WEBVTT 00:00:01.330 --> 00:00:02.571 You're listening to the PT Pinecast, 00:00:02.591 --> 00:00:04.272 where smart people in healthcare come to 00:00:04.312 --> 00:00:04.892 make noise. 00:00:04.913 --> 00:00:09.836 Here's your host, Jimmy McKay. 00:00:09.875 --> 00:00:10.996 Live at Graham Sessions again. 00:00:11.336 --> 00:00:12.397 If it looks like we're blurry, 00:00:12.417 --> 00:00:13.159 it's because we are blurry. 00:00:13.179 --> 00:00:14.720 We're not worried about the camera. 00:00:14.900 --> 00:00:16.920 I'm not sure why it's... There we go. 00:00:16.981 --> 00:00:17.702 Now it's focused. 00:00:17.861 --> 00:00:18.222 And there we are. 00:00:18.362 --> 00:00:18.983 And we fixed it. 00:00:19.783 --> 00:00:22.225 Allie, Bethany, superhero backstory. 00:00:22.304 --> 00:00:25.487 I asked you this last night. 00:00:25.647 --> 00:00:25.728 Hmm. 00:00:26.414 --> 00:00:27.574 It was lackluster last night. 00:00:27.594 --> 00:00:28.076 No, it wasn't. 00:00:28.096 --> 00:00:28.615 It was good. 00:00:28.975 --> 00:00:30.318 You said at first, I don't have one. 00:00:30.358 --> 00:00:31.439 And I said, everybody has one. 00:00:31.478 --> 00:00:32.539 And then you gave me one and it 00:00:32.560 --> 00:00:32.920 was great. 00:00:32.960 --> 00:00:33.420 So how do you, 00:00:33.561 --> 00:00:34.542 how do you frame this as we go 00:00:34.621 --> 00:00:35.982 live from Graham sessions here at APT 00:00:36.003 --> 00:00:36.442 headquarters? 00:00:36.683 --> 00:00:37.164 Where, how did, 00:00:37.183 --> 00:00:37.965 where are you in the profession? 00:00:37.984 --> 00:00:38.465 How'd you get there? 00:00:38.765 --> 00:00:39.125 Yeah, 00:00:39.365 --> 00:00:40.968 I am in the profession and I think 00:00:41.067 --> 00:00:42.329 a misfit space. 00:00:42.529 --> 00:00:42.868 Good. 00:00:43.049 --> 00:00:44.551 Island of Misfit Toys was the fun part 00:00:44.591 --> 00:00:44.892 of the movie. 00:00:44.911 --> 00:00:46.594 Definitely Island of Misfit Toys. 00:00:46.654 --> 00:00:47.914 Anyone that knows Mike Eisenhardt, 00:00:48.034 --> 00:00:49.317 I'm one of his misfit toys. 00:00:49.976 --> 00:00:50.838 With Proactivity, 00:00:51.179 --> 00:00:53.521 I found my way there because I did 00:00:53.581 --> 00:00:56.924 not feel like I could tolerate any other 00:00:57.005 --> 00:00:58.826 kind of traditional setting. 00:00:59.527 --> 00:01:01.149 I very much like to be a thousand 00:01:01.189 --> 00:01:02.671 places at once and running around. 00:01:02.692 --> 00:01:02.792 Good. 00:01:03.771 --> 00:01:05.593 And so a traditional setting was not for 00:01:05.614 --> 00:01:05.793 me. 00:01:05.834 --> 00:01:07.515 And so I'm in a direct to employer 00:01:07.575 --> 00:01:08.754 prevention based model. 00:01:08.814 --> 00:01:11.777 So day to day is kind of everything 00:01:11.837 --> 00:01:13.378 from helping my team get around different 00:01:13.397 --> 00:01:13.899 places, 00:01:14.179 --> 00:01:16.400 keep people away from physical therapy as 00:01:16.459 --> 00:01:18.400 much as possible and taking better care of 00:01:18.421 --> 00:01:20.882 themselves in very like dirty jobs, 00:01:20.962 --> 00:01:22.924 micro type of environments. 00:01:23.024 --> 00:01:23.403 I like it. 00:01:23.424 --> 00:01:25.385 I already see an Instagram series for 00:01:25.426 --> 00:01:26.546 productivity in my brain. 00:01:27.828 --> 00:01:28.328 And Bethany, 00:01:28.347 --> 00:01:30.549 you're a clinician working in a role that 00:01:30.590 --> 00:01:31.689 is non-traditional, 00:01:31.750 --> 00:01:33.171 but doesn't mean you don't bring your 00:01:33.212 --> 00:01:34.632 clinical skills to a non-traditional 00:01:34.673 --> 00:01:34.912 place. 00:01:35.093 --> 00:01:36.733 How do you describe what you get to 00:01:36.754 --> 00:01:36.853 do? 00:01:36.873 --> 00:01:38.796 There we go. 00:01:38.995 --> 00:01:40.856 You're good. 00:01:40.956 --> 00:01:41.718 I feel like Chris Collins. 00:01:41.737 --> 00:01:42.018 You're right. 00:01:42.037 --> 00:01:43.599 We're calling things here as we watch 00:01:43.618 --> 00:01:44.400 everybody eat lunch. 00:01:44.420 --> 00:01:45.781 So what do you get to do? 00:01:46.280 --> 00:01:47.861 So I was an OT. 00:01:47.921 --> 00:01:49.540 I practiced for about ten years. 00:01:50.161 --> 00:01:51.981 I worked mostly in acute care in the 00:01:52.001 --> 00:01:52.742 hospital setting. 00:01:53.242 --> 00:01:55.503 And then I always found that I worked 00:01:55.563 --> 00:01:56.903 in like the land of red tape and 00:01:57.004 --> 00:01:59.165 I hate red tape and I felt like 00:01:59.325 --> 00:02:01.305 I was running into walls all the time. 00:02:01.926 --> 00:02:03.885 And I would then bring things to an 00:02:03.926 --> 00:02:06.587 executive team or a finance team and they 00:02:06.606 --> 00:02:07.828 didn't give me the credibility. 00:02:08.307 --> 00:02:09.848 that i felt like we deserved as a 00:02:10.049 --> 00:02:12.129 therapy profession because i think they 00:02:12.169 --> 00:02:13.770 felt like i didn't speak their finance 00:02:13.790 --> 00:02:15.752 language so i went back to get an 00:02:15.812 --> 00:02:18.693 mba specifically with the vendetta feeling 00:02:19.794 --> 00:02:22.556 with both tools to be able to say 00:02:22.735 --> 00:02:24.977 no i speak both languages and i want 00:02:25.037 --> 00:02:26.518 everyone else to speak both languages 00:02:26.957 --> 00:02:27.900 If it's a clinician, 00:02:28.020 --> 00:02:29.161 I want them to be able to speak 00:02:29.200 --> 00:02:30.143 the financial side. 00:02:30.682 --> 00:02:32.044 If it's a finance person, 00:02:32.145 --> 00:02:33.546 I want them to be able to speak 00:02:33.567 --> 00:02:35.008 and understand the clinical side. 00:02:35.830 --> 00:02:38.373 So I do find my job very rewarding 00:02:38.413 --> 00:02:40.516 right now because the primary aspect of my 00:02:40.556 --> 00:02:43.260 job is bridging those two components. 