WEBVTT

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You're listening to the PT Pinecast,

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where smart people in healthcare come to

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make noise.

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Here's your host, Jimmy McKay.

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Played the wrong intro.

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Correct intro.

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Take two.

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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That's a little better.

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Good morning, physical therapy.

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Double intro.

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Do we get double the sponsorship?

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You're going to love today's sponsors.

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I've decided to keep them all in one

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theme.

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The sponsors have decided to come

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together, so we got one theme.

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Today,

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it's the only morning show where we talk

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about the business, the tech, the money,

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and the systems quietly rewriting your

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career while you're still explaining

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clamshells to someone named Bob.

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Today,

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why a billion-dollar tech company says PT

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first while actively replacing physical

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therapists.

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How Dave accidentally got discovered by

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artificial intelligence.

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We need to reverse engineer this because

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if you're not doing that,

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you're not going to get discovered by the

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artificial intelligence.

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And how that same technology is now

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listening to evals in real time from miles

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away.

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This is going to be a Dave-heavy episode.

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If you like rehab, business,

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and light existential dread before nine

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a.m.,

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you are in the right place welcome to

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pt breakfast club which brings us to our

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tension honestly just ice it theraband ai

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because if it doesn't have ai in it

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is it even rehab anymore learn more why

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why is this smart dot health theraband ai

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does it need ai no should we put

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it in there absolutely we should

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I mean, if it doesn't snap,

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if the AI Thurban does not snap anymore

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and snap and break someone's orbital

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socket, that's a win.

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I had one of those things happen,

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like Stroops,

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the dude from Stroops I was doing a

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live show with a while ago.

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It's like, well, that's not a thing.

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And then I had it happen,

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a resistance band that was just in my

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basement for a while, hadn't used it,

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was going to do some deadlifts,

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was warming up, snap,

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did hit me in the face.

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That's not an exaggeration.

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That's a thing that happens.

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The big story,

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we got to get into this one.

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We figure out what to talk about in

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what everybody does, families,

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group chats, right?

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And this one popped up.

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I think, who brought it up?

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You, Dave or Tony?

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I saw it too.

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Yeah.

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As you saw it, I was like, oh,

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yeah,

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I was going to share this one as

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well.

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Larry Benz,

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who I'm going to run into at Graham

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Sessions this week, dropped a scorcher.

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Larry Benz giving zero Fs,

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breaking down Hinge Health's brand new

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state MSK care report.

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They're bold enough to be like, hey,

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everybody, we're Hinge Health.

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We have virtually no physical therapists,

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but we're going to do a State of

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the Union for you.

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Honestly, power marketing move.

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It's an old move.

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Old move.

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Let's see how it plays out for.

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State of the MSK report.

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On the surface,

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it is a beautiful argument that patients

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should see physical therapy first.

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Pause for dramatic effect.

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Well done.

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Clap, clap, clap.

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No notes,

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except for here comes some notes.

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The company publishing it is a two billion

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dollar tech firm whose entire business

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model is built on making sure patients

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don't see a physical therapist.

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Man, are we getting rugged or what?

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They diagnose the system pretty well.

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then sell a solution that actually just

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provides a detour around everybody in the

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profession.

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They're like, wait, what happened here?

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I thought they were for us.

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This isn't a tech story.

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This is an incentive story.

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So here's the big idea.

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When the company replacing you becomes the

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loudest advocate for your profession,

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you should probably read the fine print.

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So Dave, why'd you bring this one up?

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Why was this?

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I mean, where do we start?

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Well, first of all,

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I respect Larry Benz significantly.

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He has a,

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I don't know when he started in private

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practice,

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but it was a long time that he

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was in private practice.

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And then he had with,

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I almost said Concentra, Confluent.

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They, I don't know, he had,

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I think you had mentioned like maybe he

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stepped out of that in the last year

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or two and like retired or semi-retired.

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But in terms of private practice and PPS,

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he is like one of the,

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I don't know, one of the main authorities.

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Go ahead.

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I was going to say,

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he retired and set back out.

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He launched Confluent not as long as I

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thought ago.

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It says eleven and a half years,

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but he did a lot in eleven and

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a half years.

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Yeah,

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to take something and make it into I

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think they're close to maybe they're at

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least maybe I think five hundred

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locations,

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maybe closer to a thousand locations.

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I mean, now, of course,

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you're buying you're buying chains and

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groups.

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So it's a roll up strategy.

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It's not like each one was a de

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novo.

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But to even do that in eleven years

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is just beyond impressive.

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Yeah.

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All right.

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So we're starting to the article.

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How would you explain to this to someone

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who hasn't read this?

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How would you explain what was going on

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in this article?

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Why was it important to bring up?

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Why is it our lead story?

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You don't have to give me specifics if

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you have them, great, but dig in.

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I've got some question starters or

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whatever,

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but I wanted to hear from you first

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since this was just sort of your

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suggestion.

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I,

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I agree with a lot of what he

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said around hinge health and sword health

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over the past couple of years.

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I think I,

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I hate to say the word thought leader,

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but I think if there's anyone in our

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profession, that's a thought leader,

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it's Larry Benz.

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I remember back in twenty, twenty,

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twenty fourteen, twenty fifteen.

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You know, he was heavy into Twitter.

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His hashtag or his handle is at physical

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therapy on Twitter.

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He's always been leveraging social media,

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you know,

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And kudos to him.

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Like he's like obviously was like full on

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deep in his in his career and utilizing

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technology that was like newer and novel.

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And, you know, whether it was networking,

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I've just been a fan of his.

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I actually never met him.

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I would love to meet him at some

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point.

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I know, Jimmy,

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I think a year or so ago,

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you joked like you were going to invite

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yourself to his like Kentucky farm or his

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mansion, whatever his estate,

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whatever he's got down there.

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And I was like begging to if you

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do it, if you do it,

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I want to come along with you.

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I don't know Larry well.

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We've interacted a few times.

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The vibe I get is he'd be like,

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yeah, okay, when?

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He wouldn't even say, okay.

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He'd just be like, yeah,

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what's good for you?

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Is it tomorrow?

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He writes a lot.

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He's been doing this more because the

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technology's gotten better, right?

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And he's an inch wide to mile deep

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kind of guy because he'll write a post,

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but then it'll lead to an article that

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just goes deep into a problem.

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And I think he's a thought leader,

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and I'm using air quotes, because...

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He's not he doesn't need the attention.

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He's doing it because he cares.

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He's like, here's what I see.

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He's like sort of like waving.

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This is what I see.

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Hey, everybody.

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In two years, you're going to be like,

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where did this come from?

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And Larry be like,

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look at my post from two years ago.

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That that exact thing happened.

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So here's some like,

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can you claim PT first when PTs weren't

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even the room writing the report?

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Like,

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is that the thing that pisses what pisses

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us off the most?

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Or do we are we just giving them

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their own flowers going?

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Hey, well done.

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We're getting smoked here.

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Let's ask, I want you to ask Tony.

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So Tony,

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is Hinge Health valid and are they okay

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to write this when they operate the way

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that they do?

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Yeah.

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Yeah.

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I read the article a couple of times.

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There was a couple of quotes in there

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that, you know, totally made sense.

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Yeah.

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I don't see the problem.

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Like they're basically saying, look,

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we created this solution, this platform,

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this amazing technology.

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Yes, we agree.

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Patients should be seeing a physical

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therapist first.

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We have everything else covered.

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And I think collectively,

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the three of us generally agree,

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like the therapist's most valuable

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position, at least right now,

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is the evaluation, establishing the plan,

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identifying comorbidities, complexities,

00:08:20.238 --> 00:08:22.060
factors that are going to influence care.

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It is not in the delivery of the

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care.

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the delivery of the care,

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the AI analysis and watching people do

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stuff and improving compliance and all

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that can be outsourced to a platform like

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hinge or sword.

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Our role is more just kind of oversight,

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maybe initial evaluation.

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The fact that they don't have a thousand

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therapists on staff doesn't bother me at

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all.

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I think this is a great, like,

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opportunity olive branch to say, hey,

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we're not leaving the profession behind.

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We want you guys to come along with

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us.

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We want the actual therapist to work

00:09:00.784 --> 00:09:01.884
alongside us.

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Let us do our part,

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which is what the technology is designed

00:09:05.546 --> 00:09:05.765
for.

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You guys do your part.

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And when you think of the consumer,

00:09:09.407 --> 00:09:11.488
their consumer, it's the employer,

00:09:11.587 --> 00:09:12.548
to my understanding.

00:09:13.368 --> 00:09:14.668
People who are working,

00:09:15.210 --> 00:09:16.831
they're not that complex.

00:09:16.851 --> 00:09:18.373
We're not talking about people who had

00:09:18.513 --> 00:09:20.875
amputees and strokes and brain injuries

00:09:20.936 --> 00:09:21.937
and pediatrics.

00:09:22.376 --> 00:09:24.558
We're talking about the same people that

00:09:24.578 --> 00:09:26.421
walk into my clinic that are going to

00:09:26.461 --> 00:09:27.642
work after PT,

00:09:27.662 --> 00:09:29.703
that are coming to PT after work.

00:09:30.245 --> 00:09:31.225
They're fully functional.

00:09:31.265 --> 00:09:34.548
They just need a little guidance,

00:09:34.589 --> 00:09:36.750
which is what the AI platform can do.

00:09:38.052 --> 00:09:41.033
And I would step in either before, during,

00:09:41.212 --> 00:09:42.354
after at some point,

00:09:42.374 --> 00:09:43.653
but I don't need to be the main

00:09:43.793 --> 00:09:45.095
one delivering the service.

00:09:46.575 --> 00:09:47.456
Here's a question for you.

00:09:47.796 --> 00:09:49.056
Who benefits the most here?

00:09:49.115 --> 00:09:49.696
Patients?

00:09:50.157 --> 00:09:50.856
Employers?

00:09:51.456 --> 00:09:52.277
Shareholders?

00:09:53.118 --> 00:09:54.538
Who's going to benefit the most?

00:09:55.418 --> 00:09:56.778
What, so what, now what?

00:09:56.798 --> 00:09:57.999
This is sort of in the so what

00:09:58.038 --> 00:09:58.480
territory.

00:09:58.500 --> 00:09:59.840
So who benefits the most here?

00:10:01.160 --> 00:10:02.760
Potentially insurance companies because

00:10:02.780 --> 00:10:04.802
they're finding a way that they're

00:10:04.861 --> 00:10:06.802
offering a cheaper...

00:10:08.057 --> 00:10:10.639
alternative to billable units.

00:10:11.419 --> 00:10:12.341
Insurance companies like it.

00:10:12.360 --> 00:10:13.961
That's why they agree to it.

00:10:13.981 --> 00:10:16.363
That's why they send out promotional Hinge

00:10:16.403 --> 00:10:16.623
Health,

00:10:16.643 --> 00:10:18.585
Sword Health emails on their behalf.

00:10:19.865 --> 00:10:21.726
That is probably the most savvy move of

00:10:21.767 --> 00:10:22.866
Hinge Health and Sword Health is that

00:10:22.886 --> 00:10:24.808
they've gone either directly to employers

00:10:24.869 --> 00:10:26.429
or they've gone to the insurance companies

00:10:26.529 --> 00:10:26.649
and

00:10:27.769 --> 00:10:28.311
Insurance companies,

00:10:28.331 --> 00:10:29.172
they want to hold money.

00:10:29.251 --> 00:10:30.673
They want to pay out less.

00:10:31.332 --> 00:10:33.054
They want to continue to make more

00:10:33.095 --> 00:10:33.434
billions.

00:10:33.554 --> 00:10:35.557
It is a genius business model.

00:10:36.076 --> 00:10:40.419
The founders of Hinge understood that.

00:10:40.600 --> 00:10:43.582
And they don't care about my style of

00:10:43.623 --> 00:10:43.923
delivery.

00:10:44.202 --> 00:10:45.543
They don't even care about Tony's style of

00:10:45.563 --> 00:10:45.924
delivery.

00:10:46.284 --> 00:10:47.385
They're like,

00:10:47.485 --> 00:10:49.366
we have a potential alternative solution.

00:10:50.347 --> 00:10:52.369
and it's a screen and maybe there's a

00:10:52.428 --> 00:10:54.149
little health coach maybe there's a little

00:10:54.190 --> 00:10:55.809
physical therapist on the front end but

00:10:55.850 --> 00:10:58.130
really it's just someone that has back

00:10:58.150 --> 00:11:00.451
pain or whatever and following exercises

00:11:00.611 --> 00:11:02.753
on a screen yeah as a side note

00:11:02.852 --> 00:11:04.073
i know we hammered this before but there

00:11:04.094 --> 00:11:06.014
was the company that tony brought in about

00:11:06.053 --> 00:11:08.014
the the coaching what was that like the

00:11:08.034 --> 00:11:10.895
coaching tiers for accountability it was

00:11:10.916 --> 00:11:13.898
mentioned on the sam par and uh my

00:11:14.057 --> 00:11:16.698
my fitness pal or my my something

00:11:19.219 --> 00:11:19.980
My body tutor.

00:11:20.559 --> 00:11:22.399
So when you were describing, Tony,

00:11:22.419 --> 00:11:24.480
about AI can do the accountability and

00:11:24.500 --> 00:11:26.120
this and that, no, it cannot.

00:11:26.640 --> 00:11:28.221
That's why that company,

00:11:28.741 --> 00:11:31.481
because behavior change requires more than

00:11:31.621 --> 00:11:32.982
a push notification, an email,

00:11:33.023 --> 00:11:35.283
a text message to go log into an

00:11:35.363 --> 00:11:35.582
app.

00:11:37.104 --> 00:11:41.264
I am firmly a believer that for

00:11:41.284 --> 00:11:41.904
accountability...

00:11:42.664 --> 00:11:43.065
Like this.

00:11:43.586 --> 00:11:45.086
Like, I know we're still, guys,

00:11:45.105 --> 00:11:45.787
we're still live.

00:11:45.826 --> 00:11:46.927
This is not AI apps.

00:11:46.966 --> 00:11:48.248
Like, there's accountability.

00:11:48.288 --> 00:11:49.849
Like, I know I got to finish my,

00:11:50.809 --> 00:11:52.630
get dressed in my hair and brush my

00:11:52.671 --> 00:11:53.551
teeth and my breakfast.

00:11:53.591 --> 00:11:55.272
I got to make sure I'm here live

00:11:55.292 --> 00:11:56.452
because you guys are going to just go

00:11:56.533 --> 00:11:57.552
live at eight thirty a.m.

00:11:57.633 --> 00:11:57.994
anyway.

00:11:58.354 --> 00:11:58.494
Right.

00:11:58.514 --> 00:11:59.313
So there's accountability.

00:11:59.333 --> 00:12:01.075
Now, if this was just like, oh,

00:12:01.134 --> 00:12:03.456
I could just it's just like Hinge Health

00:12:03.517 --> 00:12:04.456
notification, whatever.

00:12:04.797 --> 00:12:06.597
And I could just do it whenever I'll

00:12:06.658 --> 00:12:07.259
push it off.

00:12:07.739 --> 00:12:11.624
So I disagree that hinge and sword and

00:12:11.644 --> 00:12:12.404
all that, Tony,

00:12:12.445 --> 00:12:15.509
can be replacing all of the

00:12:15.869 --> 00:12:16.409
accountability,

00:12:16.450 --> 00:12:18.873
which is one of the big components of

00:12:19.653 --> 00:12:22.157
behavior change and pain relief and

00:12:22.197 --> 00:12:23.958
recovery and wellness and health and all

00:12:23.999 --> 00:12:24.179
that.

00:12:26.172 --> 00:12:27.331
Question that's on screen right now.

00:12:27.613 --> 00:12:29.732
Are PTs quietly losing the front door to

00:12:29.773 --> 00:12:30.072
care?

00:12:30.232 --> 00:12:30.474
I mean,

00:12:30.854 --> 00:12:32.173
instead of having to go to individuals,

00:12:32.193 --> 00:12:33.815
they're going to... So, I mean,

00:12:34.054 --> 00:12:35.894
so the question that was asked,

00:12:35.934 --> 00:12:37.416
are PTs quietly losing the front door?

00:12:38.395 --> 00:12:39.736
Will we eventually be only left with the

00:12:39.756 --> 00:12:45.339
back door?

00:12:45.359 --> 00:12:48.279
So, this is, you know, a great, like...

00:12:49.126 --> 00:12:51.327
visual display of, okay,

00:12:51.388 --> 00:12:53.307
we still have a free market to some

00:12:53.347 --> 00:12:53.707
level.

00:12:54.649 --> 00:12:56.328
It's going to be decided, right?

