WEBVTT 00:00:00.089 --> 00:00:01.730 down a little bit you're listening to the 00:00:01.790 --> 00:00:04.171 pg pinecast where smart people in health 00:00:04.211 --> 00:00:06.972 care come to make noise here's your host 00:00:07.012 --> 00:00:11.316 jimmy mckay all right i think we're live 00:00:12.236 --> 00:00:14.256 I think we're being broadcast right now. 00:00:14.276 --> 00:00:15.196 I want to know if people can hear 00:00:15.256 --> 00:00:15.436 us. 00:00:15.637 --> 00:00:16.876 So I need someone to comment if the 00:00:16.978 --> 00:00:18.178 audio is actually coming through, 00:00:18.198 --> 00:00:19.277 because how come we can't actually? 00:00:19.518 --> 00:00:20.018 What? 00:00:20.038 --> 00:00:20.478 There we go. 00:00:21.838 --> 00:00:22.259 There we go. 00:00:22.278 --> 00:00:23.559 Let's do a little quick test. 00:00:24.460 --> 00:00:25.719 Live from Graham Sessions here. 00:00:25.920 --> 00:00:28.280 This is PT Pinecast. 00:00:28.300 --> 00:00:29.640 You prefer Steven or is it Steve? 00:00:29.702 --> 00:00:31.821 It's actually a story to that if we 00:00:31.841 --> 00:00:35.643 have time. 00:00:35.662 --> 00:00:36.124 What's the name? 00:00:36.463 --> 00:00:36.664 All right. 00:00:36.704 --> 00:00:39.505 So I was ten years old and at 00:00:39.564 --> 00:00:40.384 soccer practice. 00:00:41.673 --> 00:00:43.454 And a coach called me Steve, 00:00:43.914 --> 00:00:45.875 and my mom turned on a dime. 00:00:47.197 --> 00:00:48.578 I named him Steven for a reason. 00:00:48.938 --> 00:00:50.478 And that has stuck with me for my 00:00:50.518 --> 00:00:51.159 entire life. 00:00:51.259 --> 00:00:52.200 Well, then Steven it is, 00:00:52.219 --> 00:00:54.481 because I don't want Mom Cohen coming 00:00:54.502 --> 00:00:55.241 through the live show. 00:00:55.281 --> 00:00:56.203 No, not Mama Bear. 00:00:56.923 --> 00:00:59.524 This I asked on LinkedIn a few weeks 00:00:59.564 --> 00:00:59.765 ago. 00:01:00.545 --> 00:01:02.048 because you want to test you want to 00:01:02.207 --> 00:01:04.250 test the profession what you assume to be 00:01:04.290 --> 00:01:06.031 true is not always true we know this 00:01:06.371 --> 00:01:07.474 so i think i asked on linkedin and 00:01:07.493 --> 00:01:09.816 i'll find the poll results who here knows 00:01:09.835 --> 00:01:12.239 what graham session is and like here is 00:01:12.319 --> 00:01:14.361 also biased this is my network or who 00:01:14.381 --> 00:01:17.084 can see this right so i assumed because 00:01:17.123 --> 00:01:17.965 i've been here before 00:01:18.906 --> 00:01:19.965 A lot of the people in my network 00:01:20.087 --> 00:01:22.447 have been to Graham Sessions before that a 00:01:22.486 --> 00:01:23.727 majority of them know what it was. 00:01:23.927 --> 00:01:26.728 It was ninety percent plus had like had 00:01:26.748 --> 00:01:27.328 never been to Graham, 00:01:27.608 --> 00:01:28.510 not just had never been to Graham 00:01:28.530 --> 00:01:28.790 Sessions, 00:01:29.129 --> 00:01:31.751 did not understand what what I was talking 00:01:31.771 --> 00:01:32.010 about. 00:01:33.292 --> 00:01:36.272 So how do you describe who's here and 00:01:36.313 --> 00:01:37.712 the purpose of Graham Sessions? 00:01:37.733 --> 00:01:38.754 Because you're here with Sarah Health and 00:01:38.774 --> 00:01:39.233 we'll get to that. 00:01:40.471 --> 00:01:42.174 I mean, I'm still learning myself, right? 00:01:42.353 --> 00:01:42.513 Like, 00:01:43.155 --> 00:01:45.277 if it wasn't for Max at WelcomeWare 00:01:45.296 --> 00:01:46.438 saying, hey, you should come to this, 00:01:47.117 --> 00:01:47.858 I wouldn't be here either. 00:01:47.879 --> 00:01:49.820 All right. 00:01:49.861 --> 00:01:51.382 But then you asked a few questions, 00:01:51.403 --> 00:01:52.463 and here's how I describe it. 00:01:52.524 --> 00:01:53.504 And you tell me if it's the same 00:01:53.545 --> 00:01:54.706 feel that you got, which was, 00:01:55.667 --> 00:01:57.168 I think this is twenty years ago, 00:01:57.427 --> 00:01:58.810 Patrick Graham, Steve Anderson, 00:01:59.030 --> 00:02:00.772 and some other people said, 00:02:00.912 --> 00:02:02.513 we need a very small meeting. 00:02:02.733 --> 00:02:03.394 We have PPS. 00:02:04.314 --> 00:02:05.174 and we have CSM, 00:02:05.474 --> 00:02:06.715 we need a smaller meeting. 00:02:07.055 --> 00:02:07.855 Okay, what's the goal? 00:02:08.436 --> 00:02:09.477 We want a bunch of people in the 00:02:09.516 --> 00:02:11.538 room to really hash out. 00:02:11.638 --> 00:02:12.957 We want to be able to hold this 00:02:13.337 --> 00:02:15.098 meeting in one room and these are the 00:02:15.519 --> 00:02:16.019 change makers, 00:02:16.038 --> 00:02:18.520 whatever you want to call them, 00:02:18.659 --> 00:02:19.860 to solve the problems that we're dealing 00:02:19.879 --> 00:02:20.161 with now. 00:02:20.300 --> 00:02:20.860 Twenty years ago, 00:02:21.812 --> 00:02:23.212 And today, we still have problems. 00:02:23.473 --> 00:02:23.693 Hopefully, 00:02:23.712 --> 00:02:24.674 we solved some of those problems. 00:02:24.693 --> 00:02:25.675 Now, we're dealing with new problems. 00:02:26.034 --> 00:02:29.877 And the crux or the twist of this 00:02:29.978 --> 00:02:32.598 idea for Graham Sessions is whatever is 00:02:32.618 --> 00:02:33.759 discussed here, it's like Vegas. 