00:02:43.735 --> 00:02:45.294 I already hear the name of this episode 00:02:45.314 --> 00:02:45.836 when I publish it. 00:02:45.855 --> 00:02:47.395 It'll be B for Vendetta. 00:02:47.996 --> 00:02:49.176 Bethany for Vendetta. 00:02:49.616 --> 00:02:50.516 You literally were like, hey, 00:02:51.257 --> 00:02:52.437 if you think I'm not understanding your 00:02:52.478 --> 00:02:52.818 language, 00:02:52.918 --> 00:02:54.598 I'm literally going to go back to school 00:02:54.737 --> 00:02:56.139 and prove it to you and slap you 00:02:56.158 --> 00:02:56.699 across the face with it. 00:02:56.718 --> 00:02:57.479 I think that might be a slight issue 00:02:57.498 --> 00:02:59.960 of my psyche. 00:02:59.979 --> 00:03:00.379 I like it. 00:03:00.500 --> 00:03:02.561 All right, so is this your first? 00:03:02.721 --> 00:03:05.201 How many gram sessions is this for? 00:03:05.562 --> 00:03:05.981 Three gram sessions. 00:03:06.002 --> 00:03:06.122 Me too. 00:03:06.141 --> 00:03:06.861 Three-timers club. 00:03:08.002 --> 00:03:08.742 How many of this is for you? 00:03:08.763 --> 00:03:09.883 This is my first one. 00:03:10.795 --> 00:03:13.138 brand new, brand new, uh, situation. 00:03:13.217 --> 00:03:15.259 So we'll start with Bethany. 00:03:15.340 --> 00:03:15.960 First one, 00:03:16.741 --> 00:03:18.141 what'd you think it was going to be? 00:03:18.362 --> 00:03:20.664 And then what has it actually been like? 00:03:21.525 --> 00:03:21.645 Well, 00:03:21.705 --> 00:03:23.106 I think you did a good job prepping 00:03:23.127 --> 00:03:23.167 me. 00:03:23.187 --> 00:03:24.168 How did I prep you? 00:03:24.247 --> 00:03:24.728 I can't remember. 00:03:24.907 --> 00:03:25.588 I don't remember. 00:03:25.628 --> 00:03:26.930 You said it was like cool kids. 00:03:26.949 --> 00:03:27.050 Yeah. 00:03:27.730 --> 00:03:28.912 And you said it was, um, 00:03:28.931 --> 00:03:30.973 people are more authentic and more open 00:03:31.073 --> 00:03:32.675 and I think willing to have harder 00:03:32.715 --> 00:03:33.536 conversations. 00:03:33.556 --> 00:03:33.776 Yeah. 00:03:34.175 --> 00:03:37.038 so but i would not have i actually 00:03:37.058 --> 00:03:38.800 would have expected it to be a little 00:03:38.820 --> 00:03:41.724 bit more cagey cagey yeah spears later 00:03:41.745 --> 00:03:44.007 don't worry about it i'm waiting for it 00:03:44.046 --> 00:03:45.549 yeah i'm waiting for it two years ago 00:03:45.669 --> 00:03:47.491 i got thrown off the roof really no 00:03:47.550 --> 00:03:48.812 not really but that'd be that'd be a 00:03:48.852 --> 00:03:51.014 great story just always say two years ago 00:03:51.034 --> 00:03:52.256 a guy got thrown off the roof and 00:03:52.276 --> 00:03:53.858 then be like i can't remember who was 00:03:53.877 --> 00:03:55.340 i can't talk about there's legal situation 00:03:55.860 --> 00:03:57.760 um i think the people in this room 00:03:57.841 --> 00:04:01.364 are traditionally people who are um not 00:04:01.383 --> 00:04:04.026 afraid or it's not a fear thing they 00:04:04.066 --> 00:04:06.467 are more apt to make noise and they 00:04:06.486 --> 00:04:08.868 are talking more this is not better this 00:04:08.889 --> 00:04:11.009 is not worse this is just different i 00:04:11.069 --> 00:04:12.570 see you know people next to me i 00:04:12.591 --> 00:04:13.651 won't say who right because it's like 00:04:13.692 --> 00:04:15.252 vegas you can't say who's here i see 00:04:15.713 --> 00:04:17.595 academy president i see another academy 00:04:17.634 --> 00:04:21.096 president i see ceo i see state chapter 00:04:21.137 --> 00:04:21.598 president 00:04:23.129 --> 00:04:24.771 I see he does like fifteen different. 00:04:24.831 --> 00:04:25.894 But these are the people who were like 00:04:26.435 --> 00:04:27.976 they say things that piss you off or 00:04:28.016 --> 00:04:29.298 you agree with on LinkedIn. 00:04:29.639 --> 00:04:30.961 The funny thing is most these people don't 00:04:30.980 --> 00:04:32.423 care if you agree with them or piss. 00:04:32.463 --> 00:04:34.185 Just say something like do something. 00:04:35.307 --> 00:04:36.850 Why did you come to your first Graham 00:04:36.889 --> 00:04:38.391 sessions and why did you come back? 00:04:39.536 --> 00:04:40.197 Good question. 00:04:40.338 --> 00:04:41.379 I came with Mike. 00:04:41.819 --> 00:04:42.560 He said he made you. 00:04:42.680 --> 00:04:43.800 Yeah, he kind of made me. 00:04:44.281 --> 00:04:45.581 He said, I think you'll like this. 00:04:45.682 --> 00:04:47.384 And I had I just read the description 00:04:47.423 --> 00:04:47.704 online. 00:04:47.723 --> 00:04:48.384 I'm like, cool. 00:04:48.904 --> 00:04:51.747 And I came and I shared at the 00:04:51.867 --> 00:04:53.949 end of it that it felt very reminiscent. 00:04:53.990 --> 00:04:54.870 I'm from New Jersey. 00:04:54.911 --> 00:04:55.531 I'm Italian. 00:04:55.571 --> 00:04:57.593 It felt like dinner, 00:04:57.653 --> 00:04:59.334 like a lot of yelling. 00:04:59.375 --> 00:05:01.016 And that was my love language is like 00:05:01.076 --> 00:05:02.598 yelling and cussing at each other. 00:05:03.017 --> 00:05:03.877 which there was both of. 00:05:04.819 --> 00:05:05.559 So I liked that. 00:05:05.619 --> 00:05:07.199 I liked that I had grown kind of 00:05:07.240 --> 00:05:08.680 frustrated with the professional 00:05:08.721 --> 00:05:10.201 conferences because I felt like we just 00:05:10.242 --> 00:05:11.862 talked about the same stuff. 00:05:12.382 --> 00:05:15.084 And nobody had the courage to disagree. 00:05:15.144 --> 00:05:17.045 And I didn't feel that at Graham Sessions. 00:05:17.084 --> 00:05:20.687 So I came back and got more and 00:05:20.706 --> 00:05:21.586 more interested. 00:05:21.666 --> 00:05:23.148 And here I am three years later. 00:05:23.507 --> 00:05:23.687 All right. 00:05:23.728 --> 00:05:26.369 So now we're level set. 00:05:26.449 --> 00:05:27.750 I'll just keep it easy. 00:05:27.850 --> 00:05:28.850 What's one thing... 