:15.181 All right. 00:47:15.202 --> 00:47:16.382 If someone wants to reach out, what's the, 00:47:16.422 --> 00:47:17.222 where do you want them to go to 00:47:17.242 --> 00:47:17.583 find you? 00:47:17.943 --> 00:47:18.742 Like if they're like, Hey, 00:47:18.802 --> 00:47:20.023 that weekly thing sounds cool. 00:47:20.063 --> 00:47:21.043 Like where am I going to find that? 00:47:21.663 --> 00:47:23.503 So our company called is called physio 00:47:23.523 --> 00:47:23.903 growth. 00:47:24.324 --> 00:47:26.784 Instagram is at the physio growth guys. 00:47:27.083 --> 00:47:28.123 Cause physio growth was taken. 00:47:29.664 --> 00:47:32.184 The, we have a school page. 00:47:33.684 --> 00:47:35.326 You just search physio growth on school 00:47:36.005 --> 00:47:38.385 and website physio dash growth.com. 00:47:38.545 --> 00:47:40.286 And our podcast is the front row back 00:47:40.306 --> 00:47:42.186 row podcast presented by physio growth. 00:47:42.438 --> 00:47:43.657 because one of you sat in the front 00:47:43.677 --> 00:47:44.418 row in PT school. 00:47:44.659 --> 00:47:44.739 I, 00:47:45.498 --> 00:47:47.039 I loved when I saw your podcast as 00:47:47.059 --> 00:47:47.478 a side note, 00:47:47.719 --> 00:47:50.139 because I started out saying in PT school 00:47:50.179 --> 00:47:51.380 first year, I was in the front row. 00:47:51.679 --> 00:47:52.061 Cause I was like, 00:47:52.081 --> 00:47:53.280 if I'm in the back, I'm never, 00:47:53.440 --> 00:47:54.521 and I'm paying for this and this is 00:47:54.581 --> 00:47:55.001 expensive. 00:47:55.021 --> 00:47:56.001 I better be paying attention. 00:47:56.382 --> 00:47:57.382 And then by the third year, 00:47:57.402 --> 00:47:58.041 I don't even know if I was in 00:47:58.061 --> 00:47:58.742 the back row anymore. 00:47:58.762 --> 00:47:59.882 I think I was just standing in the 00:47:59.902 --> 00:48:00.483 back of the room. 00:48:00.583 --> 00:48:01.742 Cause I was like, okay, get me. 00:48:02.123 --> 00:48:03.023 I want out like, okay, 00:48:03.043 --> 00:48:04.123 I'm ready to go guys. 00:48:04.543 --> 00:48:05.244 I agree. 00:48:05.264 --> 00:48:05.864 Let's just do it. 00:48:06.664 --> 00:48:07.605 I appreciate the time, man. 00:48:07.644 --> 00:48:07.864 Thanks. 00:48:08.005 --> 00:48:08.425 Thanks for this. 00:48:08.445 --> 00:48:09.425 Love it. 00:48:10.972 --> 00:48:12.054 That's it for this one, 00:48:12.313 --> 00:48:13.996 but we're just getting warmed up. 00:48:14.456 --> 00:48:16.378 Smash follow, send it to a friend, 00:48:16.577 --> 00:48:18.239 or crank up the next episode. 00:48:18.760 --> 00:48:19.701 Want to go deeper? 00:48:19.940 --> 00:48:24.164 Hit us at pgpinecast.com or find us on 00:48:24.224 --> 00:48:26.746 YouTube and socials at pgpinecast. 00:48:27.186 --> 00:48:29.469 And legally, none of this was advice. 00:48:29.528 --> 00:48:31.271 It's for entertainment purposes only. 00:48:31.311 --> 00:48:32.931 Bullshit! 00:48:32.952 --> 00:48:33.552 See, Keith? 00:48:33.753 --> 00:48:34.813 We read the script. 00:48:35.094 --> 00:48:35.775 Happy now?