00:02:33.780 --> 00:02:34.561 It stays here. 00:02:34.661 --> 00:02:35.540 Well, kind of. 00:02:35.681 --> 00:02:38.402 Who said the thing, not what was said? 00:02:38.483 --> 00:02:39.943 You're allowed to say, hey, 00:02:40.163 --> 00:02:41.085 we brought up this problem. 00:02:41.104 --> 00:02:42.165 This solution was brought up. 00:02:42.306 --> 00:02:42.445 You... 00:02:44.227 --> 00:02:45.127 You can out yourself. 00:02:45.187 --> 00:02:46.087 You can say, I said that. 00:02:46.528 --> 00:02:47.889 But you can't say someone else said that. 00:02:47.990 --> 00:02:49.090 And that's to sort of, I mean, 00:02:49.110 --> 00:02:49.830 for lack of a better term, 00:02:49.871 --> 00:02:50.491 like safe space. 00:02:50.510 --> 00:02:51.331 It's like, dude, 00:02:51.372 --> 00:02:52.473 you want to be able to say the 00:02:52.492 --> 00:02:52.712 things. 00:02:53.133 --> 00:02:55.155 I've been to bars with PTs. 00:02:55.435 --> 00:02:57.316 They say things that they would never say 00:02:57.616 --> 00:02:59.978 on a stage because that's how the world 00:03:00.018 --> 00:03:00.377 works. 00:03:00.598 --> 00:03:02.038 So this is supposed to be as close 00:03:02.098 --> 00:03:03.919 as you can to get with no repercussions 00:03:04.020 --> 00:03:04.561 in a good way. 00:03:05.795 --> 00:03:06.537 I mean, that makes a lot of sense, 00:03:06.576 --> 00:03:06.796 right? 00:03:07.277 --> 00:03:09.340 I think it was Lawrence Benz and one 00:03:09.360 --> 00:03:11.301 of his pre-PPS, you know, 00:03:11.542 --> 00:03:13.965 heads up to everybody that the truth serum 00:03:13.985 --> 00:03:14.925 starts flowing at the bar. 00:03:15.287 --> 00:03:17.008 And so it's like, hey, 00:03:17.028 --> 00:03:18.409 why don't we just have these conversations 00:03:18.850 --> 00:03:22.435 sober for eight hours and probably get 00:03:22.455 --> 00:03:25.157 somewhere further than a bottle of pint 00:03:25.177 --> 00:03:25.377 glass. 00:03:25.397 --> 00:03:25.518 Right. 00:03:25.578 --> 00:03:27.758 The other thing is, when this started, 00:03:27.778 --> 00:03:28.939 and I don't know what the procedure is 00:03:29.000 --> 00:03:29.920 now, but you had to be invited. 00:03:30.080 --> 00:03:30.760 It was like, listen, 00:03:31.161 --> 00:03:32.102 and we want to cherry pick. 00:03:32.542 --> 00:03:33.162 Hey, you know, 00:03:33.222 --> 00:03:34.223 and it was sort of the way I 00:03:34.242 --> 00:03:34.543 looked at it. 00:03:34.562 --> 00:03:35.743 It was sort of like, hey, 00:03:35.764 --> 00:03:37.145 I see what you're doing over there in 00:03:37.164 --> 00:03:37.824 that little corner. 00:03:38.444 --> 00:03:39.265 We want to bring you here. 00:03:39.605 --> 00:03:40.766 We want other people to see what you're 00:03:40.806 --> 00:03:40.967 doing. 00:03:40.986 --> 00:03:41.727 We want to hear from you. 00:03:41.766 --> 00:03:42.807 We want you to hear from other people. 00:03:43.168 --> 00:03:44.868 And, you know, cross-pollinate. 00:03:45.389 --> 00:03:46.629 We want these ideas to leave. 00:03:46.650 --> 00:03:47.169 The purpose is... 00:03:48.350 --> 00:03:50.072 to have some ideas look at things 00:03:50.092 --> 00:03:51.693 differently and then have the ideas of the 00:03:51.793 --> 00:03:54.713 those things leave the room so i can't 00:03:54.734 --> 00:03:56.055 tell you who the hundred fifty people are 00:03:56.115 --> 00:03:57.175 i'll turn the camera around because i 00:03:57.195 --> 00:03:58.156 don't want to out anybody this is a 00:03:58.195 --> 00:03:59.817 super secret meeting even though ninety 00:03:59.836 --> 00:04:00.997 eight percent of people have been saying 00:04:01.038 --> 00:04:02.437 on linkedin i'm going to graham sessions 00:04:03.359 --> 00:04:06.540 um you looked at the syllabus or whatever 00:04:07.734 --> 00:04:08.335 Anything on there? 00:04:08.354 --> 00:04:10.137 What excites you about what's going to be 00:04:10.157 --> 00:04:10.598 discussed? 00:04:10.677 --> 00:04:12.039 And maybe my follow-up question will be, 00:04:12.681 --> 00:04:13.381 what are you like, hey, 00:04:13.420 --> 00:04:14.323 where's that thing? 00:04:14.742 --> 00:04:16.906 So what's one thing that you're excited to 00:04:16.946 --> 00:04:18.507 hear this next couple days? 00:04:18.528 --> 00:04:19.329 You know, 00:04:19.348 --> 00:04:21.711 there's a talk coming up later around what 00:04:21.752 --> 00:04:23.233 the PT industry can learn from the 00:04:23.274 --> 00:04:26.038 dentistry industry around MSOs, IPAs. 00:04:26.552 --> 00:04:27.973 and collective bargaining and 00:04:28.014 --> 00:04:28.713 negotiations. 00:04:29.535 --> 00:04:30.235 Really excited for that. 00:04:30.915 --> 00:04:31.475 Why you? 00:04:31.716 --> 00:04:32.396 You got a background. 00:04:32.435 --> 00:04:33.555 I didn't know this about you until about 00:04:33.576 --> 00:04:34.697 a couple weeks ago when we recorded 00:04:34.737 --> 00:04:34.997 something. 00:04:35.057 --> 00:04:36.038 You got a little bit of a different 00:04:36.057 --> 00:04:36.898 consulting background. 00:04:36.918 --> 00:04:38.778 So you look at the world differently. 00:04:38.798 --> 00:04:39.860 You just do by your nature. 00:04:40.019 --> 00:04:40.740 Yeah. 00:04:40.779 --> 00:04:42.500 Spent seven years at Deloitte Consulting. 