00:05:29.610 --> 00:05:32.012 that excited you that you've either heard 00:05:32.052 --> 00:05:34.235 already or you've seen on the program that 00:05:34.454 --> 00:05:35.175 we're going to talk about? 00:05:35.536 --> 00:05:36.838 And what's one thing that you're like, 00:05:36.877 --> 00:05:37.538 dude, where's this? 00:05:37.697 --> 00:05:39.000 Like, hey, you're missing this one. 00:05:39.360 --> 00:05:41.040 So we'll start with the thing that's 00:05:41.081 --> 00:05:41.422 there. 00:05:41.701 --> 00:05:42.923 What's something that you're excited to 00:05:42.942 --> 00:05:44.144 that's either already been talked about 00:05:44.184 --> 00:05:46.326 here halfway through the first day or 00:05:46.766 --> 00:05:47.666 something that's coming up that you're 00:05:47.687 --> 00:05:48.168 excited about? 00:05:50.086 --> 00:05:51.166 I can answer the first one. 00:05:52.627 --> 00:05:55.189 I really liked the kind of disparaging the 00:05:55.249 --> 00:05:57.870 myth that it's just data that is going 00:05:57.889 --> 00:05:59.771 to help you with payer negotiations or 00:05:59.810 --> 00:06:00.351 contracts. 00:06:01.232 --> 00:06:03.132 I think we've all fallen, myself included, 00:06:03.173 --> 00:06:04.194 fallen victim to like, oh, 00:06:04.213 --> 00:06:06.935 if we just have enough data instead of, 00:06:07.196 --> 00:06:08.896 no, if we just have enough leverage. 00:06:09.076 --> 00:06:10.838 And so I think the leverage word, 00:06:12.278 --> 00:06:13.358 that has been stuck in my head. 00:06:13.559 --> 00:06:13.819 Yeah, 00:06:14.098 --> 00:06:15.779 and I wasn't in the room for that, 00:06:15.899 --> 00:06:16.961 but someone was explaining, 00:06:17.060 --> 00:06:18.521 is that more along the lines of the 00:06:18.601 --> 00:06:19.401 IPA discussion? 00:06:19.461 --> 00:06:20.822 Like, how do we band together? 00:06:22.764 --> 00:06:23.783 I think I used it as like a 00:06:23.863 --> 00:06:24.925 tubing at Lake Havasu. 00:06:25.524 --> 00:06:26.985 We can remain individual people in our 00:06:27.026 --> 00:06:28.747 individual tubes, but if we all link arms, 00:06:28.826 --> 00:06:30.127 now we can walk into a situation and 00:06:30.148 --> 00:06:31.048 we've got the leverage. 00:06:31.088 --> 00:06:31.988 We have the longer lever. 00:06:32.009 --> 00:06:33.108 Yes, yes. 00:06:33.149 --> 00:06:33.990 We should wake up to that. 00:06:34.029 --> 00:06:34.870 Other people are doing that. 00:06:34.889 --> 00:06:35.951 And by people, I mean professions. 00:06:36.071 --> 00:06:37.091 So there were good examples. 00:06:37.351 --> 00:06:38.211 This has worked. 00:06:38.271 --> 00:06:39.692 This is not just in a vacuum. 00:06:40.833 --> 00:06:41.613 Something that excited you. 00:06:43.000 --> 00:06:44.762 I like the primary care topic a lot. 00:06:44.942 --> 00:06:45.242 Good. 00:06:45.482 --> 00:06:45.882 Why? 00:06:46.163 --> 00:06:47.843 I think that, well, to me, I'm like, 00:06:48.363 --> 00:06:50.504 don't we just all already do this? 00:06:50.524 --> 00:06:51.745 Like, I guess I'm naive. 00:06:51.985 --> 00:06:53.826 Wait, is this a new, 00:06:53.846 --> 00:06:56.468 this was already in the building. 00:06:56.809 --> 00:06:59.831 I just, I'm naive to traditional settings. 00:06:59.891 --> 00:07:01.812 So I kind of just assume that my 00:07:01.851 --> 00:07:02.851 experience is, 00:07:03.291 --> 00:07:05.012 which has been doing that and not having 00:07:05.033 --> 00:07:06.514 to ask someone to get paid for it 00:07:06.574 --> 00:07:07.875 and not having to worry about whether it 00:07:07.894 --> 00:07:08.795 was legal or not, 00:07:08.855 --> 00:07:09.995 or whether there was going to be some 00:07:10.016 --> 00:07:10.916 sort of regular, I'm like, 00:07:11.576 --> 00:07:12.497 this is just all I know. 00:07:12.538 --> 00:07:14.158 So I'm excited to have had that 00:07:14.177 --> 00:07:16.819 conversation and that it's becoming 00:07:16.860 --> 00:07:19.821 something that's being pursued more. 00:07:19.841 --> 00:07:21.141 I'm allowed to talk about what I said 00:07:21.182 --> 00:07:21.661 in the room. 00:07:21.942 --> 00:07:23.062 I said, this is awesome. 00:07:24.262 --> 00:07:27.545 But if you don't message it for literally 00:07:27.805 --> 00:07:28.805 everybody else, 00:07:28.946 --> 00:07:30.427 I made everybody in the room look outside 00:07:30.447 --> 00:07:32.127 the windows from the seventh floor here, 00:07:32.146 --> 00:07:33.608 you can see DC, you can see Alexandria. 00:07:33.627 --> 00:07:33.908 I was like, 00:07:33.987 --> 00:07:35.749 if those people don't understand this very 00:07:35.788 --> 00:07:36.129 clearly, 00:07:36.589 --> 00:07:38.651 this could be awesome and will fail. 00:07:38.730 --> 00:07:38.971 Yeah. 00:07:39.511 --> 00:07:41.752 And I think that's why I feel sometimes 00:07:41.771 --> 00:07:43.132 like a broken record on the direct to 00:07:43.151 --> 00:07:44.992 employer because I don't have to market 00:07:45.012 --> 00:07:47.293 that to them because it's a small social 00:07:47.334 --> 00:07:47.694 network. 00:07:48.053 --> 00:07:49.694 So they just have to experience it and 00:07:49.714 --> 00:07:50.454 then it markets itself. 00:07:50.475 --> 00:07:51.475 They talk to each other. 00:07:51.795 --> 00:07:52.115 Right. 00:07:52.154 --> 00:07:53.475 It's a small social network. 00:07:53.495 --> 00:07:56.677 I don't have to market it to however 00:07:56.697 --> 00:07:58.958 many thousand people live in my community. 00:07:59.117 --> 00:08:01.197 I market it to a group of five 00:08:01.237 --> 00:08:04.079 hundred and they have one experience of 00:08:04.279 --> 00:08:05.180 they helped me with this. 00:08:05.240 --> 00:08:06.259 I didn't know they could do that. 00:08:06.319 --> 00:08:08.480 And the social network markets itself. 00:08:08.620 --> 00:08:09.482 What's your wedge? 00:08:10.041 --> 00:08:12.322 How do you get into... 00:08:13.043 --> 00:08:13.684 Let's say you've got... 00:08:14.605 --> 00:08:15.884 What's a great type of company that you 00:08:15.904 --> 00:08:16.526 like to work with? 00:08:16.865 --> 00:08:17.906 Or give me examples that you work with. 00:08:17.966 --> 00:08:20.487 Yeah, like a grizzled industrial employer. 