00:12:56.469 --> 00:12:58.490
If the consumer wants what they are

00:12:58.549 --> 00:12:59.210
producing,

00:12:59.250 --> 00:13:01.051
the consumer is going to choose it and

00:13:01.370 --> 00:13:02.770
we will decay.

00:13:03.490 --> 00:13:04.692
The profession will die out.

00:13:05.152 --> 00:13:06.672
If the consumer doesn't want it,

00:13:07.172 --> 00:13:09.913
my biggest fear is then regulation steps

00:13:10.033 --> 00:13:12.573
in and somebody in government somewhere

00:13:12.614 --> 00:13:15.134
says, no, we got to listen to Dave.

00:13:15.174 --> 00:13:16.975
We got to listen to the therapist.

00:13:17.014 --> 00:13:18.576
We can't allow this to happen.

00:13:19.176 --> 00:13:20.717
And it stifles innovation.

00:13:20.857 --> 00:13:23.519
It takes away the opportunity for a

00:13:23.600 --> 00:13:26.403
company like Hinge to either live or die

00:13:26.562 --> 00:13:27.583
on their own merits.

00:13:28.124 --> 00:13:28.924
And it just, you know,

00:13:29.225 --> 00:13:30.706
that's what really concerns me here.

00:13:31.259 --> 00:13:32.181
Yeah.

00:13:32.201 --> 00:13:32.760
Moving forward.

00:13:32.921 --> 00:13:33.361
Moving forward.

00:13:33.442 --> 00:13:34.182
I said this before.

00:13:34.763 --> 00:13:36.923
The consumer in general across the entire

00:13:36.943 --> 00:13:38.625
country over the next five or ten years

00:13:38.966 --> 00:13:42.128
does not want will not want Hinge Health

00:13:42.148 --> 00:13:42.668
or Sword Health.

00:13:42.869 --> 00:13:44.210
These companies will go away.

00:13:44.570 --> 00:13:46.230
I'm telling you, they do not.

00:13:46.932 --> 00:13:48.052
The insurance companies want this.

00:13:48.493 --> 00:13:49.734
They want this product and service.

00:13:49.754 --> 00:13:50.494
Sure.

00:13:50.533 --> 00:13:52.475
The any other stakeholders want this

00:13:52.515 --> 00:13:54.437
product or service to minimize paying for

00:13:54.496 --> 00:13:56.217
billable units or physical therapy or

00:13:56.238 --> 00:13:56.599
whatever.

00:13:56.839 --> 00:13:57.019
Yeah.

00:13:57.505 --> 00:13:59.167
The consumer, the actual employee,

00:13:59.187 --> 00:14:00.028
we talked about this before,

00:14:00.248 --> 00:14:02.149
an employee at, I don't know,

00:14:02.168 --> 00:14:03.629
Cargill or Walmart,

00:14:03.970 --> 00:14:05.591
and they get Hinge Health and Sword Health

00:14:05.630 --> 00:14:06.051
for free,

00:14:06.451 --> 00:14:09.133
and they get fired or they leave Walmart

00:14:09.173 --> 00:14:11.575
or Cargill, they move to another job.

00:14:11.875 --> 00:14:14.096
Now that job does not give Hinge Health

00:14:14.115 --> 00:14:14.996
and Sword Health for free.

00:14:15.317 --> 00:14:17.357
That person will not pay ten dollars a

00:14:17.437 --> 00:14:19.119
month for Hinge Health or Sword Health.

00:14:19.379 --> 00:14:20.759
The consumer does not want this.

00:14:21.841 --> 00:14:24.461
drew uh right here drew cruz uh thank

00:14:24.481 --> 00:14:26.984
you for joining in live he's saying

00:14:27.063 --> 00:14:28.504
wouldn't we rather have those people on

00:14:28.543 --> 00:14:31.426
the remote side and more complex in person

00:14:31.686 --> 00:14:34.527
yeah sure that's fine that's fine the the

00:14:34.586 --> 00:14:36.628
people on the remote side there needs to

00:14:36.668 --> 00:14:38.729
be some human accountability on the other

00:14:38.828 --> 00:14:40.929
end in my opinion to do remote programming

00:14:40.950 --> 00:14:43.071
and all that when i paid mike laviolette

00:14:43.131 --> 00:14:45.373
the physical therapist to do remote

00:14:45.413 --> 00:14:47.594
programming i knew that if i was if

00:14:47.653 --> 00:14:47.974
i was not

00:14:48.313 --> 00:14:50.115
clicking my exercises and submitting my

00:14:50.154 --> 00:14:50.695
workouts,

00:14:50.995 --> 00:14:53.655
and he was asking me questions in between

00:14:53.696 --> 00:14:55.657
workouts or every other day or every other

00:14:55.677 --> 00:14:55.917
week,

00:14:56.517 --> 00:14:57.616
I knew that there was some human

00:14:57.657 --> 00:14:58.197
accountability.

00:14:58.256 --> 00:14:59.677
That made me change my behavior.

00:14:59.717 --> 00:15:01.138
My goal was to work out and break

00:15:01.177 --> 00:15:02.078
a sweat every single day.

00:15:03.159 --> 00:15:05.042
But I knew the crux of it was

00:15:05.062 --> 00:15:05.221
like,

00:15:05.481 --> 00:15:09.525
I have this urge to satisfy this other

00:15:09.546 --> 00:15:09.886
human.

00:15:10.067 --> 00:15:10.967
There's some oversight.

00:15:11.008 --> 00:15:11.928
They're watching me.

00:15:12.629 --> 00:15:13.730
And when it's digital,

00:15:13.951 --> 00:15:15.711
there is no influence or there's

00:15:15.792 --> 00:15:17.094
significantly less influence.

00:15:17.114 --> 00:15:17.894
So yes, Drew.

00:15:18.695 --> 00:15:19.894
You can have those people remotely.

00:15:19.975 --> 00:15:20.836
Why not do that yourself?

00:15:20.875 --> 00:15:21.916
I know Tony's talked about remote

00:15:21.956 --> 00:15:23.676
programming or remote therapeutic

00:15:23.716 --> 00:15:24.155
monitoring.

00:15:24.475 --> 00:15:26.236
You could have it as a self-paced service,

00:15:26.797 --> 00:15:30.357
but as a standalone service, Hinge Health,

00:15:30.398 --> 00:15:32.018
Sword Health, no one,

00:15:32.217 --> 00:15:34.379
no consumer is going to pay five, ten,

00:15:34.418 --> 00:15:35.798
fifteen dollars a month for it out of

00:15:35.879 --> 00:15:37.818
pocket if they don't get it through their

00:15:37.839 --> 00:15:38.240
employer.

00:15:38.299 --> 00:15:39.360
Full stop.

00:15:39.740 --> 00:15:40.419
Don't disagree.

00:15:40.480 --> 00:15:41.740
Someone was having this conversation

00:15:41.779 --> 00:15:43.740
yesterday and I appreciate where they were

00:15:43.760 --> 00:15:44.280
coming from.

00:15:45.386 --> 00:15:46.706
But they were like, hey, wouldn't you pay?

00:15:47.027 --> 00:15:48.687
They were sort of taking Tony's model of

00:15:48.707 --> 00:15:50.727
a hundred dollars a month access to his

00:15:50.768 --> 00:15:52.788
clinic for gym.

00:15:52.827 --> 00:15:53.268
But they were like,

00:15:53.528 --> 00:15:55.428
wouldn't you want for a hundred dollars a

00:15:55.489 --> 00:15:57.068
month, twenty five dollars a week,

00:15:57.688 --> 00:16:00.049
a daily check in with your PT and

00:16:00.210 --> 00:16:02.690
up an email update, a blob.

00:16:02.769 --> 00:16:04.049
And what they were talking about,

00:16:04.070 --> 00:16:05.671
what I was watching in real time was

00:16:05.850 --> 00:16:07.551
feature, feature, feature, feature,

00:16:07.591 --> 00:16:07.910
feature.

00:16:07.951 --> 00:16:10.292
And my response was, what's their problem?

00:16:10.371 --> 00:16:11.591
Like, what is the benefit?

00:16:12.572 --> 00:16:14.553
Now I get an extra text message every

00:16:14.573 --> 00:16:14.793
day.

00:16:14.874 --> 00:16:15.754
I got to be honest with you guys.

00:16:15.894 --> 00:16:17.596
I need less text messages.

00:16:18.135 --> 00:16:19.177
I need better text messages.

00:16:19.216 --> 00:16:20.357
The people I want texting me are

00:16:20.418 --> 00:16:20.918
important.

00:16:20.998 --> 00:16:23.080
I bought a Christmas present a month and

00:16:23.100 --> 00:16:23.580
a half ago,

00:16:23.620 --> 00:16:25.140
and now I'm getting three text messages a

00:16:25.182 --> 00:16:25.461
week.

00:16:26.101 --> 00:16:27.802
I get it, right?

00:16:27.864 --> 00:16:29.365
Get the cell phone number.

00:16:29.384 --> 00:16:30.065
Get the email address.

00:16:30.404 --> 00:16:31.306
Ping, ping, ping, ping, ping.

00:16:31.346 --> 00:16:32.167
If they're not going to buy,

00:16:32.307 --> 00:16:33.227
make them unsubscribe.

00:16:33.927 --> 00:16:35.328
That's not a long-term, not for us.

00:16:35.369 --> 00:16:35.969
That's wrong.

00:16:36.028 --> 00:16:37.070
It's the wrong strategy.

00:16:37.090 --> 00:16:38.250
It's the right strategy if you're trying

00:16:38.270 --> 00:16:39.191
to sell me a duffel bag.

00:16:39.471 --> 00:16:39.851
My man,

00:16:40.091 --> 00:16:41.572
I just bought a duffel bag last month.

00:16:41.793 --> 00:16:44.595
My duffel bag problem is solid for a

00:16:44.634 --> 00:16:45.095
while.

00:16:45.394 --> 00:16:46.916
I'm good on the duffel bags.

00:16:47.177 --> 00:16:48.236
I know you also sell golf.

00:16:48.277 --> 00:16:49.118
This is Agio.

00:16:49.457 --> 00:16:51.940
Golf bags and this and this.

00:16:52.940 --> 00:16:53.360
I know you.

00:16:53.441 --> 00:16:53.980
I see you.

00:16:54.120 --> 00:16:55.221
I'm going to now unsubscribe.

00:16:55.662 --> 00:16:57.923
So understand what problem you're actually

00:16:58.004 --> 00:16:58.484
solving.

00:16:58.803 --> 00:17:02.846
I don't know that Hinge Health has that

00:17:02.907 --> 00:17:03.086
yet.

00:17:03.679 --> 00:17:05.541
So I would say, again,

00:17:05.582 --> 00:17:06.742
reading through the article,

00:17:06.883 --> 00:17:08.463
trying to process and understand,

00:17:09.365 --> 00:17:10.986
I will make recommendations to an

00:17:11.067 --> 00:17:12.887
orthopedic surgeon when I have a patient

00:17:12.907 --> 00:17:14.930
in the clinic who may benefit from an

00:17:15.049 --> 00:17:17.332
orthopedic surgeon's assessment.

00:17:18.133 --> 00:17:20.154
I don't employ an orthopedic surgeon.

00:17:20.414 --> 00:17:22.175
I don't get any benefit from an orthopedic

00:17:22.215 --> 00:17:22.636
surgeon.

00:17:23.336 --> 00:17:24.818
I see this as no different.

00:17:25.358 --> 00:17:27.779
They don't need to go into the business

00:17:27.819 --> 00:17:30.862
of live physical therapists in order to

00:17:30.922 --> 00:17:33.502
solve the problem of delivering physical

00:17:33.563 --> 00:17:34.304
therapy.

00:17:35.084 --> 00:17:37.865
And so it's just, you know,

00:17:38.306 --> 00:17:39.346
I think it's great that they're

00:17:39.385 --> 00:17:41.587
acknowledging, hey, yeah,

00:17:41.708 --> 00:17:43.288
it'd be amazing to have a physical

00:17:43.307 --> 00:17:45.869
therapist in the loop to get a physical

00:17:45.910 --> 00:17:47.590
therapist evaluation.

00:17:48.250 --> 00:17:49.731
But we're not going to pay for it,

00:17:49.892 --> 00:17:49.972
i.e.

00:17:50.012 --> 00:17:50.472
hinge.

00:17:50.653 --> 00:17:52.034
We are not going to pay for it

00:17:52.795 --> 00:17:53.976
because that's not the business we're in.

00:17:54.356 --> 00:17:55.376
It's too ambiguous.

00:17:55.416 --> 00:17:56.838
What am I getting right?

00:17:56.878 --> 00:17:58.800
Like we have different problems to solve.

00:17:58.861 --> 00:18:00.342
We have what the hell do we what

00:18:00.442 --> 00:18:00.981
what are we?

00:18:01.022 --> 00:18:02.824
I was someone someone had a post the

00:18:02.864 --> 00:18:04.445
other day about the movement system.

00:18:04.986 --> 00:18:06.366
And I was like, that was coming out.

00:18:07.228 --> 00:18:07.989
like, ten, twelve,

00:18:08.348 --> 00:18:09.809
thirteen years ago when I was sort of

00:18:10.289 --> 00:18:11.330
in PT school and I was like,

00:18:11.391 --> 00:18:12.751
I don't know what any of this crap

00:18:12.771 --> 00:18:12.932
was.

00:18:13.452 --> 00:18:14.513
I half know what any of this stuff

00:18:14.574 --> 00:18:14.894
is now.

00:18:15.413 --> 00:18:15.795
But I was like,

00:18:15.815 --> 00:18:17.096
I definitely don't know what the movement

00:18:17.115 --> 00:18:17.715
system is.

00:18:17.756 --> 00:18:18.896
And then I was looking into it and

00:18:18.916 --> 00:18:19.537
then, of course, I'm like,

00:18:19.576 --> 00:18:20.337
I got AI now.

00:18:20.377 --> 00:18:21.739
So I've got some posts coming out next

00:18:21.798 --> 00:18:22.440
week that sort of

00:18:23.423 --> 00:18:24.825
poke the bear like, hey,

00:18:24.865 --> 00:18:26.227
this was actually a good idea.

00:18:26.346 --> 00:18:27.228
We screwed it up.

00:18:27.288 --> 00:18:30.010
We screwed up the marketing of it.

00:18:30.330 --> 00:18:33.954
We went to flowcharts and white papers and

00:18:34.075 --> 00:18:34.776
roundtable.

00:18:34.816 --> 00:18:36.978
We went to PDFs instead of JPEGs.

00:18:37.378 --> 00:18:39.039
We should have made movies about this.

00:18:39.079 --> 00:18:40.521
We should have done live streams instead

00:18:40.561 --> 00:18:40.642
of,

00:18:41.001 --> 00:18:42.523
let me explain to you what the movement

00:18:42.544 --> 00:18:42.663
is.

00:18:42.723 --> 00:18:44.165
If you can't explain it in twelve seconds,

00:18:44.185 --> 00:18:44.826
you don't have a thing.

00:18:44.846 --> 00:18:45.747
You don't have a good idea.

00:18:46.347 --> 00:18:47.128
That's actually not true.

00:18:47.348 --> 00:18:48.609
But if you can't explain it in twelve

00:18:48.650 --> 00:18:48.930
seconds,

00:18:49.089 --> 00:18:50.230
no one else is going to think you

00:18:50.250 --> 00:18:50.750
have a good idea.

00:18:50.770 --> 00:18:51.932
You might have a good idea,

00:18:52.152 --> 00:18:53.073
but if you can't explain it,

00:18:53.113 --> 00:18:54.114
it doesn't matter.

00:18:54.213 --> 00:18:55.815
Hinge is really good at explaining stuff

00:18:56.435 --> 00:18:57.636
to a different audience.

00:18:57.656 --> 00:18:59.357
Am I wrong?

00:19:00.038 --> 00:19:01.358
To employers, they go, hey,

00:19:01.579 --> 00:19:02.420
do you want to do a thing?

00:19:03.101 --> 00:19:04.321
It's cost savings.

00:19:04.981 --> 00:19:05.962
So here's my question.

00:19:07.243 --> 00:19:08.444
Is this what they're doing,

00:19:09.685 --> 00:19:10.746
healthcare innovation,

00:19:11.767 --> 00:19:13.489
Or HR innovation?

00:19:14.068 --> 00:19:15.730
I know that I have an opinion, obviously.

00:19:16.310 --> 00:19:18.153
It's like financial engineering.

00:19:18.432 --> 00:19:19.213
I mean, it's not.

00:19:19.554 --> 00:19:21.455
It's not.

00:19:22.676 --> 00:19:23.298
Correct.

00:19:23.438 --> 00:19:26.941
Except we're getting rugged here, right?