00:04:43.480 --> 00:04:45.661 So everything from helping Caterpillar 00:04:45.682 --> 00:04:47.502 employees be able to be more efficient on 00:04:47.543 --> 00:04:50.084 the line to negotiating software contracts 00:04:50.125 --> 00:04:50.365 and like 00:04:50.944 --> 00:04:52.305 the eBay PayPal when they split. 00:04:52.966 --> 00:04:53.827 Negotiated, I don't know, 00:04:54.028 --> 00:04:54.728 a few hundred million, 00:04:54.749 --> 00:04:56.490 almost a billion dollars in contracts. 00:04:56.569 --> 00:04:57.971 I couldn't say that so casually. 00:04:58.911 --> 00:04:59.612 It was fun. 00:04:59.653 --> 00:05:00.274 It was a lot of fun. 00:05:00.334 --> 00:05:01.595 Well, they spent a lot of money. 00:05:02.596 --> 00:05:04.156 As I'm driving into Arlington last night, 00:05:04.357 --> 00:05:05.497 we're in Alexandria right now. 00:05:05.798 --> 00:05:07.560 There's a Deloitte building overlooking 00:05:07.600 --> 00:05:07.899 D.C. 00:05:07.920 --> 00:05:09.062 and I'm like, oh yeah. 00:05:09.682 --> 00:05:11.142 They pay for that because they do a 00:05:11.182 --> 00:05:12.184 lot of work with big companies and make 00:05:12.204 --> 00:05:13.163 a lot of money, right? 00:05:13.184 --> 00:05:14.845 Yes, that is exactly it. 00:05:15.505 --> 00:05:16.365 And so that, 00:05:16.406 --> 00:05:18.867 but also I am the administrator of the 00:05:18.947 --> 00:05:20.327 Private Practice Network, IPA. 00:05:20.788 --> 00:05:24.591 So it's a PTOT speech IPA in New 00:05:24.610 --> 00:05:25.170 York State. 00:05:25.211 --> 00:05:26.891 We have six hundred, 00:05:26.992 --> 00:05:28.372 I think maybe seven hundred now, 00:05:28.713 --> 00:05:30.033 providers across the state, 00:05:30.714 --> 00:05:32.596 a few hundred locations. 00:05:33.096 --> 00:05:34.456 And we're starting to actually get 00:05:34.937 --> 00:05:36.978 contracts for our group members. 00:05:37.538 --> 00:05:37.718 And 00:05:38.869 --> 00:05:40.872 seeing that, touching that, feeling that, 00:05:40.913 --> 00:05:42.196 like seeing that contract, 00:05:42.216 --> 00:05:42.797 I've printed it out. 00:05:42.836 --> 00:05:44.180 Like that is a real contract that is 00:05:44.220 --> 00:05:45.923 paying well. 00:05:46.163 --> 00:05:47.687 I don't think I can say exactly what, 00:05:47.706 --> 00:05:48.668 but it's paying well. 00:05:49.454 --> 00:05:50.654 And our members are going to be able 00:05:50.675 --> 00:05:51.475 to benefit from that. 00:05:52.197 --> 00:05:54.059 And I don't think there's anything 00:05:54.098 --> 00:05:56.601 necessarily like unrepeatable about what 00:05:56.622 --> 00:05:57.081 we're doing. 00:05:57.603 --> 00:05:59.985 And then the conversation at the bar last 00:06:00.024 --> 00:06:02.107 night at the welcome reception is people 00:06:02.127 --> 00:06:03.088 are talking about MSOs, 00:06:03.108 --> 00:06:04.108 people are talking about IPAs. 00:06:04.129 --> 00:06:06.612 And I really think that's a great way 00:06:06.651 --> 00:06:09.194 for groups to be able to have negotiating 00:06:09.214 --> 00:06:10.576 power and get it to the table. 00:06:11.485 --> 00:06:13.146 And payers are much more willing to listen 00:06:13.425 --> 00:06:15.507 now than they were prior because 00:06:15.608 --> 00:06:18.990 musculoskeletal is, it is their cost. 00:06:19.110 --> 00:06:19.831 Like that's it, 00:06:19.951 --> 00:06:21.752 especially as more get into managed care. 00:06:22.492 --> 00:06:23.954 If you can help that Medicare Advantage 00:06:23.973 --> 00:06:25.574 patient not have a fall, 00:06:25.975 --> 00:06:27.336 just from simple time value of money, 00:06:27.375 --> 00:06:29.257 if you can push that off for a 00:06:29.416 --> 00:06:29.697 year, 00:06:30.608 --> 00:06:32.670 there's about a thousand dollars in net 00:06:32.730 --> 00:06:33.870 benefit to the payer. 00:06:35.310 --> 00:06:35.630 That's easy. 00:06:35.790 --> 00:06:36.471 And we like that. 00:06:36.531 --> 00:06:37.591 Yeah. 00:06:37.610 --> 00:06:40.492 You're not only the hair club client, 00:06:40.512 --> 00:06:41.552 you're also the president. 00:06:41.572 --> 00:06:42.872 So you're here as a sponsor as well. 00:06:43.012 --> 00:06:45.913 So you look at our profession from a 00:06:45.973 --> 00:06:48.774 different lens again with this thing that 00:06:48.834 --> 00:06:49.915 I feel like it popped up on my 00:06:49.954 --> 00:06:51.615 radar or when people started talking about 00:06:51.656 --> 00:06:53.536 it two years ago, three years ago. 00:06:53.555 --> 00:06:54.437 I know it was before that, 00:06:54.456 --> 00:06:55.456 but I think people really started to take 00:06:55.476 --> 00:06:55.916 it seriously. 00:06:56.476 --> 00:06:57.557 And that was remote therapeutic 00:06:57.598 --> 00:06:58.017 monitoring. 00:06:58.637 --> 00:06:59.738 For people who still don't know, 00:06:59.819 --> 00:07:01.461 because there are. 00:07:01.560 --> 00:07:02.822 You talk about this a lot, 00:07:02.882 --> 00:07:03.822 but there are people who still don't know. 00:07:04.043 --> 00:07:05.064 Give me a quick re-rack, 00:07:05.105 --> 00:07:06.725 just a quick context on what it is 00:07:07.047 --> 00:07:08.168 and how Sarah Health people do it. 00:07:08.848 --> 00:07:09.709 Easy, simply, 00:07:10.329 --> 00:07:11.190 pays for itself and then some. 00:07:12.767 --> 00:07:14.848 You know, I think the, I will, 00:07:15.009 --> 00:07:15.930 I will answer your question. 