00:08:20.548 --> 00:08:20.767 Got it. 00:08:20.788 --> 00:08:21.348 Those are my people. 00:08:21.569 --> 00:08:22.608 How do you knock on the door? 00:08:22.649 --> 00:08:23.449 What's the email? 00:08:23.689 --> 00:08:25.651 How do you get the first coffee? 00:08:25.670 --> 00:08:26.771 Yeah, good question. 00:08:26.851 --> 00:08:27.492 At this point, 00:08:27.552 --> 00:08:29.694 it's more like knocking on our door 00:08:29.713 --> 00:08:30.874 because we built a relationship. 00:08:30.915 --> 00:08:31.415 Yeah, yeah, yeah. 00:08:31.435 --> 00:08:32.475 But if you're starting Xero, 00:08:32.875 --> 00:08:34.996 the grizzled industrial has no idea what 00:08:35.017 --> 00:08:35.256 the hell... 00:08:35.277 --> 00:08:36.238 They look at you and they're like... 00:08:36.738 --> 00:08:37.258 What's this girl? 00:08:37.658 --> 00:08:38.778 Why are you all dressed up? 00:08:38.899 --> 00:08:40.279 We make we we you know, 00:08:40.320 --> 00:08:41.321 we make metal here. 00:08:41.341 --> 00:08:42.062 Yeah, that's it. 00:08:42.081 --> 00:08:43.822 Well, that is my exact client. 00:08:43.883 --> 00:08:44.342 OK, 00:08:44.383 --> 00:08:45.283 so how do you get them to go? 00:08:45.344 --> 00:08:45.703 Hey, hey. 00:08:45.884 --> 00:08:47.085 Well, first of all, you don't dress up. 00:08:47.144 --> 00:08:47.885 You look like them. 00:08:48.285 --> 00:08:49.307 When you show up for the meeting, 00:08:49.326 --> 00:08:50.687 you've got your steel toed boots and 00:08:50.706 --> 00:08:52.227 you've got your jeans and you look like 00:08:52.249 --> 00:08:53.870 you could go work in the steel mill. 00:08:54.269 --> 00:08:54.990 I can see you. 00:08:55.009 --> 00:08:55.451 I can see you. 00:08:55.490 --> 00:08:55.770 Yeah. 00:08:55.811 --> 00:08:57.032 You got to wear dress the part. 00:08:57.772 --> 00:08:59.634 Um, it's really pretty simple. 00:08:59.714 --> 00:09:01.054 It's that you have a problem. 00:09:01.154 --> 00:09:02.196 I know you have a problem. 00:09:02.255 --> 00:09:04.118 I know you have a healthcare cost problem. 00:09:04.197 --> 00:09:06.019 And I know musculoskeletal is in the top 00:09:06.099 --> 00:09:07.740 two, probably number one, 00:09:07.780 --> 00:09:09.042 if you're an industrial employer. 00:09:10.023 --> 00:09:11.663 And I'm a profession that knows how to 00:09:11.724 --> 00:09:12.644 solve that problem. 00:09:12.825 --> 00:09:13.605 Oh, and by the way, 00:09:13.645 --> 00:09:14.306 when I do that, 00:09:14.405 --> 00:09:15.567 I can solve your health problems. 00:09:15.687 --> 00:09:16.869 Yeah, I want to rewind there, 00:09:16.948 --> 00:09:18.129 just like we are doing Monday Night 00:09:18.149 --> 00:09:18.769 Football. 00:09:18.809 --> 00:09:21.231 The first three things you said were about 00:09:21.451 --> 00:09:21.732 them. 00:09:22.610 --> 00:09:24.231 And that's when people listen. 00:09:24.272 --> 00:09:25.932 You didn't say, hi, I am Ali. 00:09:26.052 --> 00:09:29.953 I have a doctor and I don't care. 00:09:30.033 --> 00:09:30.715 You were like, hey, 00:09:30.855 --> 00:09:31.674 I see what you're doing. 00:09:31.855 --> 00:09:33.196 And then like when I'm pitching, 00:09:33.235 --> 00:09:34.836 like to do stuff with APTA state chapters, 00:09:34.856 --> 00:09:36.177 I'm like, let me take a guess. 00:09:37.038 --> 00:09:39.038 Do you have this, this and that problem? 00:09:39.058 --> 00:09:40.119 They're like, how did you know that? 00:09:40.198 --> 00:09:40.960 I'm like, first of all, 00:09:40.980 --> 00:09:41.840 you all have the same problems. 00:09:42.779 --> 00:09:44.160 But that's what people want to hear. 00:09:44.321 --> 00:09:45.020 Like, can you solve, 00:09:45.101 --> 00:09:47.142 am I solving your problem or are you 00:09:47.162 --> 00:09:48.222 helping me solve me problem? 00:09:48.263 --> 00:09:49.744 Because I want to talk about me problems. 00:09:50.904 --> 00:09:52.307 And then what are they looking for? 00:09:52.366 --> 00:09:54.269 What's the, I call it the eyebrow test. 00:09:54.450 --> 00:09:55.110 They're like, okay, 00:09:55.152 --> 00:09:56.232 you understand my problems. 00:09:56.293 --> 00:09:57.654 What's the thing that, is it money? 00:09:57.755 --> 00:09:59.057 Is it downtime? 00:09:59.097 --> 00:10:01.400 It's all money, but it equates to money. 00:10:01.562 --> 00:10:03.924 But when do you see them go, ooh. 00:10:05.037 --> 00:10:06.138 I think when you make it clear, 00:10:06.197 --> 00:10:07.759 you know how to fix it and that 00:10:07.798 --> 00:10:08.979 it doesn't look like, 00:10:09.500 --> 00:10:11.921 and this is the exact plan because you 00:10:11.941 --> 00:10:13.001 don't even know my people yet. 00:10:13.022 --> 00:10:14.942 So how do you know what my problem 00:10:15.023 --> 00:10:16.023 is and how to fix it? 00:10:16.624 --> 00:10:18.804 Because my people are different than all 00:10:18.825 --> 00:10:19.765 the people you've ever met. 00:10:20.745 --> 00:10:22.187 Different, just like everybody else. 00:10:22.846 --> 00:10:25.048 Is this like you can curse on here? 00:10:25.067 --> 00:10:25.248 All of it. 00:10:25.268 --> 00:10:26.489 Yeah, there's no FCC. 00:10:26.509 --> 00:10:28.370 When it becomes very clear that you 00:10:28.529 --> 00:10:30.049 understand their problem, 00:10:30.230 --> 00:10:31.730 that you understand the solution, 00:10:31.770 --> 00:10:33.091 maybe not the specifics because you don't 00:10:33.111 --> 00:10:33.892 know the population, 00:10:33.971 --> 00:10:35.092 and you really give a shit, 00:10:35.513 --> 00:10:36.994 like you really give a shit about doing 00:10:37.053 --> 00:10:39.154 it, then it's not hard. 00:10:40.154 --> 00:10:40.754 I was just going to ask, 00:10:40.815 --> 00:10:42.895 are you doing like structural and 00:10:42.916 --> 00:10:44.317 environmental changes within the 00:10:44.356 --> 00:10:45.998 organization or just like direct to 00:10:46.018 --> 00:10:46.398 consumers? 