00:19:27.000 --> 00:19:27.181
Yeah,

00:19:27.201 --> 00:19:28.762
but if you're going to waste from an

00:19:28.803 --> 00:19:30.263
employer perspective,

00:19:30.403 --> 00:19:31.664
if you're going to waste money,

00:19:31.965 --> 00:19:33.086
let's waste less money.

00:19:35.691 --> 00:19:37.492
If I'm going to pay for one of

00:19:37.532 --> 00:19:39.375
my people to go see Dave,

00:19:40.576 --> 00:19:42.138
and I know my person isn't going to

00:19:42.159 --> 00:19:43.220
do what's prescribed,

00:19:43.240 --> 00:19:44.340
they're not going to do the home

00:19:44.401 --> 00:19:45.061
exercises,

00:19:45.082 --> 00:19:46.282
they're not going to follow Dave's

00:19:46.344 --> 00:19:46.923
instruction.

00:19:48.086 --> 00:19:50.208
Why am I going to waste two hundred

00:19:50.228 --> 00:19:50.729
and fifty,

00:19:50.788 --> 00:19:52.431
five hundred dollars when I can waste

00:19:52.490 --> 00:19:53.230
twenty dollars?

00:19:53.832 --> 00:19:54.132
Like,

00:19:54.653 --> 00:19:57.075
we're going to put the effort out there.

00:19:57.115 --> 00:19:57.895
But I mean,

00:19:57.976 --> 00:19:59.156
it's the same thing for me in the

00:19:59.196 --> 00:19:59.517
clinic.

00:19:59.537 --> 00:19:59.678
Like,

00:19:59.897 --> 00:20:01.578
I'm not going to pay for an expensive

00:20:01.598 --> 00:20:04.561
home exercise delivery system because I

00:20:04.582 --> 00:20:06.644
don't expect my patients to do the home

00:20:06.703 --> 00:20:07.444
exercises.

00:20:08.303 --> 00:20:09.784
If somebody will do it,

00:20:09.924 --> 00:20:10.904
I will spend the money,

00:20:10.944 --> 00:20:14.428
but they're not coming to me for that.

00:20:15.829 --> 00:20:17.290
I don't want to switch topics,

00:20:17.330 --> 00:20:19.333
but I'm dying to hear about Dave and

00:20:19.373 --> 00:20:20.713
the guy listening.

00:20:20.794 --> 00:20:22.055
Let's jump.

00:20:22.394 --> 00:20:23.135
I have a transition.

00:20:23.175 --> 00:20:24.176
We have to pay the bills, guys,

00:20:24.196 --> 00:20:25.018
but let's hear from Ben.

00:20:25.038 --> 00:20:26.838
Ben usually brings good ideas.

00:20:26.878 --> 00:20:28.200
Hinge is applauded for pushing the

00:20:28.240 --> 00:20:29.361
acceptance of digital PT.

00:20:30.241 --> 00:20:32.143
Hinge is applauded for addressing MSK cost

00:20:32.182 --> 00:20:32.542
of care.

00:20:33.023 --> 00:20:35.184
Hinge or something like Hinge is necessary

00:20:35.204 --> 00:20:36.905
in the true scheme of population health

00:20:36.925 --> 00:20:37.425
for MSK.

00:20:37.846 --> 00:20:40.387
It's an inexpensive to deploy layer that

00:20:40.428 --> 00:20:42.628
reserves in-person PT skilled care for

00:20:42.648 --> 00:20:43.368
those who truly need it.

00:20:43.449 --> 00:20:44.369
A good front door.

00:20:45.049 --> 00:20:46.050
You want to be in the front door

00:20:46.090 --> 00:20:46.371
business.

00:20:46.391 --> 00:20:47.132
You don't want to be in the back

00:20:47.172 --> 00:20:47.672
door business.

00:20:49.854 --> 00:20:52.557
i'm just using analogies guys uh but it

00:20:52.596 --> 00:20:54.577
is part of the solution not the solution

00:20:54.617 --> 00:20:57.080
it's never the solution right this is

00:20:57.181 --> 00:20:59.061
never the thing it's always part of the

00:20:59.102 --> 00:21:02.285
thing it depends um all right let's switch

00:21:02.305 --> 00:21:03.905
a little bit of topics but we got

00:21:03.925 --> 00:21:05.007
to pay the bills we got a good

00:21:05.086 --> 00:21:06.228
one this segment is sponsored by

00:21:06.347 --> 00:21:09.490
goniometer gpt the first range of motion

00:21:09.510 --> 00:21:12.634
tool powered by artificial intelligence

00:21:13.074 --> 00:21:14.615
simply pointed at the joint

00:21:15.316 --> 00:21:18.519
And it confidently reports approximately

00:21:18.778 --> 00:21:19.961
ninety something degrees.

00:21:20.381 --> 00:21:22.603
Probably.

00:21:24.184 --> 00:21:26.646
And three contradictory measurements per

00:21:26.686 --> 00:21:27.086
visit.

00:21:27.247 --> 00:21:30.049
Goniometer GPT because accuracy is

00:21:30.130 --> 00:21:32.231
overrated, but AI is trendy.

00:21:32.633 --> 00:21:35.194
Order now at trust the algorithm dot I

00:21:35.414 --> 00:21:36.936
go Goniometer GPT.

00:21:36.957 --> 00:21:37.277
All right.

00:21:37.616 --> 00:21:39.598
So, Dave, a patient found you.

00:21:40.619 --> 00:21:41.941
You dropped this in the group chat like

00:21:42.000 --> 00:21:42.622
super cash.

00:21:42.642 --> 00:21:44.624
Like, hey, Grok got me a payment.

00:21:44.683 --> 00:21:45.184
And I was like,

00:21:45.384 --> 00:21:46.625
the tight end from the Patriots.

00:21:46.645 --> 00:21:47.467
You're like, no, not Grok.

00:21:47.567 --> 00:21:47.906
Grok.

00:21:47.926 --> 00:21:49.288
I spelled it incorrectly.

00:21:50.589 --> 00:21:51.530
I don't think you spelled it incorrectly.

00:21:51.550 --> 00:21:52.632
I think you just read it incorrectly

00:21:52.652 --> 00:21:53.792
because I have ADD or whatever.

00:21:54.492 --> 00:21:54.913
Dyslexia.

00:21:55.575 --> 00:21:57.215
We may be entering a world where patients

00:21:57.256 --> 00:21:58.978
don't search for clinics anymore.

00:21:59.137 --> 00:22:00.439
Think about that.

00:22:01.140 --> 00:22:03.741
We never wanted to search for the answer.

00:22:04.022 --> 00:22:05.003
We wanted the answer.

00:22:05.523 --> 00:22:05.743
I mean,

00:22:06.244 --> 00:22:07.384
I got when I was growing up like,

00:22:07.705 --> 00:22:09.686
hey, I was taught, ask questions,

00:22:09.987 --> 00:22:11.347
ask questions, figure things out.

00:22:11.608 --> 00:22:12.229
Hey, what's this?

00:22:12.409 --> 00:22:14.411
Go look it up.

00:22:14.490 --> 00:22:15.191
I wanted the answer.

00:22:15.211 --> 00:22:15.832
You told me to go look.

00:22:15.872 --> 00:22:16.412
OK, got it.

00:22:16.451 --> 00:22:17.133
I could have done that.

00:22:17.192 --> 00:22:18.913
So we may be entering a world now

00:22:18.933 --> 00:22:20.674
where patients don't search for clinics.

00:22:20.714 --> 00:22:22.557
They ask for a solution to a problem.

00:22:22.636 --> 00:22:23.877
And I hope you're the answer.

00:22:23.917 --> 00:22:25.378
So let's reverse engineer this.

00:22:25.878 --> 00:22:27.599
How did you know that it came from?

00:22:28.121 --> 00:22:30.261
How did what what found you like?

00:22:30.301 --> 00:22:30.903
Tell the story.

00:22:32.199 --> 00:22:32.579
Yeah,

00:22:32.720 --> 00:22:34.801
I want to cover this briefly because I

00:22:34.862 --> 00:22:36.724
definitely want to get into the us

00:22:36.785 --> 00:22:39.428
recording patient encounters through an AI

00:22:39.728 --> 00:22:40.970
app recording audio.

00:22:41.089 --> 00:22:41.891
That's a little teaser.

00:22:42.551 --> 00:22:45.234
In terms of this, new patient called in.

00:22:46.502 --> 00:22:48.285
Our secretary always gets contact

00:22:48.305 --> 00:22:48.825
information,

00:22:48.865 --> 00:22:50.165
a little bit of patient demographic

00:22:50.185 --> 00:22:51.166
information about what's going on.

00:22:51.207 --> 00:22:53.009
Are they looking for an office visit?

00:22:53.048 --> 00:22:54.869
Because yes, guys, we have an office.

00:22:55.151 --> 00:22:56.311
Or are they looking for a house call?

00:22:56.771 --> 00:22:58.292
So if it's a house call,

00:22:58.333 --> 00:22:59.034
what's your address?

00:22:59.054 --> 00:22:59.634
That type of stuff.

00:23:00.035 --> 00:23:01.276
And they always have to ask.

00:23:02.176 --> 00:23:03.217
Otherwise, I would be very mad.

00:23:03.298 --> 00:23:04.057
They have to ask,

00:23:04.659 --> 00:23:05.519
how did you hear about us?

00:23:06.200 --> 00:23:07.361
Did you hear about us?

00:23:07.760 --> 00:23:09.102
I mentioned here on the show before that

00:23:09.122 --> 00:23:12.023
we've had maybe two or three people find

00:23:12.045 --> 00:23:13.786
this through ChatGPT when they're

00:23:13.806 --> 00:23:15.467
prompted, hey, how did you hear about us?

00:23:15.866 --> 00:23:17.067
Because historically, it's been like,

00:23:17.709 --> 00:23:19.549
other than word of mouth or a physician

00:23:19.630 --> 00:23:21.070
or a nurse agency or whatever,

00:23:21.531 --> 00:23:22.551
it's usually Google.

00:23:23.292 --> 00:23:25.334
And so we had those two or three

00:23:25.375 --> 00:23:26.695
previous ChatGPT leads.

00:23:27.215 --> 00:23:27.915
And now yesterday...

00:23:28.757 --> 00:23:29.817
or the day before, whenever it was,

00:23:30.499 --> 00:23:33.383
we had our first lead patient or

00:23:33.442 --> 00:23:35.285
prospective patient come through Grok.

00:23:35.786 --> 00:23:37.007
And I actually had never used it.

00:23:37.067 --> 00:23:37.847
I had to pull it up and I

00:23:37.887 --> 00:23:38.188
was, oh,

00:23:38.228 --> 00:23:39.390
this is the thing that's like through

00:23:39.430 --> 00:23:40.070
Twitter or whatever,

00:23:40.090 --> 00:23:42.614
but it looks just like ChatGPT or Gemini

00:23:42.634 --> 00:23:42.933
or whatever.

00:23:43.714 --> 00:23:45.297
Yeah, they look, they look very similar.

00:23:45.958 --> 00:23:48.540
And so that I, I even, I,

00:23:48.780 --> 00:23:50.883
I spoke with the, the prospective patient.

00:23:50.903 --> 00:23:51.884
Cause like, I got to hear this,

00:23:51.923 --> 00:23:55.107
but then I went into my normal approach.

00:23:55.127 --> 00:23:56.368
So I didn't, I should, I,

00:23:56.730 --> 00:23:57.451
I can maybe ask,

00:23:57.471 --> 00:23:58.612
but I didn't ask like, what was,

00:23:58.791 --> 00:23:59.593
what did they look for?

00:23:59.613 --> 00:24:00.253
What did they prompt?

00:24:00.273 --> 00:24:01.555
But they were looking for a home visit.

00:24:02.496 --> 00:24:03.817
They were looking for a home visit and

00:24:03.896 --> 00:24:05.877
I can't remember the guy's date of birth,

00:24:05.897 --> 00:24:06.597
but he was like,

00:24:06.698 --> 00:24:08.259
he's like in his thirties or forties.

00:24:08.298 --> 00:24:10.460
So I like, obviously like, you know,

00:24:10.480 --> 00:24:12.780
typically a younger person in general

00:24:12.820 --> 00:24:14.321
would be more likely to use these tools.

00:24:14.362 --> 00:24:16.462
Not always, but in general right now.

00:24:17.123 --> 00:24:18.183
So yeah.

00:24:18.203 --> 00:24:18.804
So that's interesting,

00:24:18.824 --> 00:24:19.684
but that's it really.

00:24:19.704 --> 00:24:19.944
Yeah.

00:24:20.644 --> 00:24:21.486
So you might be right.

00:24:21.506 --> 00:24:22.686
You might say something like someone

00:24:22.846 --> 00:24:23.346
older, someone...

00:24:23.708 --> 00:24:25.009
We're going to be ageist here for a

00:24:25.088 --> 00:24:25.409
second.

00:24:25.509 --> 00:24:26.069
I apologize,

00:24:26.109 --> 00:24:27.611
Kathy Cholick and everybody from APT,

00:24:27.691 --> 00:24:28.111
Jerry Axios.

00:24:28.411 --> 00:24:29.192
You might say, well,

00:24:29.231 --> 00:24:31.093
someone who's sixty years old isn't going

00:24:31.113 --> 00:24:31.354
to use...

00:24:31.394 --> 00:24:32.795
Sixty plus isn't going to use AI.

00:24:33.575 --> 00:24:35.135
But now when you Google something,

00:24:35.237 --> 00:24:37.698
the first result is now there.

00:24:38.118 --> 00:24:39.559
They're not waiting for you to go look

00:24:39.599 --> 00:24:40.000
for that.

00:24:40.641 --> 00:24:42.582
They're jamming it where you are already

00:24:42.622 --> 00:24:43.143
looking, which...

00:24:44.201 --> 00:24:46.843
If you're going for user adoption,

00:24:46.962 --> 00:24:48.765
that's the way to go, right?

00:24:49.164 --> 00:24:50.645
Google's quietly saying, hey,

00:24:50.685 --> 00:24:52.847
this is a threat, but we have one,

00:24:52.907 --> 00:24:54.328
so we're going to put it as the

00:24:54.368 --> 00:24:55.269
first search result.

00:24:56.770 --> 00:24:56.911
Yeah,

00:24:56.990 --> 00:24:58.172
I would love to hear what were they

00:24:59.113 --> 00:25:00.193
looking for?

00:25:00.334 --> 00:25:01.474
How did this start?

00:25:01.974 --> 00:25:03.936
Even before, the emotional, like,

00:25:03.957 --> 00:25:04.356
God damn,

00:25:04.376 --> 00:25:05.438
I've got to take care of this.

00:25:05.798 --> 00:25:07.640
And then you have all these options.

00:25:07.700 --> 00:25:08.339
What did you do?

00:25:08.400 --> 00:25:09.560
And then on the flip side...

00:25:10.480 --> 00:25:12.603
How did Grok know that you were the

00:25:12.742 --> 00:25:13.064
answer?

00:25:13.124 --> 00:25:14.505
Is it SEO?

00:25:14.545 --> 00:25:19.570
What are we calling AI suggestion

00:25:19.631 --> 00:25:20.270
optimization?

00:25:20.310 --> 00:25:21.353
I know somebody already probably has a

00:25:21.373 --> 00:25:23.394
term, but it's SEO for AI.

00:25:23.515 --> 00:25:24.075
I don't know what it is.

00:25:24.095 --> 00:25:26.157
Yeah, prompt optimization.

00:25:26.178 --> 00:25:27.519
I don't know.

00:25:27.538 --> 00:25:28.359
I'm sure there's going to be a word

00:25:28.380 --> 00:25:29.320
that comes up soon.

00:25:29.340 --> 00:25:30.102
What you do...

00:25:31.303 --> 00:25:32.344
to be the answer.

00:25:32.403 --> 00:25:34.365
Somebody asked me two years ago or in

00:25:34.424 --> 00:25:35.385
a comment was like,

00:25:35.425 --> 00:25:37.528
how do we get AI to make sure

00:25:37.548 --> 00:25:38.989
that when someone asks a question like

00:25:39.009 --> 00:25:40.150
this, we are the answer.

00:25:40.170 --> 00:25:40.509
And I was like,

00:25:40.609 --> 00:25:41.971
you need to be the answer is what

00:25:42.010 --> 00:25:42.611
I'm looking at.

00:25:42.730 --> 00:25:42.830
But,

00:25:43.051 --> 00:25:45.133
but how do they know the answer for

00:25:45.192 --> 00:25:45.713
that guy?

00:25:45.753 --> 00:25:47.954
Like, I want to know how it's called.

00:25:48.015 --> 00:25:49.675
Yeah, that, that I don't have the answer,

00:25:49.737 --> 00:25:51.857
but I'm assuming like, so, okay.