00:07:16.569 --> 00:07:18.110 But I think just like ninety percent of 00:07:18.130 --> 00:07:19.771 patients that could get PT don't. 00:07:20.232 --> 00:07:21.413 I think there's ninety percent of 00:07:21.452 --> 00:07:24.115 practices out there that are doing the 00:07:24.154 --> 00:07:25.696 work required to build the codes. 00:07:25.776 --> 00:07:27.177 They're just not building. 00:07:27.197 --> 00:07:27.976 Closing the loop. 00:07:28.076 --> 00:07:28.497 Exactly. 00:07:28.997 --> 00:07:31.658 And so if you think of RTM as 00:07:31.918 --> 00:07:35.380 payment for or a funding mechanism for 00:07:35.500 --> 00:07:39.103 time and technology in between visits, 00:07:39.723 --> 00:07:40.665 you're ninety nine percent of the way 00:07:40.685 --> 00:07:40.824 there. 00:07:40.845 --> 00:07:41.225 Right. 00:07:41.245 --> 00:07:41.404 Like. 00:07:41.879 --> 00:07:45.122 And I'll talk about this later when we 00:07:45.141 --> 00:07:47.362 get up on stage for a bit. 00:07:47.983 --> 00:07:48.603 To me, 00:07:49.223 --> 00:07:52.365 RTM is there to help patients complete 00:07:52.384 --> 00:07:53.086 their plan of care, 00:07:54.146 --> 00:07:55.786 stay adherent to their home program, 00:07:56.206 --> 00:07:57.668 and have a better outcome. 00:07:58.168 --> 00:07:59.348 That is what it's for. 00:07:59.369 --> 00:08:00.329 That is the purpose. 00:08:00.408 --> 00:08:01.709 It's not six codes. 00:08:02.410 --> 00:08:03.831 And if you're looking at this like, oh, 00:08:03.891 --> 00:08:04.071 well, 00:08:04.211 --> 00:08:05.471 I'm only going to be able to generate... 00:08:06.151 --> 00:08:07.593 Forty dollars from ninety nine seven 00:08:07.634 --> 00:08:07.913 seven. 00:08:08.514 --> 00:08:10.175 If the only way you're looking at RTM 00:08:10.637 --> 00:08:12.658 is going to hit your P&L is by 00:08:12.959 --> 00:08:14.281 those six CPT codes, 00:08:15.141 --> 00:08:16.062 you're missing the forest for the trees. 00:08:16.343 --> 00:08:17.964 So walk me through where else it touches, 00:08:17.985 --> 00:08:19.625 because it sounds like butterfly effect. 00:08:19.646 --> 00:08:20.968 But if you're only looking at the forty 00:08:20.987 --> 00:08:22.389 dollars, you're not looking downstream. 00:08:22.488 --> 00:08:22.588 Yeah. 00:08:22.769 --> 00:08:24.290 Where should they should look at the forty 00:08:24.310 --> 00:08:25.372 dollars and where? 00:08:26.333 --> 00:08:28.153 uh so plan of care completion uh so 00:08:28.213 --> 00:08:31.076 we did a retrospective analysis someone 00:08:31.096 --> 00:08:32.216 got mad at us for calling the study 00:08:32.456 --> 00:08:34.557 uh because we didn't publish it uh for 00:08:34.697 --> 00:08:36.339 four hundred eighty patients six months 00:08:36.359 --> 00:08:38.860 six i know right we we may make 00:08:38.899 --> 00:08:40.341 a big deal about the dumbest things we 00:08:40.360 --> 00:08:42.261 keep going yeah that's dumb but yeah i 00:08:42.282 --> 00:08:45.124 agree and across the different uh outcomes 00:08:45.163 --> 00:08:47.024 measures like lefs coos etc 00:08:48.264 --> 00:08:51.287 They saw a nineteen to sixty two percent 00:08:51.706 --> 00:08:53.447 increase in plan of care completion. 00:08:54.128 --> 00:08:54.427 Why? 00:08:54.567 --> 00:08:55.469 Just go to the human level. 00:08:55.528 --> 00:08:56.710 Because I felt connected. 00:08:56.929 --> 00:08:57.330 I understood. 00:08:57.350 --> 00:08:58.129 It's a better relationship. 00:08:58.190 --> 00:08:58.890 It's a better relationship. 00:08:58.910 --> 00:08:59.951 There's greater therapeutic clients. 00:08:59.971 --> 00:09:01.412 It's not a transaction. 00:09:01.491 --> 00:09:01.892 Exactly. 00:09:01.991 --> 00:09:02.231 Got it. 00:09:02.251 --> 00:09:02.652 Exactly. 00:09:03.452 --> 00:09:05.673 And so that lower cancellation rates. 00:09:06.769 --> 00:09:08.532 And just even those two, right? 00:09:08.552 --> 00:09:09.673 You start thinking about what that would 00:09:09.692 --> 00:09:11.234 do for your P&L if you're able to 00:09:11.254 --> 00:09:13.056 go from six point two to six point 00:09:13.096 --> 00:09:14.177 seven visits per case. 00:09:14.236 --> 00:09:17.279 If you're ones and twos, that one, 00:09:17.299 --> 00:09:18.802 two visit patients that didn't drop off 00:09:19.062 --> 00:09:20.102 become fours and fives, 00:09:20.943 --> 00:09:21.583 which is what they saw. 00:09:21.604 --> 00:09:22.404 And that was dramatic. 00:09:22.544 --> 00:09:23.725 Yeah, it's a big difference. 00:09:24.005 --> 00:09:25.668 You think about it even against your 00:09:25.687 --> 00:09:25.807 point. 00:09:25.827 --> 00:09:26.708 I think about it differently. 00:09:26.828 --> 00:09:30.032 Like I think about the cost to deliver 00:09:30.152 --> 00:09:30.852 a visit, right? 00:09:31.249 --> 00:09:31.469 right? 00:09:31.729 --> 00:09:33.669 And what your payback period is to even 00:09:33.690 --> 00:09:35.990 be able to be profitable as a clinic 00:09:36.090 --> 00:09:36.671 on a patient. 00:09:37.171 --> 00:09:39.850 And so when you're doing all the work 00:09:39.870 --> 00:09:40.951 on verification of benefits, 00:09:41.152 --> 00:09:42.131 you have to have your front desk, 00:09:42.152 --> 00:09:42.991 you have to have your EMR, 00:09:43.351 --> 00:09:44.633 you have to have all these things, right? 