00:10:46.989 --> 00:10:48.931 Sometimes it's all of the above. 00:10:49.010 --> 00:10:49.311 It depends. 00:10:49.331 --> 00:10:50.091 Whatever the population needs. 00:10:50.111 --> 00:10:50.532 That's awesome. 00:10:52.768 --> 00:10:53.028 Yeah, 00:10:53.048 --> 00:10:55.029 I was going to say a quote that 00:10:55.090 --> 00:10:57.292 I've sort of stolen from, I think, 00:10:57.351 --> 00:10:58.192 Eleanor Roosevelt. 00:10:58.212 --> 00:10:58.633 And she said, 00:10:58.693 --> 00:11:01.216 no one cares how much you know until 00:11:01.235 --> 00:11:03.018 they know how much you care. 00:11:03.057 --> 00:11:04.399 And I was like, that's bullshit. 00:11:04.479 --> 00:11:05.058 I love Eleanor. 00:11:05.078 --> 00:11:05.799 I love you, Eleanor. 00:11:05.879 --> 00:11:06.600 She's not with us anymore. 00:11:07.160 --> 00:11:08.822 But I think no one cares how much 00:11:08.842 --> 00:11:10.664 you know or how much you care until 00:11:10.684 --> 00:11:13.346 they know that you know how to understand 00:11:13.386 --> 00:11:14.687 their problem and can solve it. 00:11:15.068 --> 00:11:16.289 Now I'm like, oh, 00:11:16.389 --> 00:11:17.171 how much do you care? 00:11:17.250 --> 00:11:17.551 Cool. 00:11:17.671 --> 00:11:18.552 I want that person with me. 00:11:18.831 --> 00:11:21.374 But make sure you demonstrate, I see you, 00:11:21.514 --> 00:11:22.615 I hear you, I understand you. 00:11:22.654 --> 00:11:24.135 That's what Oprah taught me. 00:11:24.355 --> 00:11:25.537 People want to be seen, heard, understood. 00:11:26.136 --> 00:11:26.937 Do that first. 00:11:27.378 --> 00:11:28.599 I see PTs all the time, 00:11:28.619 --> 00:11:29.220 and I love you, 00:11:29.259 --> 00:11:29.919 and I'm one of you. 00:11:30.500 --> 00:11:31.841 Stop talking about yourself. 00:11:32.062 --> 00:11:33.682 Yes, a hundred percent. 00:11:33.702 --> 00:11:34.663 Stop talking about yourself. 00:11:34.682 --> 00:11:35.323 They don't care about us. 00:11:35.403 --> 00:11:35.844 And to your point, 00:11:35.864 --> 00:11:37.304 they don't care that I'm a PT. 00:11:38.125 --> 00:11:39.326 They don't care about any of that. 00:11:39.486 --> 00:11:41.427 So don't focus on that. 00:11:41.548 --> 00:11:42.269 Focus on the problem. 00:11:42.389 --> 00:11:43.370 You don't do that, 00:11:43.529 --> 00:11:44.830 but you do something similar. 00:11:45.049 --> 00:11:46.630 You're not solving workforce, 00:11:46.671 --> 00:11:48.871 but you are because you work more 00:11:48.932 --> 00:11:49.613 technology. 00:11:49.692 --> 00:11:50.913 These are the things that, 00:11:51.253 --> 00:11:53.494 so you're sitting there pretending like, 00:11:53.754 --> 00:11:54.855 hmm, let me take a wild guess. 00:11:55.514 --> 00:11:57.176 You hate denials. 00:11:57.775 --> 00:11:58.596 Are denials an issue? 00:11:58.616 --> 00:12:00.278 Of course, it's a loaded question, 00:12:00.317 --> 00:12:01.817 but you're doing something similar but not 00:12:01.857 --> 00:12:02.259 the same. 00:12:02.678 --> 00:12:04.779 What's a good wedge for you that makes 00:12:04.799 --> 00:12:06.860 someone go, oh, she, yes, okay, 00:12:06.921 --> 00:12:08.282 sounds like you might understand me. 00:12:08.341 --> 00:12:10.403 What are some things that you throw out 00:12:10.423 --> 00:12:10.982 in the beginning 00:12:12.298 --> 00:12:12.457 Well, 00:12:12.597 --> 00:12:14.841 I always focus on themes over any sort 00:12:14.880 --> 00:12:15.481 of features. 00:12:15.701 --> 00:12:16.042 So like, 00:12:16.143 --> 00:12:18.304 I don't really do anything about like, 00:12:18.365 --> 00:12:20.067 Hey, here's how we solve it. 00:12:20.126 --> 00:12:21.969 I like to figure out like what themes 00:12:22.470 --> 00:12:23.912 are people experiencing. 00:12:24.432 --> 00:12:26.153 And so I would say within the space 00:12:26.173 --> 00:12:28.636 that I work in within like revenue cycle, 00:12:28.657 --> 00:12:29.018 let's say, 00:12:29.522 --> 00:12:32.105 I would say a major theme is ownership, 00:12:32.206 --> 00:12:33.888 autonomy, transparency. 00:12:34.168 --> 00:12:35.049 That's what they're looking, 00:12:35.090 --> 00:12:35.750 that's what they want. 00:12:35.770 --> 00:12:36.451 That's what they want. 00:12:36.471 --> 00:12:39.716 People want to have ownership of their 00:12:39.755 --> 00:12:42.841 money, of their future, of their practice. 00:12:42.860 --> 00:12:43.500 Their day. 00:12:43.621 --> 00:12:44.403 They started a business, 00:12:44.462 --> 00:12:45.804 now they're working for someone else, 00:12:45.884 --> 00:12:46.525 it feels like. 00:12:46.865 --> 00:12:48.126 Yeah, visibility. 00:12:48.287 --> 00:12:50.746 I think oftentimes people outsource 00:12:50.788 --> 00:12:52.967 completely because they know enough to 00:12:53.008 --> 00:12:54.188 say, I don't know about this. 00:12:54.609 --> 00:12:55.969 But then as they start to learn, 00:12:56.028 --> 00:12:56.970 then they realize, oh my gosh, 00:12:56.990 --> 00:12:58.309 I don't know anything about what's 00:12:58.330 --> 00:12:58.850 happening. 00:12:59.370 --> 00:13:01.071 And they don't know what step to take 00:13:01.110 --> 00:13:02.932 to then start to regain control. 00:13:03.371 --> 00:13:04.613 And then they don't know what they don't 00:13:04.633 --> 00:13:04.793 know. 00:13:04.852 --> 00:13:08.053 So just trying to also help uncover where 00:13:08.094 --> 00:13:09.494 the problem is and then being very 00:13:09.514 --> 00:13:11.294 transparent if we are not the right fit. 00:13:11.315 --> 00:13:11.754 Yeah, yeah, yeah. 00:13:11.774 --> 00:13:13.096 Try to get to the know as quickly 00:13:13.115 --> 00:13:13.635 as possible. 00:13:13.696 --> 00:13:14.436 Yeah. 00:13:14.475 --> 00:13:15.937 Confused people don't. 00:13:17.235 --> 00:13:18.895 So I know I have a problem, 00:13:18.995 --> 00:13:20.336 but I'm even confused what the next step 00:13:20.417 --> 00:13:20.576 is. 00:13:20.616 --> 00:13:21.116 So what do I do? 00:13:21.456 --> 00:13:21.836 Nothing. 