00:25:51.877 --> 00:25:53.159
So even right now, like if you,

00:25:53.479 --> 00:25:54.240
I think you did this before,

00:25:54.259 --> 00:25:55.901
if you pulled up like, uh,

00:25:55.921 --> 00:25:56.761
it's called AEO.

00:25:56.862 --> 00:25:58.643
Oh, so artificial intelligence.

00:26:01.876 --> 00:26:03.457
artificial engine optimization.

00:26:04.297 --> 00:26:06.258
So like SEO search engine optimization.

00:26:06.298 --> 00:26:10.499
So artificial engine optimization, AEO.

00:26:11.319 --> 00:26:12.740
So I think if you just typed in

00:26:12.779 --> 00:26:15.461
like in-home physical therapy Manhattan,

00:26:15.881 --> 00:26:18.122
then it'll give you like the top three

00:26:18.162 --> 00:26:18.622
or five.

00:26:20.272 --> 00:26:22.236
Ben Gaiman said Dave quietly whispers into

00:26:22.256 --> 00:26:23.938
his Roomba every day for how great AI

00:26:23.958 --> 00:26:24.557
and robots are.

00:26:24.617 --> 00:26:26.401
And then AI and robots, of course,

00:26:26.520 --> 00:26:27.622
answer engine optimization.

00:26:29.344 --> 00:26:30.125
Oh, answer, answer.

00:26:30.164 --> 00:26:31.307
Okay.

00:26:31.326 --> 00:26:32.709
Do you guys know Pete Holmes?

00:26:32.749 --> 00:26:33.368
He's a comedian.

00:26:33.388 --> 00:26:35.352
I don't know.

00:26:35.838 --> 00:26:37.380
He's funny, and you've seen him,

00:26:37.500 --> 00:26:38.519
and he does this bit,

00:26:38.779 --> 00:26:39.359
and I don't know.

00:26:39.460 --> 00:26:41.980
I don't know if I can tell a

00:26:42.020 --> 00:26:43.182
bit because he has to say the word

00:26:43.221 --> 00:26:44.481
dildo like sixty-eight times.

00:26:44.761 --> 00:26:46.083
He stops in the middle of a comedy

00:26:46.103 --> 00:26:46.363
routine.

00:26:46.403 --> 00:26:49.044
Nate, Nate, Nate, edit that out, please,

00:26:49.064 --> 00:26:50.624
before we put him on the show.

00:26:50.644 --> 00:26:52.805
He won't say it sixty times,

00:26:52.845 --> 00:26:53.744
but he's saying it.

00:26:53.805 --> 00:26:55.346
He stops in the middle of a comedy

00:26:55.385 --> 00:26:55.546
routine.

00:26:55.566 --> 00:26:56.046
He's saying it.

00:26:56.066 --> 00:26:57.747
He's like, I want to buy a bleep.

00:26:57.826 --> 00:26:59.086
I want to buy a bleep bleep.

00:26:59.307 --> 00:27:00.428
I want to buy a big bleep bleep

00:27:00.448 --> 00:27:01.208
bleep bleep bleep.

00:27:01.228 --> 00:27:02.288
And everybody in the audience is like,

00:27:02.488 --> 00:27:02.688
what?

00:27:02.888 --> 00:27:03.888
He does it for like a minute.

00:27:04.675 --> 00:27:05.076
And then he goes,

00:27:05.317 --> 00:27:06.917
good luck with all those targeted ads over

00:27:06.938 --> 00:27:07.557
the next week.

00:27:07.617 --> 00:27:09.019
And I was like, oh my God,

00:27:09.058 --> 00:27:11.000
he hacked everybody's algorithm in theory.

00:27:11.040 --> 00:27:12.501
But like, that's the question,

00:27:12.521 --> 00:27:15.183
which is like, how, what's the input?

00:27:15.243 --> 00:27:16.605
We want to be the output.

00:27:17.006 --> 00:27:18.286
We need to understand the middle.

00:27:18.767 --> 00:27:19.607
And then how, of course,

00:27:19.627 --> 00:27:21.709
to hack the system with what Will has

00:27:21.749 --> 00:27:23.109
now educated us as AEO,

00:27:23.210 --> 00:27:25.872
answer engine optimization.

00:27:25.912 --> 00:27:27.333
I like how it's answer engine and not

00:27:27.513 --> 00:27:27.993
AI.

00:27:28.054 --> 00:27:30.336
Because like, if you are the answer,

00:27:30.375 --> 00:27:31.636
I do want you to be found.

00:27:31.797 --> 00:27:32.998
I don't want you to be the best

00:27:33.018 --> 00:27:34.318
cast secret in your town.

00:27:35.455 --> 00:27:38.118
I'm sure it comes back to pulling from

00:27:38.640 --> 00:27:42.624
whatever your current digital footprint

00:27:42.723 --> 00:27:43.164
is, right?

00:27:43.184 --> 00:27:44.846
So like online reviews, Google reviews,

00:27:44.885 --> 00:27:45.547
Yelp reviews,

00:27:46.327 --> 00:27:47.970
maybe SEO pages on your website.

00:27:48.029 --> 00:27:48.549
I don't know.

00:27:48.691 --> 00:27:50.432
Or like link, you know, backlinks.

00:27:50.511 --> 00:27:51.834
I can't imagine it being that much

00:27:51.874 --> 00:27:52.595
different than SEO.

00:27:53.103 --> 00:27:55.086
That was my question now to Tony.

00:27:55.186 --> 00:27:56.849
Everything's just a circle, guys.

00:27:56.910 --> 00:27:58.932
Are we back to make sure there's words

00:27:58.992 --> 00:27:59.795
on your page?

00:28:00.675 --> 00:28:01.758
And probably now,

00:28:02.278 --> 00:28:03.661
everything's smarter just by...

00:28:04.201 --> 00:28:05.523
We used to put words...

00:28:06.951 --> 00:28:08.814
on white background in white text at the

00:28:08.854 --> 00:28:09.934
bottom of our web pages.

00:28:09.974 --> 00:28:10.815
So we'd get found.

00:28:10.974 --> 00:28:12.155
It was like a way to like hack

00:28:12.175 --> 00:28:12.616
the system.

00:28:12.936 --> 00:28:15.799
And then when AI was reading job resumes,

00:28:16.140 --> 00:28:18.422
we were doing that and everything's a cold

00:28:18.461 --> 00:28:18.902
war, right?

00:28:19.122 --> 00:28:19.843
I have missiles.

00:28:20.063 --> 00:28:21.124
I have fifty missiles.

00:28:21.304 --> 00:28:22.684
I have space lasers, right?

00:28:22.724 --> 00:28:24.046
Everything's just like a little bit to

00:28:24.066 --> 00:28:24.326
whatever.

00:28:25.563 --> 00:28:26.564
What's the right way?

00:28:26.584 --> 00:28:28.165
Because what you want to do is you

00:28:28.185 --> 00:28:29.346
want to do it the right way so

00:28:29.366 --> 00:28:30.728
you don't get dinged because you might

00:28:30.748 --> 00:28:33.790
always get shadow banned or whatever.

00:28:34.131 --> 00:28:35.291
So my question, I guess,

00:28:35.532 --> 00:28:38.375
to Will or Tony or whoever's listening

00:28:38.415 --> 00:28:38.816
right now...

00:28:41.458 --> 00:28:53.445
What are they talking about?

00:28:55.426 --> 00:28:56.988
So Jimmy, yeah, the right way,

00:28:57.048 --> 00:28:58.409
just like we do in the clinic,

00:28:58.449 --> 00:28:59.970
what's the right way in the clinic to

00:29:00.009 --> 00:29:00.691
treat a shoulder?

00:29:01.471 --> 00:29:03.791
Eat better, sleep better, exercise more,

00:29:03.872 --> 00:29:05.053
manage your lifestyle.

00:29:05.432 --> 00:29:07.173
What's the right way for Dave to show

00:29:07.334 --> 00:29:09.415
up in Grok or ChatGPT?

00:29:09.816 --> 00:29:12.237
Create a presence, share information,

00:29:12.537 --> 00:29:14.377
deliver unique perspectives,

00:29:14.838 --> 00:29:17.000
answer questions that other people aren't

00:29:17.160 --> 00:29:19.240
answering or answer common questions in

00:29:19.361 --> 00:29:20.122
unique ways.

00:29:21.342 --> 00:29:21.781
That's it.

00:29:21.803 --> 00:29:22.702
There's nothing to it.

00:29:22.722 --> 00:29:23.663
There is no hack.

00:29:23.703 --> 00:29:25.284
There is no special formula.

00:29:26.204 --> 00:29:27.165
The people who do...

00:29:28.205 --> 00:29:30.926
try to find that it's temporary.

00:29:30.987 --> 00:29:33.407
Like Google has been fighting SEO for

00:29:33.488 --> 00:29:33.989
decades.

00:29:34.028 --> 00:29:34.308
I mean,

00:29:34.368 --> 00:29:37.230
you just need to provide value and let

00:29:37.250 --> 00:29:39.250
the machines do their job.

00:29:41.550 --> 00:29:41.671
Yep.

00:29:41.691 --> 00:29:42.632
Do it the right way.

00:29:42.711 --> 00:29:44.772
I got my first cohort of my How

00:29:44.792 --> 00:29:46.595
to Launch a Podcast YouTube channel

00:29:46.634 --> 00:29:46.994
course.

00:29:47.015 --> 00:29:47.634
It's going well.

00:29:47.734 --> 00:29:50.856
And I've come back to the same principle

00:29:50.896 --> 00:29:52.097
because I know I'm talking to healthcare

00:29:52.117 --> 00:29:52.438
people.

00:29:52.598 --> 00:29:53.459
A lot of people in the class are

00:29:53.479 --> 00:29:53.838
PTs.

00:29:53.878 --> 00:29:54.519
Most are PTs.

00:29:55.039 --> 00:29:56.040
And I'm saying, guys, listen,

00:29:56.101 --> 00:29:57.162
I want you to keep this in mind.

00:29:57.362 --> 00:29:59.682
So talk to the audience in a term

00:29:59.742 --> 00:30:00.844
or a phrase or a word or a

00:30:00.884 --> 00:30:01.845
concept they already know.

00:30:02.325 --> 00:30:03.306
And now bring it to the new thing

00:30:03.326 --> 00:30:03.826
that they don't know.

00:30:04.145 --> 00:30:07.788
Frequency, intensity, time, type, volume,

00:30:07.868 --> 00:30:08.308
progression.

00:30:08.328 --> 00:30:09.430
Those are exercise principles.

00:30:10.790 --> 00:30:11.790
Their communication principles.

00:30:12.071 --> 00:30:13.813
Answer the boring question.

00:30:14.573 --> 00:30:15.374
Answer it in text.

00:30:15.614 --> 00:30:16.273
Answer it in video.

00:30:16.413 --> 00:30:17.214
Answer it on LinkedIn.

00:30:17.335 --> 00:30:18.276
Answer it on your website.

00:30:18.375 --> 00:30:20.436
Do it ten different frequency, intensity,

00:30:20.537 --> 00:30:21.978
time, type, volume, progression.

00:30:22.317 --> 00:30:23.098
Do that.

00:30:25.240 --> 00:30:26.121
Drew's like, that is me.

00:30:26.201 --> 00:30:26.740
I'm in this cohort.

00:30:26.780 --> 00:30:27.000
Yes.

00:30:27.321 --> 00:30:28.301
But how many times, Drew,

00:30:28.321 --> 00:30:29.202
like validate this for me,

00:30:29.423 --> 00:30:32.365
have I said the same thing seventeen

00:30:32.404 --> 00:30:33.786
different ways, even in the course?

00:30:33.965 --> 00:30:34.266
Again,

00:30:34.626 --> 00:30:36.048
people didn't join my course because they

00:30:36.067 --> 00:30:37.969
could have Googled or AI'd how to launch

00:30:37.989 --> 00:30:38.409
a podcast.

00:30:38.429 --> 00:30:39.130
They didn't need that.

00:30:39.869 --> 00:30:41.112
They needed clarity and guidance.

00:30:41.132 --> 00:30:42.133
They needed me to hold their hand and

00:30:42.173 --> 00:30:43.575
hold them accountable.

00:30:44.756 --> 00:30:45.757
The accountability.

00:30:45.896 --> 00:30:46.438
Shocking.

00:30:46.498 --> 00:30:47.859
It works if you have a human there.

00:30:48.079 --> 00:30:48.740
Wow.

00:30:49.020 --> 00:30:54.847
These are parallels.

00:30:54.887 --> 00:30:56.028
Talk about that post that you had the

00:30:56.048 --> 00:30:56.369
other day.

00:30:59.357 --> 00:31:00.598
I think I turned it into a video.

00:31:00.739 --> 00:31:02.940
AI is better at selling your plan of

00:31:02.960 --> 00:31:03.180
care.

00:31:03.201 --> 00:31:06.303
AI doesn't freeze on the phone.

00:31:06.982 --> 00:31:08.084
Before we do that,

00:31:08.104 --> 00:31:09.025
because this is related,

00:31:09.065 --> 00:31:12.027
let's get to Dave's listening in because

00:31:12.086 --> 00:31:13.667
this is so important.

00:31:14.401 --> 00:31:14.921
Wait, wait, wait.

00:31:15.560 --> 00:31:16.141
Before we do that,

00:31:16.181 --> 00:31:18.201
we have another sponsor.

00:31:18.221 --> 00:31:19.122
Quick, quick, quick.

00:31:19.501 --> 00:31:20.801
You didn't think that there needed to be

00:31:20.902 --> 00:31:21.842
AI in your ice packs,

00:31:21.882 --> 00:31:24.323
but Ice Pack AI is a first-class therapy

00:31:24.363 --> 00:31:26.202
solution with embedded machine learning.

00:31:26.762 --> 00:31:28.564
Ice Pack AI analyzes swelling, pain,

00:31:28.604 --> 00:31:29.304
therapist's mood,

00:31:29.324 --> 00:31:31.104
and lunar cycles and decides whether you

00:31:31.144 --> 00:31:32.864
deserve cold today.

00:31:33.223 --> 00:31:34.305
Sometimes it applies ice.

00:31:34.565 --> 00:31:36.164
Sometimes it sends a notification that

00:31:36.204 --> 00:31:36.404
says,

00:31:36.545 --> 00:31:38.125
have you tried just not being injured?

00:31:38.785 --> 00:31:41.226
Visit freezewithconfidence.ai.

00:31:43.009 --> 00:31:44.356
So what app are you using?

00:31:44.416 --> 00:31:46.146
And what it would tell us this story.

00:31:47.364 --> 00:31:49.265
Okay, so long story short,

00:31:49.704 --> 00:31:52.446
we have taken the decision to start

00:31:52.527 --> 00:31:54.788
recording our physical therapist

00:31:54.828 --> 00:31:55.848
interactions and visits.

00:31:55.929 --> 00:31:57.170
Now we have the office,

00:31:57.190 --> 00:31:58.711
but historically we've only been doing

00:31:58.770 --> 00:31:59.290
home visits.

00:32:00.491 --> 00:32:02.653
When my therapists do a home visit,

00:32:02.772 --> 00:32:04.594
I literally have no idea what goes on.

00:32:04.734 --> 00:32:05.835
So they'll say like, yeah, here.

00:32:06.075 --> 00:32:06.935
And I'll be like, how did it go?

00:32:06.955 --> 00:32:08.416
And they'll be like this, this and that.

00:32:08.856 --> 00:32:10.397
And then like some patients stay around

00:32:10.438 --> 00:32:12.179
for weeks or months or years and some

00:32:12.278 --> 00:32:13.779
patients drop off after one or two or

00:32:13.799 --> 00:32:14.220
three visits.

00:32:14.259 --> 00:32:16.181
And it's like, there's gotta be something,

00:32:16.261 --> 00:32:16.422
right?

00:32:17.162 --> 00:32:19.262
so real quick if you're listening to this

00:32:19.863 --> 00:32:21.864
uh i'm in new york there's only like

00:32:21.923 --> 00:32:23.124
ten or eleven states where it's a

00:32:23.263 --> 00:32:25.305
two-party consent where you actually have

00:32:25.325 --> 00:32:28.685
to by law tell tell tell the person

00:32:28.786 --> 00:32:31.307
uh that hey i'm recording this if you're

00:32:31.346 --> 00:32:33.727
okay with that whatever um new york has

00:32:33.747 --> 00:32:35.607
a one-way consent believe it or not which

00:32:35.647 --> 00:32:37.588
is great so great for us we are

00:32:37.709 --> 00:32:38.808
still going to put it in the new

00:32:38.828 --> 00:32:40.109
client paperwork we've already done so

00:32:40.130 --> 00:32:41.029
it's like two sentences

00:32:41.589 --> 00:32:42.911
We can actually use some of this.