00:09:44.653 --> 00:09:46.572 Like you have a certain amount of cost 00:09:46.633 --> 00:09:49.033 built into delivering an eval. 00:09:49.453 --> 00:09:50.695 And from there, 00:09:51.315 --> 00:09:53.955 when do you finally turn that over, right? 00:09:54.014 --> 00:09:55.056 You, in the startup world, 00:09:55.076 --> 00:09:57.015 there's customer acquisition costs, 00:09:57.096 --> 00:09:58.817 lifetime value, payback period, 00:09:58.836 --> 00:09:59.297 and all that. 00:10:00.091 --> 00:10:01.753 I think the same thing applies in PT 00:10:01.773 --> 00:10:02.533 too. 00:10:02.592 --> 00:10:03.552 Unfortunately, I'm very sorry, 00:10:03.572 --> 00:10:04.614 but we have to talk about it in 00:10:04.634 --> 00:10:05.594 those terms. 00:10:05.874 --> 00:10:07.674 No margin, no mission. 00:10:08.355 --> 00:10:09.715 Yes, that we are here for great care, 00:10:09.735 --> 00:10:11.735 but if we don't have a roof or 00:10:11.755 --> 00:10:12.716 we can't pay our people, 00:10:13.235 --> 00:10:14.576 we're not helping anybody. 00:10:14.716 --> 00:10:14.876 No. 00:10:16.197 --> 00:10:16.857 And then beyond that, 00:10:16.918 --> 00:10:19.638 I think RTM used to be looked at 00:10:19.697 --> 00:10:21.558 as the end point, like, okay, perfect. 00:10:21.778 --> 00:10:22.658 I'm doing RTM now. 00:10:22.678 --> 00:10:24.159 I'm billing it like I'm done. 00:10:25.629 --> 00:10:25.808 Well, 00:10:25.828 --> 00:10:27.490 I don't know if anyone checked what CMS 00:10:27.549 --> 00:10:29.070 released in December, 00:10:29.269 --> 00:10:31.931 but they released the Elevate program, 00:10:32.171 --> 00:10:33.350 the Access program. 00:10:33.410 --> 00:10:34.591 I believe before that was a Balance 00:10:34.611 --> 00:10:35.052 program. 00:10:36.111 --> 00:10:39.373 Access in particular is a value-based 00:10:39.413 --> 00:10:41.332 program that pays for improvement in 00:10:41.373 --> 00:10:43.254 musculoskeletal outcomes. 00:10:43.573 --> 00:10:45.595 So you're going to get paid based on 00:10:45.615 --> 00:10:46.195 your outcome. 00:10:47.099 --> 00:10:52.822 Now, if you can't keep patients in care, 00:10:53.221 --> 00:10:54.621 you're not gonna be able to get paid 00:10:54.682 --> 00:10:55.123 for that. 00:10:55.582 --> 00:10:56.682 So now, our team, 00:10:56.722 --> 00:10:58.283 I think what was the end point, 00:10:58.384 --> 00:10:59.184 looking at the end point, 00:10:59.205 --> 00:11:02.865 and I give folks that started in 00:11:02.905 --> 00:11:04.206 twenty-twenty-two, twenty-twenty-three, 00:11:04.246 --> 00:11:05.506 and like, hey, just didn't work. 00:11:05.528 --> 00:11:06.347 It's like, yeah, 00:11:06.388 --> 00:11:08.448 but the game has entirely changed. 00:11:08.469 --> 00:11:10.289 Like, yes, there were two new codes added, 00:11:10.809 --> 00:11:12.311 so it went from four to six. 00:11:13.211 --> 00:11:15.111 But the impact is going to be nonlinear. 00:11:15.451 --> 00:11:16.893 So it'd be like if you increase the 00:11:16.932 --> 00:11:19.735 size of a hockey goal by fifty percent, 00:11:20.434 --> 00:11:21.515 it'd be more than fifty percent more 00:11:21.556 --> 00:11:21.816 goals. 00:11:21.895 --> 00:11:22.155 Right. 00:11:22.235 --> 00:11:22.956 Yeah. 00:11:22.976 --> 00:11:23.996 You probably have taller goalies like 00:11:24.017 --> 00:11:24.977 there'd be all sorts of stuff that would 00:11:25.018 --> 00:11:25.158 happen. 00:11:25.197 --> 00:11:25.557 Wider. 00:11:25.677 --> 00:11:25.878 Yeah. 00:11:25.918 --> 00:11:27.379 Wrestlers would now be goaltenders. 00:11:27.479 --> 00:11:28.919 I think you'd have to go straight to 00:11:28.940 --> 00:11:30.581 Japan. 00:11:32.562 --> 00:11:34.923 So when someone thinks about, OK, cool. 00:11:36.083 --> 00:11:38.668 tactically how do i do this like i 00:11:38.687 --> 00:11:39.629 remember the first time someone was 00:11:39.649 --> 00:11:41.030 explaining rtm to me i was like oh 00:11:41.091 --> 00:11:42.352 i can see pts sitting there at their 00:11:42.393 --> 00:11:46.118 desk with uh uh post-it notes or they're 00:11:46.138 --> 00:11:48.081 making their own spreadsheets to track 00:11:48.120 --> 00:11:49.943 these things and then eventually you hit a 00:11:49.964 --> 00:11:51.525 point where you're like dude this sucks 00:11:52.326 --> 00:11:53.407 This is too complicated. 00:11:53.868 --> 00:11:56.748 But now we have apps and all these 00:11:56.768 --> 00:11:57.428 different things. 00:11:57.649 --> 00:11:59.989 So specifically with Sarah Health, 00:12:00.089 --> 00:12:01.629 if someone's still nodding and listening 00:12:01.669 --> 00:12:02.889 along, they're going, okay, 00:12:02.929 --> 00:12:03.711 how does this work? 00:12:03.730 --> 00:12:06.730 Do I have to invent more stuff or 00:12:06.811 --> 00:12:07.591 track these things? 00:12:07.611 --> 00:12:08.932 Do I have to hire one more person? 00:12:08.951 --> 00:12:09.631 That's a legit question. 00:12:09.892 --> 00:12:11.253 Hire one more person just to track all 00:12:11.273 --> 00:12:11.653 these things. 00:12:11.673 --> 00:12:12.793 Or do I have to take half of 00:12:12.832 --> 00:12:14.614 my front desk person's day to do this? 00:12:15.214 --> 00:12:16.073 Because if it is, 00:12:16.153 --> 00:12:17.215 they're asking the right question. 00:12:17.294 --> 00:12:18.355 Is the juice worth the squeeze? 00:12:18.695 --> 00:12:20.855 So is it Post-it notes? 