00:13:22.076 --> 00:13:22.756 I just go, you know what? 00:13:22.777 --> 00:13:24.357 I'm going to solve the other problems 00:13:24.378 --> 00:13:25.758 because I at least know how to solve 00:13:25.778 --> 00:13:25.957 them. 00:13:26.298 --> 00:13:27.597 This is what I'm like frustrated with. 00:13:27.837 --> 00:13:29.499 And I try to clean my house as 00:13:29.538 --> 00:13:30.259 little as possible. 00:13:30.339 --> 00:13:31.339 Like when there's people coming over, 00:13:31.359 --> 00:13:31.899 that's when I do it. 00:13:32.359 --> 00:13:34.460 But I find myself like I'm trying to 00:13:34.480 --> 00:13:35.480 do I was trying to change a flight 00:13:35.759 --> 00:13:36.940 and I was using an app and I 00:13:36.960 --> 00:13:37.700 couldn't get my password. 00:13:37.779 --> 00:13:38.780 I tried fourteen different ways. 00:13:39.221 --> 00:13:40.640 So I just stopped and cleaned my house. 00:13:41.120 --> 00:13:42.442 Because I knew I could control that. 00:13:42.581 --> 00:13:44.302 I was like, well, that's not happening. 00:13:44.522 --> 00:13:45.102 I'm going to do this. 00:13:45.123 --> 00:13:46.543 It's the same in business. 00:13:46.663 --> 00:13:48.083 If you're like, I know I'm leaking money. 00:13:48.224 --> 00:13:48.823 What do I do about it? 00:13:48.884 --> 00:13:49.563 I have no idea. 00:13:49.604 --> 00:13:50.365 So what do you do about it? 00:13:50.384 --> 00:13:50.644 Nothing. 00:13:51.225 --> 00:13:55.206 You move on to rearrange the deck chairs 00:13:55.226 --> 00:13:55.866 on my Titanic. 00:13:55.927 --> 00:13:56.126 Why? 00:13:56.386 --> 00:13:57.587 Because I can control that. 00:13:58.148 --> 00:13:59.268 And we're big, dumb animals, 00:13:59.288 --> 00:14:01.989 and we like control. 00:14:02.190 --> 00:14:04.029 This is a cool format, though, I think, 00:14:04.149 --> 00:14:04.831 a presentation. 00:14:04.931 --> 00:14:05.191 And then... 00:14:06.501 --> 00:14:09.283 really dedicated time to hearing from the 00:14:09.342 --> 00:14:10.442 audience, right? 00:14:10.802 --> 00:14:11.962 I do think it's funny though, 00:14:12.802 --> 00:14:14.683 is that most people are falling into the 00:14:14.703 --> 00:14:15.964 trap I just did, right? 00:14:16.043 --> 00:14:17.744 So let's say you gave a presentation and 00:14:17.844 --> 00:14:18.644 I either agree or disagree, 00:14:18.663 --> 00:14:19.804 I'm gonna stand up and ask questions or 00:14:19.825 --> 00:14:20.384 make a statement, 00:14:20.725 --> 00:14:21.605 and then a lot of people spend the 00:14:21.644 --> 00:14:22.924 first forty-five seconds explaining who 00:14:22.945 --> 00:14:23.245 they are. 00:14:23.585 --> 00:14:23.985 And I'm sort of like, 00:14:24.005 --> 00:14:26.225 save that for later. 00:14:26.245 --> 00:14:27.725 Save, I don't care right now, 00:14:27.785 --> 00:14:30.326 unless it's directly in context, right? 00:14:30.386 --> 00:14:31.427 Which is like, I get it, 00:14:31.626 --> 00:14:32.486 but also I'm like, 00:14:32.907 --> 00:14:34.087 skip to the good part. 00:14:37.448 --> 00:14:37.649 All right. 00:14:37.668 --> 00:14:38.749 So third, first. 00:14:39.490 --> 00:14:42.071 And you're going to both speak next year. 00:14:42.270 --> 00:14:43.851 If you were going to speak next year, 00:14:43.912 --> 00:14:45.192 what would your talk be on? 00:14:45.293 --> 00:14:46.072 I'm cheering Allie on. 00:14:46.212 --> 00:14:47.433 That's my role next year. 00:14:47.453 --> 00:14:48.695 We're going to do it together. 00:14:48.715 --> 00:14:49.274 Hold on a second. 00:14:49.294 --> 00:14:49.615 Wait, wait, wait. 00:14:49.654 --> 00:14:50.596 You spoke already. 00:14:50.655 --> 00:14:51.975 You gave a two-minute hot, 00:14:52.596 --> 00:14:53.517 coming in hot statement. 00:14:53.596 --> 00:14:54.136 I did. 00:14:54.177 --> 00:14:54.857 What was the gist? 00:14:54.898 --> 00:14:55.778 Let's just talk about the gist of it. 00:14:55.798 --> 00:14:56.739 Or do you have it memorized? 00:14:57.038 --> 00:14:58.700 No, I don't have it fully memorized. 00:14:58.720 --> 00:15:00.360 But the gist of it, I will say, 00:15:00.500 --> 00:15:02.162 and you tell me if I'm not doing 00:15:02.182 --> 00:15:02.581 this justice. 00:15:02.964 --> 00:15:04.645 But the gist of this is that I 00:15:04.686 --> 00:15:06.347 think in the therapy world specifically, 00:15:06.447 --> 00:15:08.990 we feel this need to either choose between 00:15:09.030 --> 00:15:12.014 doing well or doing good. 00:15:12.115 --> 00:15:13.035 And by that meaning, 00:15:13.677 --> 00:15:15.679 well is like we're financially thriving 00:15:15.740 --> 00:15:17.160 and our clinic's doing financially well. 00:15:17.182 --> 00:15:19.244 And then good meaning we're allocating 00:15:19.283 --> 00:15:21.346 everything we have to our patients and 00:15:21.386 --> 00:15:21.567 that. 00:15:22.105 --> 00:15:23.607 we do not have to choose one or 00:15:23.648 --> 00:15:25.390 the other, that we deserve both. 00:15:25.431 --> 00:15:26.292 But beyond that, 00:15:26.692 --> 00:15:29.115 like the survival of our entire profession 00:15:29.176 --> 00:15:31.919 relies on us having both. 00:15:32.399 --> 00:15:33.962 And that was it. 00:15:33.982 --> 00:15:35.264 I don't need to divulge that. 00:15:35.303 --> 00:15:36.725 It was really good. 00:15:36.986 --> 00:15:38.408 I love the doing well versus doing good. 00:15:38.708 --> 00:15:41.230 And then you brought in also a topic 00:15:41.250 --> 00:15:42.451 that I guess was in last year. 00:15:42.471 --> 00:15:43.211 I wasn't here last year, 00:15:43.231 --> 00:15:44.712 but they were talking about artificial 00:15:44.732 --> 00:15:45.494 intelligence last year. 00:15:45.734 --> 00:15:47.615 It's not on the docket this year because 00:15:47.634 --> 00:15:49.035 apparently we've solved all that. 00:15:49.856 --> 00:15:50.738 I was out of the room when we 00:15:50.758 --> 00:15:51.097 solved AI. 00:15:52.259 --> 00:15:54.961 Your angle was AI is not the thing. 