00:32:43.070 --> 00:32:44.590
It gives us insights so that therapists

00:32:44.611 --> 00:32:45.892
can actually, if they wanted to,

00:32:45.971 --> 00:32:46.792
copy and paste it.

00:32:47.153 --> 00:32:48.492
It's not exactly like a scribe,

00:32:48.532 --> 00:32:50.473
but you can kind of use it for

00:32:50.574 --> 00:32:52.255
documentation purposes as well to be a

00:32:52.295 --> 00:32:53.076
little bit more efficient.

00:32:53.415 --> 00:32:54.296
I framed it that way,

00:32:54.316 --> 00:32:57.897
but then also for increasing the sales

00:32:58.137 --> 00:33:00.598
presentation, the pitch, the first visit,

00:33:01.118 --> 00:33:02.160
presenting the plan of care,

00:33:02.200 --> 00:33:04.580
hitting the milestones of a script that

00:33:04.661 --> 00:33:06.781
I've provided for them, pre and post,

00:33:07.061 --> 00:33:07.942
like, you know, greeting.

00:33:08.643 --> 00:33:10.002
Hey, what are your expectations today?

00:33:10.083 --> 00:33:11.324
Hey, here's the agenda today.

00:33:11.624 --> 00:33:12.423
Here's what we're going to do.

00:33:12.584 --> 00:33:13.683
Do you have any questions?

00:33:14.184 --> 00:33:14.765
Let's do this.

00:33:14.805 --> 00:33:15.325
Let's do this.

00:33:15.345 --> 00:33:16.384
We're going to then do this.

00:33:17.204 --> 00:33:18.205
We're going to do a pre and post

00:33:18.246 --> 00:33:18.566
test.

00:33:18.786 --> 00:33:19.826
We're going to do a little bit of

00:33:20.566 --> 00:33:22.507
treatment or whatever modalities or

00:33:22.527 --> 00:33:23.406
intervention or whatever.

00:33:23.906 --> 00:33:25.307
Then I'm going to talk about the I'm

00:33:25.367 --> 00:33:26.587
going to show you this graphic that we

00:33:26.627 --> 00:33:26.907
have.

00:33:26.948 --> 00:33:28.009
It's called Mount Dumour.

00:33:28.108 --> 00:33:28.388
One, two,

00:33:28.409 --> 00:33:30.388
three steps going back up the mountain as

00:33:30.449 --> 00:33:31.950
a metaphor and a visualization tool.

00:33:33.029 --> 00:33:34.411
three, three legs of the stool.

00:33:34.490 --> 00:33:35.431
Here's why we're different.

00:33:35.830 --> 00:33:36.971
It's a whole Alex Ramosy,

00:33:37.010 --> 00:33:39.011
three legs of the stool pitch metaphor

00:33:39.112 --> 00:33:40.893
explaining like, here's the plan of care,

00:33:41.173 --> 00:33:42.053
laying out the plan of care.

00:33:42.093 --> 00:33:43.094
So it's a lot,

00:33:43.153 --> 00:33:44.614
it's a lot for my therapist to do.

00:33:45.334 --> 00:33:46.194
I can now listen in.

00:33:46.295 --> 00:33:48.035
I can go back the AI and I'm

00:33:48.055 --> 00:33:48.795
not going to say which one,

00:33:48.855 --> 00:33:50.615
cause we're using one and we're probably

00:33:50.635 --> 00:33:51.876
going to switch over to another one.

00:33:52.336 --> 00:33:54.176
And one of these companies eventually are

00:33:54.277 --> 00:33:55.218
going to sponsor the show.

00:33:55.278 --> 00:33:56.137
So I don't want to give them any

00:33:56.218 --> 00:33:58.659
pre juju before the juju is signed.

00:33:59.161 --> 00:34:01.001
This isn't an AI scribe, right?

00:34:02.083 --> 00:34:02.702
What is this?

00:34:02.722 --> 00:34:03.884
What would you call this?

00:34:04.624 --> 00:34:06.105
Well, so we'll take a step back.

00:34:06.546 --> 00:34:07.645
I'm a Philadelphia Eagles fan.

00:34:07.806 --> 00:34:08.567
The Eagles play.

00:34:08.786 --> 00:34:10.007
They're knocked out of the playoffs right

00:34:10.027 --> 00:34:11.829
now, but they play a game on Sunday.

00:34:12.188 --> 00:34:14.471
Then the Philadelphia Eagles do game tape

00:34:14.530 --> 00:34:14.831
review.

00:34:14.871 --> 00:34:16.371
They review game tape on Monday and

00:34:16.411 --> 00:34:16.911
Tuesday.

00:34:17.251 --> 00:34:18.413
They're like, hey, what went well?

00:34:18.833 --> 00:34:20.273
What went poorly or bad?

00:34:20.373 --> 00:34:21.295
Where can we optimize?

00:34:21.335 --> 00:34:22.235
Where can we improve?

00:34:22.596 --> 00:34:24.177
And that's exactly what this does.

00:34:24.436 --> 00:34:25.498
And it grades...

00:34:27.617 --> 00:34:28.478
The insights are insane.

00:34:28.518 --> 00:34:31.601
It grades the therapist on each step of

00:34:31.942 --> 00:34:34.063
the sales script that whether they get a

00:34:34.184 --> 00:34:34.744
one out of five,

00:34:34.764 --> 00:34:35.846
they get a four out of five.

00:34:36.106 --> 00:34:37.186
It grades each step.

00:34:37.608 --> 00:34:38.349
It gives insights.

00:34:38.389 --> 00:34:39.750
It tells how much they talked,

00:34:39.889 --> 00:34:41.552
their talk ratio versus the patient's talk

00:34:41.572 --> 00:34:41.931
ratio.

00:34:42.253 --> 00:34:43.733
I can ask a questions like, Hey,

00:34:44.434 --> 00:34:46.237
when you, when they were speaking to Mr.

00:34:46.277 --> 00:34:46.556
Smith,

00:34:47.398 --> 00:34:48.780
Did the therapist hit on any emotional

00:34:48.820 --> 00:34:49.159
triggers?

00:34:49.541 --> 00:34:50.001
Did Mr.

00:34:50.041 --> 00:34:52.483
Smith get flustered or shocked with the

00:34:52.523 --> 00:34:53.585
pricing and the cost?

00:34:53.985 --> 00:34:55.507
Did they explain,

00:34:55.547 --> 00:34:56.789
did they give any objections?

00:34:57.329 --> 00:34:58.190
Did the therapist, uh,

00:34:58.911 --> 00:35:02.295
did the therapist mention the word, uh,

00:35:03.032 --> 00:35:05.353
package or whatever the words are.

00:35:05.893 --> 00:35:10.157
It can grade the therapist on what words

00:35:10.177 --> 00:35:10.697
to avoid,

00:35:10.737 --> 00:35:11.838
and I can put a bunch of words

00:35:11.858 --> 00:35:13.681
to avoid in the system,

00:35:13.721 --> 00:35:18.244
like discharge or whatever words you want

00:35:18.364 --> 00:35:19.445
to avoid.

00:35:20.505 --> 00:35:21.447
If I don't want them to say...

00:35:24.110 --> 00:35:24.469
price.

00:35:24.690 --> 00:35:26.351
I could have him say like investment or,

00:35:26.672 --> 00:35:27.092
you know, do you,

00:35:27.211 --> 00:35:28.972
or do you have funds or funding or

00:35:29.353 --> 00:35:31.094
like different words that I would want the

00:35:31.135 --> 00:35:32.436
therapist to use and not use.

00:35:33.056 --> 00:35:33.815
It's insane.

00:35:33.836 --> 00:35:34.617
The amount of insights.

00:35:34.717 --> 00:35:36.257
And I was mentioning this because last

00:35:36.297 --> 00:35:37.599
night I'm home in Brooklyn.

00:35:37.898 --> 00:35:39.800
My therapist is in the office at five,

00:35:39.820 --> 00:35:40.521
doing an about,

00:35:40.840 --> 00:35:43.103
and I'm listening to the about in real

00:35:43.143 --> 00:35:44.824
time and it's documenting it.

00:35:45.244 --> 00:35:45.664
It's giving,

00:35:45.985 --> 00:35:47.585
I can have the whole transcript if I

00:35:47.626 --> 00:35:48.025
wanted to.

00:35:48.085 --> 00:35:48.485
It's there.

00:35:48.947 --> 00:35:49.786
I have the audio.

00:35:49.847 --> 00:35:50.827
I can go listen to the audio.

00:35:50.887 --> 00:35:51.869
I can click through and listen to

00:35:51.909 --> 00:35:52.748
different audio clips.

00:35:52.829 --> 00:35:53.949
I can ask the AI,

00:35:55.992 --> 00:35:57.612
Any of the questions like, hey,

00:35:57.652 --> 00:35:58.454
how is this going?

00:35:58.893 --> 00:36:00.054
What's the likelihood that this is going

00:36:00.074 --> 00:36:01.536
to convert and they're going to continue

00:36:01.577 --> 00:36:02.177
to stay with us?

00:36:02.518 --> 00:36:03.659
What's the sentiment like?

00:36:03.838 --> 00:36:06.721
Does the patient seem nervous or

00:36:06.762 --> 00:36:07.282
comfortable?

00:36:07.782 --> 00:36:09.364
Or are they asking a lot of questions?

00:36:09.423 --> 00:36:11.005
Are they being quiet and cold?

00:36:11.045 --> 00:36:11.646
Like all that.

00:36:11.666 --> 00:36:12.306
It's insane.

00:36:13.166 --> 00:36:15.248
You can also probably go in and say,

00:36:15.327 --> 00:36:18.331
this is what great looks like.

00:36:18.592 --> 00:36:20.414
Give me a score how this person did

00:36:20.753 --> 00:36:22.356
really quickly from zero to one hundred.

00:36:22.556 --> 00:36:23.677
I've worked with an app like this.

00:36:24.297 --> 00:36:25.980
It was like a sales app that did

00:36:26.039 --> 00:36:27.742
that with phone calls.

00:36:27.961 --> 00:36:29.483
And then also great for me was...

00:36:29.844 --> 00:36:31.905
Uh, what was my next step with that?

00:36:31.945 --> 00:36:32.945
What am I supposed to do?

00:36:32.965 --> 00:36:34.266
Cause Jimmy, by the time I hang up,

00:36:34.346 --> 00:36:35.465
I have no idea who I just talked

00:36:35.485 --> 00:36:35.606
to.

00:36:35.885 --> 00:36:37.887
Here's a great suggestion from Ben though.

00:36:38.146 --> 00:36:39.708
We know how learning takes place.

00:36:40.068 --> 00:36:41.989
Could it shock your physical therapy,

00:36:42.009 --> 00:36:43.409
like a collar or a,

00:36:43.570 --> 00:36:44.329
like a whoop ring?

00:36:44.369 --> 00:36:51.492
Hey, this is how much it costs.

00:36:53.393 --> 00:36:54.134
This is the investment.

00:36:58.177 --> 00:36:59.480
Drew, Drew Cruz is saying,

00:36:59.519 --> 00:37:00.503
I don't know what this is called,

00:37:00.543 --> 00:37:02.067
but shut up and take my money.

00:37:02.266 --> 00:37:02.588
Right.

00:37:02.869 --> 00:37:03.670
And so what,

00:37:03.690 --> 00:37:06.157
so you're listening in real time though.

00:37:06.197 --> 00:37:07.179
That's nuts.

00:37:08.657 --> 00:37:10.340
In real time, I was listening to it.

00:37:10.519 --> 00:37:12.661
I could, I actually, I prompted,

00:37:13.043 --> 00:37:14.784
I was sending a, I sent one message.

00:37:14.804 --> 00:37:16.085
I don't want to be overbearing because my

00:37:16.126 --> 00:37:17.507
new therapist is only like a week and

00:37:17.527 --> 00:37:18.487
a half, two weeks in.

00:37:19.148 --> 00:37:20.050
I sent him a message.

00:37:20.489 --> 00:37:21.650
I sent him a message in real time.

00:37:21.692 --> 00:37:22.331
Now, I don't know if you saw,

00:37:22.351 --> 00:37:24.014
but there was a push notification that hit

00:37:24.054 --> 00:37:26.175
his phone that if he briefly took his

00:37:26.215 --> 00:37:27.376
phone out or flipped his phone over,

00:37:28.038 --> 00:37:29.797
he would be able to click into it.

00:37:29.858 --> 00:37:31.679
And in the question I could message him

00:37:31.699 --> 00:37:33.239
and say, I don't like,

00:37:33.298 --> 00:37:34.878
like we're not going to, but like,

00:37:35.179 --> 00:37:35.900
let's say we,

00:37:36.420 --> 00:37:37.820
I wanted to give like a,

00:37:38.400 --> 00:37:40.780
a manual price reduction or whatever,

00:37:40.800 --> 00:37:42.181
something on the fly, like, Oh,

00:37:42.240 --> 00:37:44.041
offer this or do this or whatever.

00:37:44.320 --> 00:37:45.722
But I'm, but I'm listening in real time.

00:37:46.981 --> 00:37:47.202
Yes.

00:37:47.282 --> 00:37:48.181
Ben, Ben Galen.

00:37:48.202 --> 00:37:48.382
Yes.

00:37:48.442 --> 00:37:50.001
I will message you or send me a

00:37:50.021 --> 00:37:50.242
message.

00:37:50.282 --> 00:37:50.802
So I don't forget,

00:37:50.842 --> 00:37:52.563
but I'll let you know what companies we're

00:37:52.623 --> 00:37:52.822
using.

00:37:53.239 --> 00:37:54.960
How many days until you can just have

00:37:54.981 --> 00:37:56.623
all your therapists wearing the Ray-Ban

00:37:56.663 --> 00:37:58.244
metaglasses and you can be watching the

00:37:58.324 --> 00:38:00.365
eval in real time while it's transcribing?

00:38:00.646 --> 00:38:02.588
I mean, honestly, we're barely not.

00:38:03.288 --> 00:38:05.309
That technology is also insane right now,

00:38:05.550 --> 00:38:06.351
the metaglasses.

00:38:06.670 --> 00:38:09.293
It's not even a stretch, right?

00:38:09.313 --> 00:38:09.932
We're like, oh, yeah,

00:38:09.974 --> 00:38:10.793
probably by the weekend,

00:38:10.974 --> 00:38:12.094
if we're being honest here.

00:38:12.114 --> 00:38:13.376
That's already been in development for

00:38:13.416 --> 00:38:13.856
twelve months.

00:38:13.916 --> 00:38:15.277
Rachel's saying this is a good one.

00:38:16.266 --> 00:38:17.746
Let's get some good statistics,

00:38:17.907 --> 00:38:19.588
not just for one interaction,

00:38:20.289 --> 00:38:21.650
but can you look at a therapist over

00:38:21.670 --> 00:38:23.650
a month, a quarter, a year?

00:38:24.110 --> 00:38:26.072
Rachel's asking like one of those stats

00:38:26.092 --> 00:38:26.932
that flies around a lot.

00:38:26.952 --> 00:38:28.393
Does it track how often or how quickly

00:38:28.414 --> 00:38:29.454
the PT interrupts a patient?

00:38:29.934 --> 00:38:32.336
That you need to be reminded about, right?

00:38:32.396 --> 00:38:33.378
And because we're big dumb animals,

00:38:33.398 --> 00:38:34.398
we're humans.

00:38:34.518 --> 00:38:36.380
These are good KPIs to measure.

00:38:37.561 --> 00:38:38.762
You can also, I'll check.

00:38:38.802 --> 00:38:41.744
I mean, it, it absolutely will give a,

00:38:42.744 --> 00:38:46.768
a talk ratio between the therapist and the

00:38:46.949 --> 00:38:47.389
client.

00:38:47.429 --> 00:38:47.748
Yes.

00:38:48.809 --> 00:38:49.471
Ben's asking,

00:38:49.731 --> 00:38:51.231
am I making a case for an AI

00:38:51.251 --> 00:38:52.112
robot PT?

00:38:52.353 --> 00:38:53.173
Not against it.

00:38:53.333 --> 00:38:54.494
No, no, I'm against it.

00:38:54.735 --> 00:38:55.014
We are,

00:38:55.054 --> 00:38:57.657
we are someone who's going to spend three

00:38:57.677 --> 00:38:59.478
hundred fifty dollars per visit or three

00:38:59.518 --> 00:39:00.960
or four thousand dollars for package or

00:39:01.000 --> 00:39:01.360
whatever.

00:39:01.739 --> 00:39:01.900
Like,

00:39:02.733 --> 00:39:03.994
It's still with a human.

00:39:04.014 --> 00:39:06.135
I mean, if it changes, then yes,

00:39:06.215 --> 00:39:09.277
I'll go AI robots and I will come

00:39:09.356 --> 00:39:12.097
on here and I will exclaim that.