00:12:22.351 --> 00:12:23.331 I think that's, again, 00:12:23.371 --> 00:12:25.312 part of like it's changed a lot since 00:12:25.373 --> 00:12:26.033 twenty twenty two. 00:12:26.133 --> 00:12:26.253 Right. 00:12:26.273 --> 00:12:28.052 When they came out is you're no longer 00:12:28.113 --> 00:12:29.013 customer number three, 00:12:29.072 --> 00:12:30.193 your customer number three hundred. 00:12:30.494 --> 00:12:31.933 And so there's been a lot of really 00:12:31.953 --> 00:12:32.833 good technology built. 00:12:33.173 --> 00:12:33.874 Like from what I've seen, 00:12:33.913 --> 00:12:35.375 what Sarah looked like on day one to 00:12:35.414 --> 00:12:38.774 now is almost unrecognizable in many ways. 00:12:38.794 --> 00:12:39.014 It should. 00:12:39.075 --> 00:12:39.436 It should. 00:12:40.655 --> 00:12:42.296 Part of that was we actually asked all 00:12:42.316 --> 00:12:43.735 of our clients early on and we still 00:12:43.775 --> 00:12:45.777 do like show me every spreadsheet you have 00:12:45.797 --> 00:12:46.317 to make for this. 00:12:47.017 --> 00:12:48.479 Cause we're just going to take it and 00:12:48.499 --> 00:12:49.038 then got it. 00:12:49.058 --> 00:12:50.541 You're going to ingest it and say, well, 00:12:50.581 --> 00:12:52.523 we'll do it better, faster, cheaper, 00:12:52.623 --> 00:12:53.004 exactly. 00:12:53.303 --> 00:12:53.745 Exactly. 00:12:54.205 --> 00:12:54.264 Um, 00:12:54.345 --> 00:12:56.467 and so the way that it works with, 00:12:56.908 --> 00:12:57.428 I'll talk about Sarah, 00:12:57.448 --> 00:12:58.910 but I want to give like value to 00:12:58.951 --> 00:12:59.311 everybody. 00:12:59.370 --> 00:12:59.471 Like, 00:12:59.490 --> 00:13:00.532 I don't care if you're using us or 00:13:00.572 --> 00:13:00.793 not. 00:13:01.413 --> 00:13:01.594 Um, 00:13:02.214 --> 00:13:04.514 have your front desk enroll the patients 00:13:04.534 --> 00:13:05.475 that check in for eval. 00:13:06.014 --> 00:13:06.775 So they're there. 00:13:06.995 --> 00:13:07.676 They're checked in. 00:13:07.796 --> 00:13:08.255 They're good. 00:13:08.395 --> 00:13:09.176 Enroll the patients. 00:13:09.917 --> 00:13:11.256 Don't call it RTM. 00:13:11.557 --> 00:13:12.518 Call it something else. 00:13:12.638 --> 00:13:13.857 A lot of our groups... To a patient, 00:13:13.878 --> 00:13:14.118 you mean? 00:13:14.197 --> 00:13:14.878 Yeah. 00:13:14.898 --> 00:13:15.298 Okay. 00:13:15.359 --> 00:13:15.599 Good. 00:13:15.678 --> 00:13:16.359 I like... Yes. 00:13:16.418 --> 00:13:17.318 Now we're going into marketing and 00:13:17.339 --> 00:13:17.599 branding. 00:13:17.639 --> 00:13:18.100 My world. 00:13:18.179 --> 00:13:18.460 Yes. 00:13:18.559 --> 00:13:20.139 If it has... And Tony Maritato knows. 00:13:20.440 --> 00:13:22.500 It sounds like I'm unreasonable on this. 00:13:22.541 --> 00:13:24.241 But if it doesn't have a name or 00:13:24.282 --> 00:13:24.981 has a dumb name... 00:13:26.188 --> 00:13:27.049 People don't attach to it. 00:13:27.289 --> 00:13:29.493 So what are good names that you've seen 00:13:29.513 --> 00:13:30.274 people call it? 00:13:30.333 --> 00:13:31.394 So a lot of groups call it their 00:13:31.434 --> 00:13:31.716 Connect. 00:13:31.956 --> 00:13:34.038 That's our typical Connect program. 00:13:34.458 --> 00:13:35.320 Unless you're on Raintree, 00:13:35.340 --> 00:13:37.241 because Raintree has a feature called 00:13:37.282 --> 00:13:37.942 Raintree Connect. 00:13:37.982 --> 00:13:39.965 So our Raintree customers call it 00:13:39.985 --> 00:13:40.505 something different. 00:13:41.647 --> 00:13:43.386 like the CareSync program, 00:13:44.067 --> 00:13:45.947 the Concierge program. 00:13:45.967 --> 00:13:47.488 Like we've seen a lot of really cool 00:13:47.508 --> 00:13:47.668 names. 00:13:47.687 --> 00:13:49.629 There's another group calls it the patient 00:13:49.649 --> 00:13:50.509 support co-pilot, 00:13:51.408 --> 00:13:52.749 which it'd be in the right part of 00:13:52.788 --> 00:13:53.389 the, you know, 00:13:53.428 --> 00:13:54.710 have the right demographic for that to 00:13:54.769 --> 00:13:54.990 work. 00:13:55.389 --> 00:13:56.750 But that's, that's it. 00:13:57.649 --> 00:13:59.909 And then we give a consent form to 00:14:00.071 --> 00:14:01.071 each and every one of our practices. 00:14:01.091 --> 00:14:01.831 That's white labeled. 00:14:02.850 --> 00:14:04.191 And so patients don't know that Sarah 00:14:04.230 --> 00:14:05.272 exists, but there's no reason. 00:14:05.432 --> 00:14:06.371 We're just a vessel. 00:14:06.451 --> 00:14:06.591 Right. 00:14:06.631 --> 00:14:07.231 You want them. 00:14:08.011 --> 00:14:10.493 to feel the relationship with the 00:14:10.552 --> 00:14:11.274 practitioner in practice. 00:14:11.653 --> 00:14:12.053 Exactly. 00:14:12.794 --> 00:14:14.775 And so from there, gets enrolled. 00:14:14.855 --> 00:14:15.336 For us, 00:14:15.395 --> 00:14:16.876 patient gets a text within typically one 00:14:16.897 --> 00:14:18.017 to two seconds of the front desk 00:14:18.037 --> 00:14:18.457 enrolling. 