00:15:55.081 --> 00:15:56.221 It's the thing that will help you do 00:15:56.261 --> 00:15:56.662 the thing. 00:15:56.782 --> 00:15:57.623 AI is not the answer. 00:15:57.663 --> 00:15:58.923 It's the vehicle you will get in to 00:15:58.984 --> 00:16:01.144 solve this or this or at least work 00:16:01.205 --> 00:16:02.186 on this or this or this. 00:16:02.500 --> 00:16:03.201 Yes. 00:16:03.221 --> 00:16:04.283 Yes. 00:16:04.303 --> 00:16:04.464 Yeah. 00:16:04.504 --> 00:16:05.524 That was my kind of thought. 00:16:05.706 --> 00:16:06.927 That could be an entire talk, though. 00:16:06.947 --> 00:16:07.788 You did it in two minutes. 00:16:07.908 --> 00:16:09.490 You could go deeper and wider. 00:16:09.510 --> 00:16:10.392 Yeah, I could. 00:16:10.412 --> 00:16:11.714 You might have just accidentally talked 00:16:11.734 --> 00:16:12.615 yourself into a talk. 00:16:13.056 --> 00:16:14.317 Allie, you're on the docket next year. 00:16:14.496 --> 00:16:15.318 What are you talking about? 00:16:15.359 --> 00:16:16.080 With your hands. 00:16:17.926 --> 00:16:20.547 I am this afternoon doing one on 00:16:20.586 --> 00:16:21.347 gentelligence. 00:16:21.408 --> 00:16:22.048 Oh, no, I knew that. 00:16:22.087 --> 00:16:23.168 You are talking this year. 00:16:23.187 --> 00:16:23.248 Yes, 00:16:23.288 --> 00:16:25.489 my head is on that because at a 00:16:25.528 --> 00:16:26.210 lot of conferences, 00:16:26.289 --> 00:16:28.309 I feel like I feel this very emotional 00:16:28.951 --> 00:16:31.591 distress around the younger generation or 00:16:31.611 --> 00:16:33.513 the younger generation against older 00:16:33.533 --> 00:16:34.232 generations. 00:16:34.273 --> 00:16:36.573 And so I feel like honest conversations 00:16:36.594 --> 00:16:37.254 are needed there. 00:16:38.355 --> 00:16:39.355 So that's where my head is at right 00:16:39.414 --> 00:16:39.634 now. 00:16:39.774 --> 00:16:40.615 Next year, I don't know. 00:16:40.676 --> 00:16:43.216 So what do you hope people walk away 00:16:43.277 --> 00:16:44.197 thinking, feeling, 00:16:44.376 --> 00:16:45.977 doing after they listen to your talk 00:16:45.998 --> 00:16:46.357 today? 00:16:46.903 --> 00:16:48.563 I hope that instead of just being 00:16:48.644 --> 00:16:51.086 frustrated and angry and being like, 00:16:51.186 --> 00:16:53.587 they need to change either direction. 00:16:53.607 --> 00:16:54.227 They need to change. 00:16:54.248 --> 00:16:56.408 They need to change either direction. 00:16:56.528 --> 00:16:57.230 It's their fault. 00:16:57.250 --> 00:16:59.130 We come to understand like nobody's 00:16:59.171 --> 00:17:00.231 probably going to change. 00:17:00.272 --> 00:17:01.773 So let's figure out what to do about 00:17:01.832 --> 00:17:03.734 it because otherwise our profession will 00:17:03.754 --> 00:17:04.875 fail to exist. 00:17:05.434 --> 00:17:05.935 In twenty years, 00:17:05.976 --> 00:17:08.057 if we don't make a profession that the 00:17:08.096 --> 00:17:10.038 younger generation wants to be a part of. 00:17:10.058 --> 00:17:11.159 They're going to leave. 00:17:11.278 --> 00:17:12.220 Then they're going to leave and we won't 00:17:12.259 --> 00:17:12.640 have one. 00:17:12.700 --> 00:17:15.102 So I guess that's my hope is that 00:17:15.521 --> 00:17:16.682 people think about it differently. 00:17:16.962 --> 00:17:17.262 Yeah. 00:17:17.544 --> 00:17:18.503 I'm in a discussion. 00:17:18.523 --> 00:17:19.525 I'm going to have this guy on, 00:17:19.545 --> 00:17:21.326 but there was a guy on LinkedIn writing 00:17:21.446 --> 00:17:21.987 thoughtfully. 00:17:22.867 --> 00:17:23.928 And essentially he was like, 00:17:24.449 --> 00:17:25.108 I'm paraphrasing. 00:17:25.128 --> 00:17:26.009 I won't put words in his mouth. 00:17:26.170 --> 00:17:27.111 He's going to put words in his mouth. 00:17:27.310 --> 00:17:28.531 I'm paraphrasing, you know, 00:17:28.571 --> 00:17:30.272 like we got to work harder. 00:17:30.492 --> 00:17:31.453 Like people don't want to work hard. 00:17:31.493 --> 00:17:34.056 And I was like, is that it? 00:17:34.236 --> 00:17:35.696 Like this generation just woke up and 00:17:35.737 --> 00:17:36.758 doesn't want to work hard. 00:17:36.998 --> 00:17:38.199 And then I sort of broke it down. 00:17:38.619 --> 00:17:40.760 Maybe I used AI to an equation. 00:17:40.820 --> 00:17:41.721 And I was like, is the, 00:17:41.801 --> 00:17:43.363 is it the conversion factor? 00:17:43.643 --> 00:17:45.125 If I used to work ten hours, 00:17:46.048 --> 00:17:47.749 units of work hard i used to get 00:17:48.068 --> 00:17:51.010 twelve f units of payoff and now i 00:17:51.030 --> 00:17:52.330 do ten efforts of work hard and i 00:17:52.351 --> 00:17:55.432 get six and i'm not stupid that doesn't 00:17:55.452 --> 00:17:57.834 work and then his sort of counter was 00:17:57.854 --> 00:17:59.414 like well you could start your own company 00:17:59.454 --> 00:18:01.236 i said we're talking about the conversion 00:18:01.256 --> 00:18:03.156 factor of this system going outside the 00:18:03.176 --> 00:18:06.498 system is valid i'm a radio dj pt 00:18:06.898 --> 00:18:08.720 i went outside the system i made this 00:18:08.799 --> 00:18:08.940 up 00:18:09.640 --> 00:18:11.981 I'm okay with how much work I do 00:18:12.021 --> 00:18:12.803 for what I get. 00:18:13.123 --> 00:18:13.823 Would I like more? 00:18:14.022 --> 00:18:14.344 Sure. 00:18:14.683 --> 00:18:16.224 So I want to work on two things, 00:18:16.505 --> 00:18:18.006 how much work I do, hard, 00:18:18.386 --> 00:18:19.807 and the conversion factor. 00:18:19.847 --> 00:18:21.509 Because wouldn't it be great if the amount 00:18:21.568 --> 00:18:23.130 I'm doing now could just yield more? 00:18:23.871 --> 00:18:25.672 Clinicians and clinics want that. 00:18:25.852 --> 00:18:26.173 They're like, 00:18:26.212 --> 00:18:27.913 I want to put it in this system. 00:18:28.034 --> 00:18:29.595 I don't want to run my own company. 