00:39:12.858 --> 00:39:13.918
But no, as of right now,

00:39:14.039 --> 00:39:18.300
it's to help our therapist cover all of

00:39:18.340 --> 00:39:19.740
the things that I want them to cover

00:39:19.760 --> 00:39:20.561
in the first visit.

00:39:21.922 --> 00:39:25.943
So I'm still hiring and paying human

00:39:25.983 --> 00:39:26.684
physical therapists.

00:39:26.963 --> 00:39:27.923
Getting a message from the studio.

00:39:28.244 --> 00:39:28.864
We've just...

00:39:29.797 --> 00:39:29.998
okay,

00:39:30.038 --> 00:39:31.639
the live stream has just been bought by

00:39:31.679 --> 00:39:32.239
this app.

00:39:32.259 --> 00:39:33.099
We've just been purchased.

00:39:33.119 --> 00:39:34.300
So apparently we are now owned.

00:39:34.539 --> 00:39:36.280
They bought us during the conversation.

00:39:36.320 --> 00:39:37.922
In the last six minutes,

00:39:37.942 --> 00:39:41.463
we've actually been bought by Peekaboo AI,

00:39:41.503 --> 00:39:42.724
which is actually the app that Dave's

00:39:43.123 --> 00:39:43.224
used,

00:39:43.384 --> 00:39:44.704
the competitor of the app that Dave's

00:39:44.764 --> 00:39:45.666
used, Peekaboo AI,

00:39:45.686 --> 00:39:47.646
looking right into your client

00:39:47.666 --> 00:39:48.847
interactions and your patient

00:39:48.887 --> 00:39:49.226
interactions.

00:39:50.007 --> 00:39:51.148
These things that you're talking about,

00:39:51.168 --> 00:39:52.068
they're like, oh yeah,

00:39:52.108 --> 00:39:54.409
like we're so used to giant leaps.

00:39:56.168 --> 00:39:59.949
It feels like it's a hockey stick, right?

00:39:59.969 --> 00:40:01.831
It's not a linear improvement.

00:40:01.931 --> 00:40:03.291
It's almost straight up.

00:40:03.313 --> 00:40:06.635
So when I throw out some ridiculous thing

00:40:06.655 --> 00:40:08.376
that we could do, they're just like, yeah,

00:40:08.396 --> 00:40:09.657
just give it to six developers.

00:40:09.697 --> 00:40:10.177
And in a week,

00:40:10.197 --> 00:40:12.298
that'll be in the basic plan.

00:40:12.318 --> 00:40:13.559
It's not even the advanced plan.

00:40:13.599 --> 00:40:14.800
This is wild.

00:40:15.121 --> 00:40:16.702
I'm excited to... Go ahead.

00:40:17.882 --> 00:40:18.623
So right after this,

00:40:18.682 --> 00:40:20.264
I have a go live with one of

00:40:20.284 --> 00:40:20.804
these companies.

00:40:21.105 --> 00:40:22.746
I have been using it for like two

00:40:22.786 --> 00:40:24.146
weeks, maybe three weeks.

00:40:24.248 --> 00:40:24.827
I've been using it.

00:40:24.867 --> 00:40:27.610
But like I negotiated like a free trial

00:40:27.751 --> 00:40:30.233
going into a paid three month pilot.

00:40:30.273 --> 00:40:31.893
They gave me like the first month kind

00:40:31.914 --> 00:40:32.454
of for free.

00:40:33.755 --> 00:40:35.797
But then I mean, it gets really expensive.

00:40:35.836 --> 00:40:38.159
So I wanted to ask Tony, Tony,

00:40:38.358 --> 00:40:40.721
how how many dollars, how much?

00:40:41.561 --> 00:40:42.762
per month, per,

00:40:43.264 --> 00:40:44.684
they call it license or user,

00:40:44.724 --> 00:40:45.726
but you can say therapist.

00:40:46.005 --> 00:40:47.427
So, you know, the cost of, you know,

00:40:47.728 --> 00:40:48.909
web PT or, you know,

00:40:48.969 --> 00:40:50.230
and prompts is a little bit more expensive

00:40:50.289 --> 00:40:52.170
now, but in general, uh, what,

00:40:52.992 --> 00:40:54.673
what cost do you think this is?

00:40:54.914 --> 00:40:55.153
And I'll,

00:40:55.273 --> 00:40:56.795
I'll give you a range afterwards,

00:40:57.335 --> 00:40:59.217
but what is the cost per physical

00:40:59.257 --> 00:41:01.420
therapist do you think for this type of

00:41:02.710 --> 00:41:04.472
value insight.

00:41:04.692 --> 00:41:05.992
Maybe it's more valuable to me.

00:41:06.032 --> 00:41:07.393
Maybe it's less valuable to you,

00:41:07.454 --> 00:41:08.614
but I'm curious,

00:41:08.695 --> 00:41:11.036
like to get your thoughts on like the

00:41:11.115 --> 00:41:13.318
pricing, like the investment for this.

00:41:13.831 --> 00:41:14.130
All right,

00:41:14.150 --> 00:41:16.331
so every time my wife asks me to

00:41:16.411 --> 00:41:17.572
make a guess like that,

00:41:18.231 --> 00:41:20.012
she wants me to go low so she

00:41:20.032 --> 00:41:21.932
can be like, no, it's way more.

00:41:22.534 --> 00:41:23.074
No, I don't care.

00:41:23.153 --> 00:41:23.813
I literally don't.

00:41:23.833 --> 00:41:25.034
I'm just curious what you think it is.

00:41:25.054 --> 00:41:25.914
Realistically,

00:41:25.934 --> 00:41:27.954
knowing what just a standard scribe is

00:41:27.994 --> 00:41:28.755
going to charge,

00:41:29.416 --> 00:41:30.916
I would have to think it's probably like

00:41:30.956 --> 00:41:33.056
twelve hundred a month per clinician is

00:41:33.217 --> 00:41:34.217
what I would be thinking.

00:41:34.836 --> 00:41:35.398
No,

00:41:35.938 --> 00:41:39.059
this is going to go to something that

00:41:39.260 --> 00:41:40.300
on a sales side,

00:41:40.661 --> 00:41:42.681
it doesn't matter that Dave is using it

00:41:43.021 --> 00:41:44.842
or other therapists would be using it to

00:41:44.943 --> 00:41:47.085
sell a low value product or service.

00:41:47.565 --> 00:41:48.425
The fact is,

00:41:48.525 --> 00:41:50.666
this would be something that could get a

00:41:50.726 --> 00:41:52.867
realtor to sell a three million dollar

00:41:52.887 --> 00:41:53.188
house.

00:41:53.228 --> 00:41:54.829
This would be something that could get,

00:41:54.849 --> 00:41:55.630
you know,

00:41:55.670 --> 00:41:57.630
somebody to buy a twenty million dollar

00:41:57.690 --> 00:41:58.652
yacht like that.

00:41:59.746 --> 00:42:02.996
It should be in that twelve hundred dollar

00:42:03.036 --> 00:42:04.561
a month range is what I would guess.

00:42:05.927 --> 00:42:08.210
So I've done three demos.

00:42:08.309 --> 00:42:09.931
I have another demo with another company

00:42:09.971 --> 00:42:10.771
tomorrow, even though,

00:42:10.891 --> 00:42:13.172
so I'm not the nicest consumer, right?

00:42:13.193 --> 00:42:14.713
Cause I'm going live today with one of

00:42:14.733 --> 00:42:16.175
them going live,

00:42:16.496 --> 00:42:17.936
but then tomorrow I'm still shopping

00:42:17.976 --> 00:42:18.976
around because I want to,

00:42:19.036 --> 00:42:19.818
I want to see what else is out

00:42:19.838 --> 00:42:19.938
there.

00:42:19.978 --> 00:42:20.858
Cause there's something else I didn't

00:42:20.898 --> 00:42:22.659
mention in terms of another like feature

00:42:22.679 --> 00:42:23.139
benefit.

00:42:23.760 --> 00:42:25.581
It's kind of around two hundred and fifty

00:42:25.621 --> 00:42:28.023
dollars to three hundred dollars per month

00:42:28.083 --> 00:42:29.125
per therapist, right?

00:42:29.724 --> 00:42:30.405
Okay.

00:42:30.666 --> 00:42:31.967
Which is actually,

00:42:32.427 --> 00:42:34.088
it's way lower than what Tony was saying

00:42:34.108 --> 00:42:35.471
because you were saying, would you say,

00:42:35.490 --> 00:42:36.871
twelve hundred or fifteen hundred per

00:42:37.052 --> 00:42:37.432
therapist?

00:42:37.952 --> 00:42:38.594
I didn't say it,

00:42:38.753 --> 00:42:40.155
but my guess would have been twenty to

00:42:40.235 --> 00:42:41.235
thirty dollars a month.

00:42:41.456 --> 00:42:43.438
And the reason I said that is.

00:42:45.599 --> 00:42:47.199
I mean, and here's the reason.

00:42:47.501 --> 00:42:48.900
And I didn't look it up first.

00:42:49.041 --> 00:42:50.501
I don't know what app Dave is using.

00:42:50.581 --> 00:42:51.802
I'm looking at a similar app.

00:42:51.882 --> 00:42:53.384
And this is why I quickly look.

00:42:53.403 --> 00:42:53.764
I was like,

00:42:54.123 --> 00:42:55.644
my guess was twenty to thirty dollars a

00:42:55.724 --> 00:42:56.005
month.

00:42:56.085 --> 00:42:57.306
And then I looked up what this one

00:42:57.326 --> 00:42:57.766
is doing.

00:42:58.766 --> 00:42:59.306
Let me take off.

00:42:59.327 --> 00:43:00.186
Well, I don't care.

00:43:00.206 --> 00:43:01.248
I've got their name on the screen.

00:43:01.728 --> 00:43:02.648
I've used a similar tool,

00:43:02.668 --> 00:43:03.748
which is doing something similar.

00:43:04.108 --> 00:43:05.530
Maybe I'd pay a little more because it

00:43:05.570 --> 00:43:07.110
was HIPAA compliant or something.

00:43:07.751 --> 00:43:09.152
But I don't know that I'd pay twelve

00:43:09.172 --> 00:43:09.532
hundred out.

00:43:09.612 --> 00:43:10.393
No way.

00:43:10.733 --> 00:43:12.112
Because how many plans of care would you

00:43:12.134 --> 00:43:12.954
need to do?

00:43:13.313 --> 00:43:14.434
This is going to be a race to

00:43:14.474 --> 00:43:16.896
the bottom quickly, right?

00:43:17.076 --> 00:43:18.757
Like, yeah, this is going to get cheap,

00:43:18.817 --> 00:43:20.818
in my opinion, super fast.

00:43:21.099 --> 00:43:21.759
And that's the thing,

00:43:21.818 --> 00:43:24.539
because it is newer on the market.

00:43:24.621 --> 00:43:26.661
And I've heard Hermosi talk about this.

00:43:26.742 --> 00:43:28.222
I've heard him reference it when he's

00:43:28.242 --> 00:43:30.184
talking about training his sales team.

00:43:31.184 --> 00:43:32.885
But it still doesn't have the market

00:43:32.925 --> 00:43:33.626
penetration.

00:43:34.485 --> 00:43:35.907
It's going to be super expensive,

00:43:35.927 --> 00:43:37.088
or at least I would assume it to

00:43:37.128 --> 00:43:37.387
be.

00:43:37.849 --> 00:43:39.730
And then as more competitors come out,

00:43:39.769 --> 00:43:41.231
as it becomes commoditized,

00:43:41.271 --> 00:43:42.771
the price and the value goes down.

00:43:42.811 --> 00:43:43.271
Guess what?

00:43:43.311 --> 00:43:44.853
Just like physical therapy,

00:43:45.353 --> 00:43:47.474
like physical therapy today to treat a

00:43:47.494 --> 00:43:50.056
shoulder problem is not as valuable as it

00:43:50.097 --> 00:43:50.396
was.

00:43:50.938 --> 00:43:51.918
Fifty years ago,

00:43:52.438 --> 00:43:55.300
because it has been become commoditized.

00:43:55.849 --> 00:43:59.092
I did a video on Jevons Paradox,

00:43:59.132 --> 00:44:00.452
which is something I had no idea what

00:44:00.472 --> 00:44:00.992
the hell it was,

00:44:01.032 --> 00:44:03.275
but Jared Hall did a post on it,

00:44:03.615 --> 00:44:04.795
and it explains that.

00:44:04.876 --> 00:44:06.137
It's when something becomes more

00:44:06.157 --> 00:44:08.639
efficient, we don't use less of it,

00:44:09.460 --> 00:44:10.300
we actually use more of it.

00:44:10.460 --> 00:44:13.463
And then the paradox came about when coal

00:44:13.483 --> 00:44:14.643
became more efficient,

00:44:15.144 --> 00:44:15.565
England in the

00:44:25.552 --> 00:44:27.934
My big question for Dave is how did

00:44:27.974 --> 00:44:30.295
your therapist respond to it?

00:44:30.514 --> 00:44:32.315
And then at scale,

00:44:32.635 --> 00:44:35.536
what do you think the majority of physical

00:44:35.577 --> 00:44:37.797
therapists in the market today working

00:44:37.838 --> 00:44:38.458
right now,

00:44:38.818 --> 00:44:40.219
what do you think they would think of

00:44:40.259 --> 00:44:43.460
it?

00:44:43.860 --> 00:44:45.860
I pitched each therapist.

00:44:45.960 --> 00:44:49.402
I got there before I even started it.

00:44:49.523 --> 00:44:50.822
I got there by, I know I,

00:44:50.882 --> 00:44:51.342
at the end of it,

00:44:51.382 --> 00:44:52.423
I did kind of say like,

00:44:53.297 --> 00:44:54.458
It's going to be mandatory,

00:44:55.358 --> 00:44:56.679
but I did say, hey,

00:44:56.900 --> 00:44:58.621
this can help with documentation.

00:44:58.641 --> 00:45:00.822
This can help with better conversions.

00:45:00.842 --> 00:45:02.463
This can help you get more results for

00:45:02.503 --> 00:45:04.465
patients, in my opinion.

00:45:05.487 --> 00:45:10.469
This can ease your ability to present the

00:45:10.489 --> 00:45:12.452
plan of care in the first visit and

00:45:12.492 --> 00:45:13.233
get more buy-in.

00:45:13.273 --> 00:45:14.293
My therapists are...

00:45:15.074 --> 00:45:16.735
Ten ninety nine independent contractors

00:45:16.755 --> 00:45:16.976
there.

00:45:17.317 --> 00:45:17.976
Eat what you kill.

00:45:18.297 --> 00:45:20.900
But then also now some with base salary

00:45:21.001 --> 00:45:21.601
and upside.

00:45:21.641 --> 00:45:22.322
So either way,

00:45:23.063 --> 00:45:25.646
if you cover if you do this,

00:45:25.686 --> 00:45:27.007
like if you if you just cover the

00:45:27.047 --> 00:45:28.068
steps that we're talking about,

00:45:28.088 --> 00:45:29.128
we're going to practice it like.

00:45:30.009 --> 00:45:30.469
It's okay.

00:45:30.690 --> 00:45:31.309
I know it's different.

00:45:31.391 --> 00:45:32.992
I know this is something that you're not

00:45:33.052 --> 00:45:35.014
used to from DPT school or your other

00:45:35.054 --> 00:45:35.695
jobs or whatever,

00:45:36.436 --> 00:45:39.298
but you also will earn more.

00:45:39.900 --> 00:45:41.621
And I hit on all the things that

00:45:41.641 --> 00:45:43.063
they said that is important to them.

00:45:43.143 --> 00:45:45.326
So they want to have whatever,

00:45:45.746 --> 00:45:47.768
less paperwork, treat less patients,

00:45:48.228 --> 00:45:48.929
make more money.

00:45:49.170 --> 00:45:51.172
This literally is the conduit to do so.

00:45:52.295 --> 00:45:54.197
I think what was the response though?

00:45:54.237 --> 00:45:55.257
Like, what were they like?

00:45:55.418 --> 00:45:59.579
Every, every single therapist said, cool.

00:45:59.599 --> 00:46:00.019
All right.

00:46:00.059 --> 00:46:00.760
I'm like, I'm in.

00:46:01.000 --> 00:46:01.400
That's fine.

00:46:01.880 --> 00:46:03.300
And even, even my new guy, Andrew.

00:46:03.340 --> 00:46:04.461
So he, he was like, you know, Oh,

00:46:04.501 --> 00:46:06.483
the first time he recorded, he said like,

00:46:06.862 --> 00:46:07.902
Oh, like the first, I don't know.