00:14:18.937 --> 00:14:21.259 That is a great priming mechanism for the 00:14:21.298 --> 00:14:23.900 clinician, that PT, to talk about, hey, 00:14:23.941 --> 00:14:24.561 this is our 00:14:25.000 --> 00:14:26.902 connect program it allows me to be able 00:14:26.922 --> 00:14:28.481 to engage with you between visits because 00:14:28.522 --> 00:14:29.842 we know that you spend ninety nine percent 00:14:29.863 --> 00:14:31.842 of your time outside of the clinic so 00:14:32.183 --> 00:14:34.004 you're gonna get questions can you text me 00:14:34.024 --> 00:14:35.485 back because i'm gonna use that in your 00:14:35.504 --> 00:14:38.025 fault visits oh so you're not asking the 00:14:38.066 --> 00:14:40.265 patients to download an app no no because 00:14:40.285 --> 00:14:41.586 if i get asked to download one more 00:14:41.706 --> 00:14:44.148 app like literally to park at the airport 00:14:44.168 --> 00:14:45.927 i have to download an app to buy 00:14:45.967 --> 00:14:47.828 coffee it's like do you have your points 00:14:48.028 --> 00:14:49.448 app i'm like no like you might be 00:14:49.489 --> 00:14:50.610 giving up your points i'm like at this 00:14:50.649 --> 00:14:52.070 point lady i don't i would like the 00:14:52.110 --> 00:14:53.510 coffee i will give you money 00:14:54.712 --> 00:14:56.673 And what's the probably most used app on 00:14:56.734 --> 00:14:57.735 someone's phone anyway? 00:14:57.894 --> 00:14:58.774 It's the text message app. 00:14:58.794 --> 00:14:59.195 I mean, 00:14:59.414 --> 00:15:00.676 I want to avoid calling people as much 00:15:00.716 --> 00:15:01.275 as possible. 00:15:01.876 --> 00:15:02.937 So they're just using, 00:15:03.537 --> 00:15:04.357 they're just texting? 00:15:04.418 --> 00:15:05.077 They're just texting. 00:15:05.278 --> 00:15:07.359 So what we have is... Stunningly simple. 00:15:07.458 --> 00:15:08.320 You have to use a software as a 00:15:08.340 --> 00:15:10.400 medical device to be able to collect this 00:15:10.441 --> 00:15:10.740 data. 00:15:10.821 --> 00:15:10.961 Well, 00:15:10.980 --> 00:15:13.162 we went to the FDA back in twenty 00:15:13.201 --> 00:15:17.063 twenty three and have our letter for have 00:15:17.104 --> 00:15:18.725 them have them look at all of our 00:15:18.745 --> 00:15:19.085 functionality. 00:15:19.105 --> 00:15:19.605 What are you doing? 00:15:19.644 --> 00:15:20.586 They're going to tear it apart. 00:15:20.666 --> 00:15:21.025 Exactly. 00:15:21.725 --> 00:15:23.086 And they looked at it and said, hey, 00:15:23.106 --> 00:15:24.128 based on these two pieces of 00:15:24.168 --> 00:15:24.769 functionality, 00:15:25.349 --> 00:15:26.929 this is software as a medical device under 00:15:26.950 --> 00:15:27.770 enforcement discretion. 00:15:27.951 --> 00:15:30.513 And so we went through that process 00:15:30.552 --> 00:15:32.715 because we've been at this for almost ten 00:15:32.735 --> 00:15:33.735 years now. 00:15:34.395 --> 00:15:35.756 And we found early on, 00:15:35.856 --> 00:15:36.717 relatively early on, 00:15:36.758 --> 00:15:39.078 that we had patients and we were working 00:15:39.099 --> 00:15:40.080 with a lot of fire departments. 00:15:40.760 --> 00:15:42.402 And so we had a fire department, 00:15:42.922 --> 00:15:45.083 Plainfield Fire, Danielle, 00:15:45.604 --> 00:15:46.345 who I'll never forget, 00:15:47.065 --> 00:15:48.466 she was giving us feedback of why she 00:15:48.485 --> 00:15:49.106 wasn't logging into our app. 00:15:49.126 --> 00:15:49.206 Wait, 00:15:49.226 --> 00:15:50.687 why was the fire department using it? 00:15:51.977 --> 00:15:53.600 We were working with the PT and then 00:15:53.941 --> 00:15:55.663 PT groups that had some ATC as well, 00:15:55.683 --> 00:15:57.267 but PT groups that were directly 00:15:57.307 --> 00:15:59.471 contracted with fire and police. 00:15:59.490 --> 00:16:00.392 I love hearing stuff like that. 00:16:00.412 --> 00:16:01.214 My dad was a fireman. 00:16:01.234 --> 00:16:03.918 I'm like, firemen, typically cops too, 00:16:03.957 --> 00:16:04.879 EMT, will avoid... 00:16:05.546 --> 00:16:07.888 medical care at their own detriment well 00:16:08.187 --> 00:16:09.369 because they don't want to be the one 00:16:09.389 --> 00:16:11.610 that's like off the truck like oh oh 00:16:11.831 --> 00:16:15.812 yeah we've yeah yeah my dad broke both 00:16:15.854 --> 00:16:18.495 pinkies at a fire and he was like 00:16:18.514 --> 00:16:19.716 trying to hide it and they're like you 00:16:19.735 --> 00:16:21.216 sort of need all ten fingers to do 00:16:21.256 --> 00:16:24.259 the saw uh so you have to you 00:16:24.299 --> 00:16:25.900 have to go away from work but anyway 00:16:25.921 --> 00:16:27.001 go ahead so all right so you so 00:16:27.022 --> 00:16:29.023 you started with plainfield fire yeah um 00:16:29.102 --> 00:16:30.683 and a bunch of fire departments uh but 00:16:30.864 --> 00:16:32.264 really danielle was really helpful because 00:16:32.385 --> 00:16:32.905 like hey 00:16:33.706 --> 00:16:35.548 She gave us a testimonial on like her 00:16:35.587 --> 00:16:37.409 recovery process and how much our app 00:16:37.450 --> 00:16:37.750 helps. 00:16:37.791 --> 00:16:38.812 And then it's like, look, 00:16:38.932 --> 00:16:40.793 I just don't need an app anymore. 00:16:40.833 --> 00:16:42.456 What I need is a way to talk 00:16:42.475 --> 00:16:44.057 to my PT and get reminded to do 00:16:44.077 --> 00:16:44.578 my stuff. 00:16:45.019 --> 00:16:46.461 Like, oh, you need a text message. 00:16:46.561 --> 00:16:47.061 And she's like, well, 00:16:47.100 --> 00:16:47.981 better be a good text. 00:16:48.643 --> 00:16:49.865 And that was what started. 00:16:50.144 --> 00:16:51.586 And then when the RTM code, 00:16:51.626 --> 00:16:53.609 that was twenty eighteen, twenty nineteen. 