00:18:29.895 --> 00:18:31.135 Why is that a bad thing? 00:18:31.196 --> 00:18:32.196 Neither good nor bad. 00:18:32.557 --> 00:18:33.999 It's right or wrong for you. 00:18:34.338 --> 00:18:35.539 So I want to focus on the conversion 00:18:35.559 --> 00:18:37.641 factor because it didn't used to be this 00:18:37.681 --> 00:18:38.122 way. 00:18:38.142 --> 00:18:38.342 Right. 00:18:38.868 --> 00:18:40.549 I put that on like Instagram and I 00:18:40.569 --> 00:18:42.151 was waiting for like the younger 00:18:42.171 --> 00:18:43.570 generation to agree with me and the older 00:18:43.590 --> 00:18:44.632 to disagree. 00:18:44.672 --> 00:18:46.553 And the funny part was they both agree. 00:18:46.573 --> 00:18:47.653 They were like, yeah, it didn't use. 00:18:47.792 --> 00:18:49.153 I was there in the eighties. 00:18:49.394 --> 00:18:51.555 It used to be this gotcha that now 00:18:51.595 --> 00:18:52.714 it's this gotcha this. 00:18:52.775 --> 00:18:53.496 And that sucks. 00:18:53.556 --> 00:18:54.875 But I am close to retiring and I'm 00:18:54.895 --> 00:18:55.977 like, that does suck. 00:18:56.196 --> 00:18:57.116 But these people aren't. 00:18:57.537 --> 00:18:58.538 So what are we doing about it? 00:18:58.557 --> 00:18:59.678 Uh, 00:18:59.718 --> 00:19:01.419 so that's what my thing would be is 00:19:01.519 --> 00:19:03.160 what's the conversion factor of hard work? 00:19:03.200 --> 00:19:04.980 What's hard work worth these days? 00:19:05.161 --> 00:19:05.260 Um, 00:19:05.881 --> 00:19:07.402 We have a tradition on the show before 00:19:07.422 --> 00:19:08.561 we end every episode. 00:19:08.662 --> 00:19:09.942 It is called the parting shot. 00:19:09.961 --> 00:19:12.722 This is the parting shot. 00:19:13.262 --> 00:19:14.663 One last mic drop moment. 00:19:15.344 --> 00:19:16.163 No pressure. 00:19:16.584 --> 00:19:18.763 Just your legacy on the line. 00:19:20.085 --> 00:19:23.365 Just you can reiterate an idea, a thought, 00:19:23.425 --> 00:19:24.266 a concept, a quote. 00:19:24.546 --> 00:19:25.066 Doesn't matter. 00:19:25.086 --> 00:19:25.905 It's just whatever you want. 00:19:25.925 --> 00:19:27.686 The last thing the audience hears from 00:19:27.727 --> 00:19:27.946 you. 00:19:28.247 --> 00:19:28.846 What do you want to be? 00:19:29.436 --> 00:19:30.679 I would just say that going to what 00:19:30.699 --> 00:19:33.321 you said about systems that I would just 00:19:33.682 --> 00:19:35.565 reiterate that we aren't just participants 00:19:35.605 --> 00:19:36.286 of a system. 00:19:36.707 --> 00:19:40.152 We are architects of the future for it. 00:19:40.231 --> 00:19:40.751 Architect. 00:19:40.791 --> 00:19:42.875 Look at you dropping crochet that on a 00:19:42.894 --> 00:19:43.175 pillow. 00:19:43.680 --> 00:19:44.421 That was beautiful. 00:19:44.780 --> 00:19:46.001 You look following that. 00:19:46.082 --> 00:19:47.624 I mean, it's a bar. 00:19:47.644 --> 00:19:48.585 You got to get over that bar. 00:19:48.625 --> 00:19:49.184 Yeah, no. 00:19:49.786 --> 00:19:50.946 I'm going to get over it by just 00:19:51.166 --> 00:19:52.167 using one of her lines. 00:19:52.188 --> 00:19:52.567 There you go. 00:19:52.627 --> 00:19:54.089 Smart, smart. 00:19:54.170 --> 00:19:55.431 I'm going to use Bethany's line of, 00:19:55.990 --> 00:19:57.512 I love the concept that you don't have 00:19:57.532 --> 00:19:59.694 to trade doing well for doing good. 00:19:59.994 --> 00:20:01.255 And I think if we just put a 00:20:01.315 --> 00:20:03.236 lot more of our effort on how and 00:20:03.256 --> 00:20:04.936 what are innovative ways to make that 00:20:04.977 --> 00:20:05.436 happen, 00:20:06.156 --> 00:20:08.557 then we would build a better profession 00:20:08.597 --> 00:20:10.038 and one that maybe the next generation 00:20:10.097 --> 00:20:10.377 wants to be in. 00:20:10.417 --> 00:20:11.317 And how do you find those? 00:20:11.417 --> 00:20:12.959 I'll steal words from someone else. 00:20:13.078 --> 00:20:14.679 Good artists borrow, great artists steal. 00:20:14.839 --> 00:20:16.079 Look at what other people are doing. 00:20:16.920 --> 00:20:17.460 In class, 00:20:17.500 --> 00:20:18.381 you weren't allowed to look at other 00:20:18.401 --> 00:20:19.080 people's papers. 00:20:19.938 --> 00:20:21.578 In life, we sort of are. 00:20:21.679 --> 00:20:22.939 We could just be like, I don't know, 00:20:22.999 --> 00:20:24.140 what's OT doing? 00:20:24.200 --> 00:20:24.880 What's dental? 00:20:24.980 --> 00:20:26.941 What are aeronautical engineers doing? 00:20:26.961 --> 00:20:28.582 What can I steal in a good way? 00:20:28.882 --> 00:20:29.682 The essence of, 00:20:29.781 --> 00:20:31.262 and then just plug it in over here. 00:20:31.282 --> 00:20:31.843 Does it work? 00:20:32.064 --> 00:20:32.344 I don't know. 00:20:32.364 --> 00:20:33.003 Let's try it. 00:20:33.544 --> 00:20:35.244 Good artist borrow, great artist steal. 00:20:35.585 --> 00:20:36.526 Allie, Bethany, 00:20:36.566 --> 00:20:37.605 appreciate the time here at Graham 00:20:37.645 --> 00:20:37.905 Sessions. 00:20:37.925 --> 00:20:38.926 We're going to have some graham crackers 00:20:38.967 --> 00:20:41.867 and some s'mores here as we live stream 00:20:41.887 --> 00:20:43.848 from the top of the APTA's venue. 00:20:45.188 --> 00:20:46.268 That's it for this one, 00:20:46.528 --> 00:20:48.189 but we're just getting warmed up. 00:20:48.669 --> 00:20:50.589 Smash follow, send it to a friend, 00:20:50.809 --> 00:20:52.450 or crank up the next episode. 00:20:52.970 --> 00:20:53.911 Want to go deeper? 00:20:54.351 --> 00:20:58.392 Hit us at pgpinecast.com or find us on 00:20:58.432 --> 00:21:00.952 YouTube and socials at pgpinecast. 00:21:01.393 --> 00:21:03.693 And legally, none of this was advice. 00:21:03.733 --> 00:21:05.473 It's for entertainment purposes only. 00:21:05.513 --> 00:21:07.115 Bullshit! 00:21:07.154 --> 00:21:07.734 See, Keith? 00:21:07.954 --> 00:21:09.016 We read the script. 00:21:09.316 --> 00:21:09.955 Happy now?