00:46:07.922 --> 00:46:09.123
Like as soon as he hit record and

00:46:09.884 --> 00:46:11.045
he starts his eval, he said like, Oh,

00:46:11.065 --> 00:46:11.585
it was like a little,

00:46:11.844 --> 00:46:13.045
he was thinking like a little maybe

00:46:13.846 --> 00:46:14.567
nervous or whatever.

00:46:14.626 --> 00:46:15.027
But then like,

00:46:15.186 --> 00:46:16.768
as you're evaluating the patient,

00:46:16.788 --> 00:46:17.867
like you forget about it.

00:46:17.887 --> 00:46:18.427
You just do your,

00:46:18.547 --> 00:46:19.688
you're just going to do your normal thing.

00:46:21.277 --> 00:46:21.637
Yeah.

00:46:22.498 --> 00:46:25.340
I was going to say that clinicians in

00:46:25.380 --> 00:46:27.001
general want confidence and competence.

00:46:27.061 --> 00:46:28.744
They want to know, am I good?

00:46:29.103 --> 00:46:29.764
Am I above good?

00:46:29.804 --> 00:46:30.025
Good.

00:46:30.405 --> 00:46:31.465
And then I want to be confident in

00:46:31.505 --> 00:46:31.746
that.

00:46:32.286 --> 00:46:33.208
So I think the people who would be

00:46:33.248 --> 00:46:34.628
afraid of this are people who are like,

00:46:34.869 --> 00:46:36.411
I know I'm terrible and I don't want

00:46:36.431 --> 00:46:37.251
anybody to see this.

00:46:37.391 --> 00:46:37.552
They...

00:46:38.032 --> 00:46:38.532
Exactly.

00:46:38.753 --> 00:46:39.153
And would I,

00:46:39.233 --> 00:46:40.414
would I want to keep them on my

00:46:40.474 --> 00:46:40.856
team?

00:46:41.356 --> 00:46:41.617
No.

00:46:42.177 --> 00:46:42.378
Right.

00:46:42.418 --> 00:46:44.300
So it could help as an earlier off

00:46:44.360 --> 00:46:46.864
ramp instead of having a therapist stay on

00:46:46.963 --> 00:46:48.365
an extra four to six months.

00:46:48.706 --> 00:46:49.586
And then there,

00:46:49.786 --> 00:46:51.228
then there's like way more issues.

00:46:51.590 --> 00:46:54.072
This could help us exit therapists faster

00:46:54.092 --> 00:46:54.853
that are not the right fit.

00:46:54.893 --> 00:46:54.974
Yeah.

00:46:55.835 --> 00:46:57.556
John Frazier, good to see you, John,

00:46:57.597 --> 00:46:58.617
was a military PT,

00:46:58.637 --> 00:46:59.358
or maybe he still is.

00:46:59.378 --> 00:47:00.117
I thought he said he retired.

00:47:00.579 --> 00:47:02.840
He says he's addressing technology to

00:47:02.900 --> 00:47:05.463
include AI in the upcoming ANKLE CPG

00:47:05.503 --> 00:47:05.842
revision.

00:47:06.063 --> 00:47:07.684
I know very little about CPGs,

00:47:08.324 --> 00:47:09.085
but on purpose,

00:47:09.204 --> 00:47:11.827
they don't redo them often, right?

00:47:11.887 --> 00:47:13.168
It's like a huge deep dive.

00:47:13.548 --> 00:47:14.789
The fact that they're already, like,

00:47:15.030 --> 00:47:17.791
I'm imagining reviewing the ANKLE CPG was

00:47:17.972 --> 00:47:19.492
on the docket, they're already like, oh,

00:47:19.512 --> 00:47:20.293
we need this in there.

00:47:20.474 --> 00:47:21.173
That's fast.

00:47:21.355 --> 00:47:23.396
For research to respond sort of this fast,

00:47:23.456 --> 00:47:24.036
I mean, I know it's not the...

00:47:24.577 --> 00:47:25.538
but it's fast for research.

00:47:25.557 --> 00:47:26.458
So good on you, John,

00:47:26.498 --> 00:47:28.320
because I know how slow the wheels of

00:47:28.380 --> 00:47:30.922
academia move for good reason sometimes,

00:47:31.501 --> 00:47:32.822
but this is good reason to move a

00:47:32.862 --> 00:47:33.664
little faster.

00:47:33.784 --> 00:47:34.264
Ben says,

00:47:34.304 --> 00:47:37.065
someone like Dave who values value and

00:47:37.106 --> 00:47:39.007
values consistency and values the product

00:47:39.047 --> 00:47:40.108
will value this a lot.

00:47:40.789 --> 00:47:42.550
value value value value brought to you by

00:47:42.590 --> 00:47:44.311
values uh someone who is packing a clinic

00:47:44.331 --> 00:47:45.972
with twenty to seven dollar a visit

00:47:45.992 --> 00:47:47.614
patients five times at a time they will

00:47:47.634 --> 00:47:49.394
not no they will never slow down they

00:47:49.414 --> 00:47:51.536
don't even have because yes exactly

00:47:51.597 --> 00:47:53.418
because the clinic is so high volume you

00:47:53.438 --> 00:47:55.119
don't have time to review all these calls

00:47:55.239 --> 00:47:57.001
but even even the insight like the quick

00:47:57.041 --> 00:47:58.262
breakdown exactly

00:47:58.846 --> 00:47:59.485
Drew saying,

00:47:59.706 --> 00:48:00.827
I'd be down to record my patient

00:48:00.847 --> 00:48:02.567
interaction so he knows if he can be

00:48:02.606 --> 00:48:03.786
better at communicating.

00:48:03.987 --> 00:48:04.527
Or, hey,

00:48:05.088 --> 00:48:07.347
you could pair Drew wanting to be better

00:48:07.367 --> 00:48:09.168
at communicating and John saying,

00:48:09.188 --> 00:48:10.268
we're going to put it in the CPG.

00:48:10.289 --> 00:48:12.510
It's like, am I communicating well?

00:48:13.150 --> 00:48:13.769
Am I listening?

00:48:13.789 --> 00:48:14.510
Am I responding?

00:48:14.789 --> 00:48:16.210
Am I doing something clinically well?

00:48:16.251 --> 00:48:16.871
Could I have done?

00:48:17.351 --> 00:48:18.650
I don't know if I've met a therapist

00:48:18.670 --> 00:48:19.791
who's like,

00:48:19.811 --> 00:48:20.652
could I have done something better?

00:48:20.831 --> 00:48:21.791
Who doesn't say that?

00:48:21.831 --> 00:48:22.391
Most of them are like,

00:48:22.411 --> 00:48:23.293
what could I have done better there?

00:48:23.393 --> 00:48:24.492
Now you can see it.

00:48:25.989 --> 00:48:27.110
And the one thing I didn't mention about

00:48:27.130 --> 00:48:29.693
this entire thing is that this has already

00:48:29.733 --> 00:48:33.215
been used for years in home services,

00:48:33.255 --> 00:48:36.797
construction, HVAC, pools, roofers,

00:48:37.237 --> 00:48:37.918
literally everything.

00:48:37.958 --> 00:48:38.898
So the salesperson,

00:48:39.498 --> 00:48:41.940
the sales rep in person goes to someone's

00:48:41.981 --> 00:48:43.902
home, goes to Tony Emeritato's home,

00:48:44.581 --> 00:48:47.204
and they do a free estimate.

00:48:47.224 --> 00:48:48.925
They go through the assessment, whatever.

00:48:49.204 --> 00:48:49.324
They...

00:48:50.606 --> 00:48:52.186
what what what are you looking for what

00:48:52.226 --> 00:48:53.867
type of scope of project whatever it is

00:48:53.887 --> 00:48:55.887
right layout hey what's your what's your

00:48:55.927 --> 00:48:57.628
budget whatever they're going through a

00:48:57.708 --> 00:49:00.510
script this is already used by so many

00:49:00.590 --> 00:49:03.751
industries and there is also used in um

00:49:04.012 --> 00:49:05.351
in dental so one of the companies that

00:49:05.391 --> 00:49:07.552
i have demoed with they have a bunch

00:49:07.572 --> 00:49:09.434
of dental practices because the dentist

00:49:10.233 --> 00:49:12.096
not not the traditional cleanings where

00:49:12.115 --> 00:49:13.956
it's like again high volume but the dental

00:49:14.036 --> 00:49:15.838
the dental practices that are selling you

00:49:15.858 --> 00:49:17.900
know fifteen thousand to fifty thousand

00:49:17.920 --> 00:49:20.061
dollar dentures or full you know sets of

00:49:20.101 --> 00:49:23.885
teeth those are also big dollar amount

00:49:23.905 --> 00:49:25.425
packages whether it's paid up front or

00:49:25.465 --> 00:49:27.447
packages or financing or whatever but

00:49:27.467 --> 00:49:29.289
there's already a lot of dental practices

00:49:29.389 --> 00:49:31.329
using this and i've talked to all these

00:49:31.349 --> 00:49:34.313
companies so far believe it or not i'm

00:49:34.333 --> 00:49:35.773
the first physical therapist to reach out

00:49:36.400 --> 00:49:37.780
So you don't have to say which one

00:49:37.800 --> 00:49:39.581
it is, but what is this called?

00:49:40.161 --> 00:49:41.942
What would you call this?

00:49:42.563 --> 00:49:44.202
It's an AI sales solution.

00:49:45.103 --> 00:49:46.824
Yeah, CPTs wouldn't be searching for that.

00:49:46.885 --> 00:49:48.125
So a suggestion for them,

00:49:48.184 --> 00:49:49.505
call it something different if you want

00:49:49.525 --> 00:49:49.585
to.

00:49:50.425 --> 00:49:52.266
You would need to call it a clinical

00:49:52.306 --> 00:49:52.927
confidence.

00:49:52.947 --> 00:49:53.286
I don't know.

00:49:53.387 --> 00:49:54.228
I won't name it for you.

00:49:54.327 --> 00:49:55.327
AI would be better to do that.

00:49:55.367 --> 00:49:56.648
But don't call it that.

00:49:57.556 --> 00:49:58.597
Don't call it sales.

00:49:58.998 --> 00:49:59.898
Don't do that.

00:49:59.978 --> 00:50:01.539
If you want PTs to ignore something,

00:50:01.860 --> 00:50:03.302
write the word sales on top.

00:50:03.501 --> 00:50:04.643
They will never read past.

00:50:04.902 --> 00:50:05.483
And I love you.

00:50:05.884 --> 00:50:07.304
And I love the fact why you do

00:50:07.344 --> 00:50:07.605
that.

00:50:08.146 --> 00:50:09.347
So call it something different,

00:50:09.427 --> 00:50:11.628
which is like confidence and confidence.

00:50:11.648 --> 00:50:13.230
The clinical confidence and competence

00:50:13.409 --> 00:50:17.913
app, insights, CPG, live CPG creator,

00:50:18.193 --> 00:50:20.235
something like just word salad the crap

00:50:20.275 --> 00:50:20.516
out of it.

00:50:20.536 --> 00:50:21.836
But say seven words that I like.

00:50:22.036 --> 00:50:22.836
Not sales.

00:50:22.958 --> 00:50:25.460
Don't say sales if you want PTs to

00:50:25.480 --> 00:50:25.719
read it.

00:50:25.860 --> 00:50:26.460
This is why...

00:50:28.922 --> 00:50:29.661
Well,

00:50:29.702 --> 00:50:31.722
there are certain therapists that are okay

00:50:31.762 --> 00:50:32.742
with the word sales.

00:50:32.902 --> 00:50:34.804
And those are the ones that will find

00:50:34.824 --> 00:50:36.965
themselves in out-of-network or cash

00:50:36.985 --> 00:50:37.625
practices.

00:50:38.125 --> 00:50:39.085
They want to get coached.

00:50:39.465 --> 00:50:41.246
They're okay with sales.

00:50:41.266 --> 00:50:42.047
They will say to me,

00:50:43.086 --> 00:50:43.907
I'll, I'll, I'll,

00:50:44.047 --> 00:50:45.588
I'll start the conversation with them in

00:50:45.608 --> 00:50:46.009
the beginning.

00:50:46.048 --> 00:50:47.150
If they're looking at it, you know,

00:50:47.170 --> 00:50:48.251
they're reaching out and they're looking

00:50:48.271 --> 00:50:50.271
to, you know, join us and I'll say,

00:50:50.291 --> 00:50:51.012
you know, sale.

00:50:51.072 --> 00:50:52.713
I know some therapists that sales is a

00:50:52.733 --> 00:50:54.275
dirty word, bad word, whatever.

00:50:55.054 --> 00:50:56.556
And how do you feel about it?

00:50:56.576 --> 00:50:57.516
How do you describe, you know,

00:50:57.556 --> 00:50:57.956
we're going to be,

00:50:58.157 --> 00:50:59.217
we're going to be doing sales role play

00:50:59.237 --> 00:50:59.637
today.

00:51:00.199 --> 00:51:01.920
I'm meeting up with my new therapist today

00:51:02.400 --> 00:51:03.121
from, you know,

00:51:03.141 --> 00:51:04.742
it's all thirty to four or whatever.

00:51:05.856 --> 00:51:06.655
A lot of what we're going to cover

00:51:06.675 --> 00:51:09.358
today are his other avowals from this week

00:51:09.818 --> 00:51:10.577
that we recorded.

00:51:10.597 --> 00:51:11.599
And we're going to go through it.

00:51:11.619 --> 00:51:12.878
We're going to use the sales tool,

00:51:13.139 --> 00:51:14.280
but we're also going to go through

00:51:14.900 --> 00:51:16.300
objections and, you know,

00:51:16.440 --> 00:51:17.541
objections and rebuttals.

00:51:17.802 --> 00:51:19.342
Like, hey, this sounds too expensive.

00:51:19.541 --> 00:51:20.302
I need to think about it.

00:51:20.623 --> 00:51:22.103
I wanted to use my Medicare, my insurance,

00:51:22.123 --> 00:51:22.364
whatever.

00:51:22.403 --> 00:51:23.983
And we're going to literally do sales role

00:51:24.003 --> 00:51:24.324
play.

00:51:24.844 --> 00:51:26.905
But that therapist has already opted in to

00:51:26.945 --> 00:51:27.206
this.

00:51:27.385 --> 00:51:28.445
And I agree with you, Jimmy.

00:51:28.505 --> 00:51:29.527
It's not for every therapist.

00:51:29.911 --> 00:51:30.753
That's good, though.

00:51:30.773 --> 00:51:31.494
It's not for everything.

00:51:31.534 --> 00:51:31.793
Good.

00:51:31.833 --> 00:51:33.335
Be the early adopter here.

00:51:34.356 --> 00:51:35.197
We've got nine minutes left.

00:51:35.217 --> 00:51:36.358
We'll do parting shots in a second.

00:51:37.300 --> 00:51:37.820
Later on today,

00:51:37.840 --> 00:51:38.942
I'm going to Graham Sessions.

00:51:39.501 --> 00:51:43.806
I had AI write a movie trailer script

00:51:44.387 --> 00:51:46.110
in a world where reimbursement is

00:51:46.130 --> 00:51:48.552
shrinking, documentation is endless,

00:51:48.692 --> 00:51:50.494
and the profession is under more pressure

00:51:50.534 --> 00:51:50.815
than ever.

00:51:52.396 --> 00:51:54.177
One conference dares to ask the hardest

00:51:54.217 --> 00:51:55.358
questions in physical therapy.

00:51:55.418 --> 00:51:55.898
This week,

00:51:56.358 --> 00:51:57.981
from the APTA Centennial Center in

00:51:58.001 --> 00:51:58.922
Alexandria, Virginia,

00:51:59.222 --> 00:52:00.382
comes the Graham Sessions,

00:52:00.463 --> 00:52:02.784
the theme this year.

00:52:03.264 --> 00:52:05.027
Diamonds are made under pressure.

00:52:05.246 --> 00:52:08.789
Two days, one profession, one room.

00:52:09.530 --> 00:52:10.090
I'm going there.

00:52:10.190 --> 00:52:10.931
It's a bunch of people.

00:52:11.452 --> 00:52:12.873
My question, Dave, just like, I'm out.

00:52:13.393 --> 00:52:14.474
My question to you guys is going to

00:52:14.494 --> 00:52:14.715
be,

00:52:15.014 --> 00:52:16.096
I'm going to live stream and interview

00:52:16.135 --> 00:52:16.677
people from there.

00:52:18.693 --> 00:52:21.297
I want to ask three or four questions.

00:52:21.336 --> 00:52:22.056
I don't want to go crazy,

00:52:22.438 --> 00:52:23.518
but I want to ask the same three

00:52:23.559 --> 00:52:24.318
or four questions.

00:52:24.699 --> 00:52:26.101
What would you want to know?

00:52:26.141 --> 00:52:28.422
Tony is the last person who would want

00:52:28.443 --> 00:52:29.643
to go to Graham Sessions because you're

00:52:29.664 --> 00:52:30.724
like, I'd rather be out doing,

00:52:30.764 --> 00:52:31.565
not talking about it.

00:52:31.626 --> 00:52:33.447
Plus, Tony's like, are there people there?

00:52:33.608 --> 00:52:34.007
I'm good.

00:52:34.208 --> 00:52:35.208
Let's not do that.

00:52:35.248 --> 00:52:36.429
But what would you want to know from

00:52:36.469 --> 00:52:37.471
those people in the room?

00:52:37.510 --> 00:52:39.552
It's a good smattering of our professions.

00:52:39.793 --> 00:52:41.614
CEOs, I hate this word,

00:52:41.655 --> 00:52:43.135
but I'm using quote, thought leaders.

00:52:43.976 --> 00:52:45.117
What are my three questions?

00:52:46.954 --> 00:52:47.934
You tell me.

00:52:48.014 --> 00:52:48.795
What are you thinking?

00:52:49.036 --> 00:52:49.916
My thing would be like,

00:52:50.036 --> 00:52:51.777
I like similarities and differences.

00:52:51.898 --> 00:52:52.599
So I would go like,

00:52:52.719 --> 00:52:55.880
what surprised you the most so far that

00:52:55.920 --> 00:52:56.722
you didn't see coming?

00:52:57.762 --> 00:53:00.364
What were you hoping to see but haven't

00:53:00.445 --> 00:53:01.644
seen on the docket?

00:53:01.664 --> 00:53:02.065
Like, I like,

00:53:02.106 --> 00:53:03.447
what did you not see or what did

00:53:03.467 --> 00:53:04.286
you want to see?

00:53:05.467 --> 00:53:07.150
What does success look like from the

00:53:07.190 --> 00:53:09.190
conversations in this room five years from

00:53:09.231 --> 00:53:09.391
now?

00:53:09.610 --> 00:53:09.771
Like...

00:53:10.552 --> 00:53:12.152
Those sorts of big picture.

00:53:12.172 --> 00:53:15.114
Because I can ask them generically in a

00:53:15.153 --> 00:53:15.735
good way.

00:53:16.094 --> 00:53:17.755
And I can ask the same thirty people.

00:53:18.695 --> 00:53:21.597
My goal is twenty plus interviews for

00:53:21.677 --> 00:53:22.217
seven minutes.

00:53:22.277 --> 00:53:22.978
I don't want to bog...

00:53:23.018 --> 00:53:24.199
This isn't a let's get into your life

00:53:24.239 --> 00:53:24.498
story.

00:53:24.539 --> 00:53:25.000
This is like...

00:53:25.780 --> 00:53:26.840
tactical boom, boom, boom.

00:53:27.081 --> 00:53:28.001
And I'm going to try to live stream

00:53:28.041 --> 00:53:28.300
from there.

00:53:28.320 --> 00:53:29.501
I'm trying to live stream these things

00:53:29.521 --> 00:53:30.242
because why wouldn't I?

00:53:30.442 --> 00:53:31.483
So I've got a rolling cart.

00:53:31.603 --> 00:53:32.744
I'm bringing the whole studio.

00:53:32.844 --> 00:53:34.103
Everything you're looking at right now is

00:53:34.143 --> 00:53:35.764
coming with me because I want to be

00:53:35.804 --> 00:53:36.425
ridiculous.

00:53:36.445 --> 00:53:37.326
I want to be the guy there with

00:53:37.545 --> 00:53:38.445
stupid headphones on.

00:53:39.567 --> 00:53:40.807
But this is supposedly the room where it

00:53:40.827 --> 00:53:41.288
happens.

00:53:41.708 --> 00:53:42.668
But I want to get it out of

00:53:42.708 --> 00:53:43.989
the room, at least the ideas.

00:53:44.068 --> 00:53:45.750
The whole pitch with Graham Sessions is

00:53:45.789 --> 00:53:47.831
it's the safe space where you won't have

00:53:47.851 --> 00:53:50.092
to attribute Jimmy's crazy idea to Jimmy.

00:53:50.172 --> 00:53:51.413
So Jimmy's free to say it,

00:53:51.432 --> 00:53:53.074
even when Jimmy just says the crazy idea

00:53:53.114 --> 00:53:53.574
most of the time.

00:53:54.034 --> 00:53:55.335
But if you don't want to or you

00:53:55.355 --> 00:53:56.594
might be penalized for it,

00:53:57.114 --> 00:53:58.795
let's make sure the idea gets spread,

00:53:58.976 --> 00:54:00.336
but you don't have to worry about the

00:54:00.376 --> 00:54:01.016
repercussions.

00:54:01.217 --> 00:54:02.177
But I want the ideas to get out

00:54:02.197 --> 00:54:02.657
of a damn room.

00:54:02.677 --> 00:54:04.679
So that's what I'm doing.

00:54:04.699 --> 00:54:05.039
I love it.

00:54:05.119 --> 00:54:06.440
I think those are great questions.

00:54:06.880 --> 00:54:08.721
I'm terrible with that kind of stuff on

00:54:08.740 --> 00:54:09.201
the spot.

00:54:10.141 --> 00:54:11.682
Um, but yeah, the, the,

00:54:11.842 --> 00:54:14.045
what surprised you, you know,

00:54:14.085 --> 00:54:16.007
what did you think we would be doing

00:54:16.086 --> 00:54:17.047
at this point?

00:54:18.728 --> 00:54:20.771
And then what does success look like five

00:54:20.811 --> 00:54:21.771
years from now?

00:54:22.512 --> 00:54:23.032
Um,

00:54:23.052 --> 00:54:25.175
because that gives us a forward indicator

00:54:25.335 --> 00:54:27.717
of not, not if they're right or wrong.

00:54:27.737 --> 00:54:28.677
I don't care about that.

00:54:28.737 --> 00:54:30.519
It's where are they mentally?

00:54:30.599 --> 00:54:32.961
What are they thinking is going to happen

00:54:33.021 --> 00:54:34.063
moving forward?

00:54:34.563 --> 00:54:36.005
That's what I'm so curious about.

00:54:36.737 --> 00:54:37.559
Ben has a good question.

00:54:37.599 --> 00:54:39.719
Did you assume there would be s'mores to

00:54:39.780 --> 00:54:41.262
go with the Graham Sessions,

00:54:41.302 --> 00:54:42.722
which I brought up before and I think

00:54:42.742 --> 00:54:43.583
it's a valid question.

00:54:44.003 --> 00:54:45.684
Something you just made me think of.

00:54:45.905 --> 00:54:47.485
I did interviews at Graham Sessions a

00:54:47.547 --> 00:54:48.146
decade ago.

00:54:48.387 --> 00:54:49.807
They're somewhere on the internet.

00:54:50.168 --> 00:54:51.829
Maybe in my five-hour drive from New York

00:54:51.849 --> 00:54:52.309
to DC,

00:54:52.349 --> 00:54:54.371
I'll listen to them and some of the

00:54:54.391 --> 00:54:55.813
people I interviewed will still be in this

00:54:55.873 --> 00:54:56.313
room again.

00:54:56.333 --> 00:54:56.954
I'll be like, hey,

00:54:56.974 --> 00:54:58.074
remember that thing you were super

00:54:58.094 --> 00:54:58.514
passionate about?

00:54:58.534 --> 00:54:59.215
Did we solve that?

00:54:59.235 --> 00:54:59.516
Did we

00:54:59.695 --> 00:55:01.277
whatever what do we do with that what

00:55:01.297 --> 00:55:02.378
happened with that did we knock that out

00:55:02.398 --> 00:55:04.202
of the park or we just sweep that

00:55:04.242 --> 00:55:05.563
one under the rug like a like an

00:55:05.603 --> 00:55:07.626
old dog turd uh because many of those

00:55:07.666 --> 00:55:09.148
things are the hot topic for a hot

00:55:09.188 --> 00:55:10.289
minute and then we just sort of like

00:55:10.329 --> 00:55:11.451
i guess we're not going to solve that

00:55:11.530 --> 00:55:14.054
moving on uh so that is graham sessions

00:55:14.074 --> 00:55:16.177
i'll be there tony parting shot

00:55:17.050 --> 00:55:18.072
So interesting.

00:55:18.552 --> 00:55:21.434
Yesterday, I went to the dental hygienist.

00:55:21.534 --> 00:55:22.494
I go twice a year.

00:55:23.434 --> 00:55:26.056
This was the first time he had said,

00:55:26.157 --> 00:55:27.498
I see the same guy usually.

00:55:28.057 --> 00:55:30.039
He was like, all right, time for x-rays.

00:55:30.059 --> 00:55:31.139
We're going to do the x-rays.

00:55:31.199 --> 00:55:32.161
Boom, boom, boom, boom, boom.

00:55:32.380 --> 00:55:33.041
He pulls them up.

00:55:33.061 --> 00:55:33.501
He's like, hey,

00:55:33.521 --> 00:55:34.461
I'm going to take a look at these

00:55:34.501 --> 00:55:34.802
first.

00:55:34.882 --> 00:55:36.362
Then I'm going to have AI look at

00:55:36.382 --> 00:55:36.523
them.

00:55:36.563 --> 00:55:38.085
And then the dentist is going to look

00:55:38.105 --> 00:55:38.465
at them.

00:55:39.306 --> 00:55:40.367
And I thought about that.

00:55:40.789 --> 00:55:41.851
And I was like, oh,

00:55:41.871 --> 00:55:42.992
how's that going for you?

00:55:43.552 --> 00:55:44.876
Is AI helpful for you?

00:55:44.916 --> 00:55:46.438
And he was like, it's OK.

00:55:47.099 --> 00:55:48.983
He's not a big tech guy anyway.

00:55:49.996 --> 00:55:51.117
But I was just thinking,

00:55:51.637 --> 00:55:54.079
I wonder if that was his way to

00:55:54.300 --> 00:55:56.940
kind of inform me, hey, we got AI.

00:55:57.400 --> 00:55:57.722
You know,

00:55:57.862 --> 00:56:00.003
he didn't ask if it's okay for AI

00:56:00.023 --> 00:56:00.742
to look at it.

00:56:00.804 --> 00:56:02.505
He just said, hey, I'm going to look,

00:56:02.664 --> 00:56:03.585
AI is going to look,

00:56:03.664 --> 00:56:04.925
and the dentist is going to look.

00:56:05.465 --> 00:56:06.047
And then, of course,

00:56:06.067 --> 00:56:07.027
if we ever get the time,

00:56:07.047 --> 00:56:08.148
maybe another episode,

00:56:08.188 --> 00:56:09.708
we talk about that whole,

00:56:10.329 --> 00:56:12.570
the dental hygienist sees me first.

00:56:13.371 --> 00:56:15.594
The dentist comes in at the very end.

00:56:16.074 --> 00:56:17.476
The dental hygienist says,

00:56:17.835 --> 00:56:18.896
these are the images.

00:56:19.057 --> 00:56:20.018
Everything looks good.

00:56:20.199 --> 00:56:21.460
What do you see, doctor?

00:56:21.701 --> 00:56:23.041
I don't even know the dentist's name.

00:56:23.101 --> 00:56:24.643
That's great.

00:56:25.025 --> 00:56:26.987
Then the dentist pokes in my mouth.

00:56:27.387 --> 00:56:28.768
Twenty seconds, Max.

00:56:28.829 --> 00:56:29.409
He's done.

00:56:29.469 --> 00:56:32.293
He's out the door to me.

00:56:33.434 --> 00:56:34.494
Man, that's my model.

00:56:35.016 --> 00:56:35.275
Like,

00:56:35.396 --> 00:56:37.318
let me have the PTA do all the

00:56:37.358 --> 00:56:37.659
stuff.

00:56:37.699 --> 00:56:39.840
My PTAs are more than capable of doing

00:56:39.900 --> 00:56:41.021
everything that needs to be done.

00:56:41.061 --> 00:56:42.804
If they get into trouble,

00:56:43.445 --> 00:56:45.487
I am there to help take it to

00:56:45.547 --> 00:56:48.849
another level, do what I can do best.

00:56:49.690 --> 00:56:51.110
But there's no need for me to be

00:56:51.150 --> 00:56:53.311
the one in the room the entire time.

00:56:54.030 --> 00:56:54.451
Yeah.

00:56:54.510 --> 00:56:55.550
That was my parting shot.

00:56:55.911 --> 00:56:56.592
Parting shot.

00:56:58.192 --> 00:56:58.512
Gosh,

00:56:59.112 --> 00:57:00.693
I did not have on my bingo card.

00:57:00.972 --> 00:57:02.052
I was hoping Dave was still going to

00:57:02.072 --> 00:57:02.452
be here.

00:57:02.813 --> 00:57:04.413
Words mentioned during this episode that I

00:57:04.432 --> 00:57:05.054
didn't see coming.

00:57:05.134 --> 00:57:06.494
Backdoor, penetration,

00:57:06.994 --> 00:57:08.253
the D word he wants me to delete

00:57:08.353 --> 00:57:09.574
out, and role play.

00:57:09.614 --> 00:57:11.155
Didn't see that coming on PT Breakfast

00:57:11.175 --> 00:57:11.414
Club.

00:57:11.474 --> 00:57:12.355
Maybe you don't have the kids in the

00:57:12.394 --> 00:57:13.094
car when you're listening.

00:57:14.275 --> 00:57:14.815
I would say...

00:57:16.016 --> 00:57:18.378
adopts these technologies we're talking

00:57:18.398 --> 00:57:19.418
about, you don't have to do them all,

00:57:19.478 --> 00:57:20.599
but if you don't do some of them,

00:57:20.681 --> 00:57:21.862
at least slowly at first,

00:57:22.121 --> 00:57:24.744
they will run you over.

00:57:24.884 --> 00:57:26.606
You will get smoked and you will say,

00:57:26.646 --> 00:57:27.527
I never saw it coming.

00:57:27.867 --> 00:57:31.210
I think Hemingway said slowly then

00:57:31.250 --> 00:57:31.610
suddenly.

00:57:32.251 --> 00:57:33.231
Someone else said a little bit

00:57:34.072 --> 00:57:36.675
less poetically uh have things fall apart

00:57:37.275 --> 00:57:38.978
uh slowly at first than all at once

00:57:39.157 --> 00:57:40.659
so if you're not at least touching that's

00:57:40.679 --> 00:57:42.141
what i hope you take away from listening

00:57:42.161 --> 00:57:44.143
to us is like i don't think you're

00:57:44.163 --> 00:57:45.403
going to be an expert none of us

00:57:45.443 --> 00:57:46.864
on this show are experts and all this

00:57:46.885 --> 00:57:48.407
stuff we're all just playing around with

00:57:48.427 --> 00:57:50.268
stuff and then some of this stuff will

00:57:50.307 --> 00:57:52.389
be a fad and it'll it'll go away

00:57:52.429 --> 00:57:55.934
but like play and be be informed be

00:57:56.373 --> 00:57:58.436
informed so you understand this stuff

00:57:58.496 --> 00:57:58.755
All right,

00:57:58.775 --> 00:58:00.056
maybe I'll see you guys live from Graham

00:58:00.077 --> 00:58:00.376
Sessions.

00:58:00.396 --> 00:58:01.398
Tony, I'll report back on Tuesday.

00:58:01.418 --> 00:58:01.878
I'll try to tune in.

00:58:01.898 --> 00:58:02.478
Have a good weekend.

00:58:02.498 --> 00:58:02.998
I'll try to tune in.

00:58:03.018 --> 00:58:03.298
Drive safe.

00:58:03.318 --> 00:58:03.498
That's it.

00:58:03.518 --> 00:58:03.878
We're out.

00:58:03.898 --> 00:58:04.579
Boys, what the hell are you doing?

00:58:04.619 --> 00:58:05.500
Follow Tony Maritano on YouTube at Total

00:58:05.519 --> 00:58:06.581
Therapy Solution.

00:58:06.940 --> 00:58:07.862
Find Dave Kittle at

00:58:07.882 --> 00:58:08.842
conciergepainrelief.com and on YouTube at

00:58:08.862 --> 00:58:09.282
The Dave Kittle Show.

00:58:09.302 --> 00:58:10.262
And follow Jimmy McKay at PT Podcasts on

00:58:10.284 --> 00:58:12.525
YouTube, the socials,

00:58:12.545 --> 00:58:19.309
and wherever you binge podcasts you

00:58:19.809 --> 00:58:26.434
pretend are for CEU.

00:58:27.579 --> 00:58:29.003
And hey, just a reminder,

00:58:29.505 --> 00:58:30.809
none of this was for advice.

00:58:30.849 --> 00:58:32.313
This was for entertainment only.

00:58:32.552 --> 00:58:33.976
Our lawyers say that counts.

00:58:34.077 --> 00:58:34.880
Thanks to you.