00:16:54.725 --> 00:16:56.025 And so we'd been at this for a 00:16:56.066 --> 00:16:56.385 while. 00:16:56.426 --> 00:16:57.908 When the RTM codes came out, 00:16:58.408 --> 00:16:59.908 we worked with a lawyer like, hey, 00:17:00.129 --> 00:17:02.392 we want to be like lock and stock 00:17:02.511 --> 00:17:04.073 if there's ever a records request. 00:17:04.693 --> 00:17:05.374 What do we need to do? 00:17:05.855 --> 00:17:06.536 Like, well, you need to... 00:17:07.280 --> 00:17:08.821 do this five thirteen G process. 00:17:08.862 --> 00:17:10.082 And so that's exactly what we did. 00:17:11.163 --> 00:17:12.742 We have had a customer who did get 00:17:13.003 --> 00:17:14.644 a records request for one of the codes 00:17:14.663 --> 00:17:17.484 we facilitated, gave all of our stuff. 00:17:18.105 --> 00:17:18.346 Done. 00:17:18.566 --> 00:17:19.026 Done. 00:17:19.086 --> 00:17:19.685 Wow. 00:17:19.705 --> 00:17:20.547 Good for you guys. 00:17:22.228 --> 00:17:24.608 What's the what's the what's the thirty 00:17:24.628 --> 00:17:26.568 thousand foot view in terms of adoption? 00:17:26.669 --> 00:17:27.630 Like, I know you don't have the day. 00:17:27.650 --> 00:17:27.890 I'm going to 00:17:27.930 --> 00:17:29.090 hold but if you were like i don't 00:17:29.111 --> 00:17:30.712 know my gut feels like five percent of 00:17:30.732 --> 00:17:32.955 the of pts who can be using this 00:17:33.155 --> 00:17:34.877 r or thirty i don't where are we 00:17:34.938 --> 00:17:36.160 are we at two percent are we at 00:17:36.299 --> 00:17:37.701 eighty i don't i am i am in 00:17:37.741 --> 00:17:39.844 the dark and it's an unfair question for 00:17:39.864 --> 00:17:41.046 me to ask i know you're making up 00:17:41.066 --> 00:17:43.269 a number here i based on what i've 00:17:43.308 --> 00:17:44.931 heard from some of the other leaders i 00:17:45.050 --> 00:17:45.070 i 00:17:46.291 --> 00:17:48.574 i would bet we're maybe at ten percent 00:17:48.953 --> 00:17:51.976 have an account with an rtm technology and 00:17:52.016 --> 00:17:54.637 is attempting this yep and that's only 00:17:54.678 --> 00:17:55.939 gonna go up i mean like you know 00:17:56.058 --> 00:17:57.759 five years from now six this is not 00:17:57.779 --> 00:18:00.021 a nice to have this is a need 00:18:00.041 --> 00:18:01.663 to again it's not the it's not the 00:18:01.722 --> 00:18:02.923 end point anymore it's just the starting 00:18:02.963 --> 00:18:04.404 line right to get into these other 00:18:04.444 --> 00:18:05.586 programs that are coming out and like 00:18:05.939 --> 00:18:07.519 If you think that CMS is going to 00:18:07.579 --> 00:18:08.980 stop rolling out new programs, 00:18:09.661 --> 00:18:10.622 I have a bridge to sell you. 00:18:10.741 --> 00:18:12.063 Yeah, it's in Brooklyn. 00:18:12.143 --> 00:18:13.463 Super cheap. 00:18:13.923 --> 00:18:14.183 Cool. 00:18:14.203 --> 00:18:17.205 We'll be checking in over the next couple 00:18:17.226 --> 00:18:18.267 of hours, next couple of days. 00:18:18.287 --> 00:18:19.248 This is the first time I've ever really 00:18:19.268 --> 00:18:21.048 done live streaming on site, 00:18:21.189 --> 00:18:22.470 but I live stream from my living room, 00:18:22.490 --> 00:18:23.450 so I'm like, how hard can it be? 00:18:23.470 --> 00:18:25.230 This is APTA headquarters in Alexandria, 00:18:25.250 --> 00:18:25.592 Virginia. 00:18:26.512 --> 00:18:27.273 Graham Sessions, 00:18:27.314 --> 00:18:28.976 which is put on by APTA Private Practice 00:18:28.996 --> 00:18:29.376 Section. 00:18:29.416 --> 00:18:31.398 Thank you guys for letting me set up 00:18:31.439 --> 00:18:33.301 my mobile studio in your living room here. 00:18:33.722 --> 00:18:34.683 I call it Avengers Tower. 00:18:35.104 --> 00:18:36.566 Sort of has Avenger Tower vibe. 00:18:36.586 --> 00:18:36.946 It does. 00:18:37.667 --> 00:18:38.849 That part could get blown up easily. 00:18:38.869 --> 00:18:39.611 Yeah, yeah, yeah. 00:18:40.971 --> 00:18:42.173 But the goal here is... 00:18:43.134 --> 00:18:44.715 I'll be asking everybody who's in a 00:18:44.796 --> 00:18:45.416 session right now. 00:18:45.517 --> 00:18:46.778 I'm speaking very quietly. 00:18:46.798 --> 00:18:47.420 Is there a session? 00:18:48.340 --> 00:18:49.843 But just a couple of big picture questions 00:18:50.262 --> 00:18:50.763 that I asked you. 00:18:51.183 --> 00:18:52.826 What is something you are excited to hear 00:18:52.865 --> 00:18:53.988 more about and you want to hear thoughts? 00:18:54.028 --> 00:18:55.690 What's something you wish we had? 00:18:55.710 --> 00:18:56.750 Oh, it's not on the docket. 00:18:57.132 --> 00:18:58.333 Why isn't that being taught? 00:18:58.594 --> 00:18:59.555 I was like... 00:19:00.435 --> 00:19:01.758 Where's all the AI stuff? 00:19:01.837 --> 00:19:04.441 I didn't see one thing on AI really 00:19:04.500 --> 00:19:04.781 in there. 00:19:04.882 --> 00:19:07.204 AI or even these new programs that are 00:19:07.224 --> 00:19:09.386 coming, like the Access program. 00:19:09.428 --> 00:19:10.188 I feel like there could have been a 00:19:10.208 --> 00:19:11.450 whole thing on that. 00:19:11.470 --> 00:19:11.730 Right. 00:19:11.750 --> 00:19:12.811 Because if you want to be in the 00:19:12.832 --> 00:19:14.193 first round, you need to apply by, 00:19:14.253 --> 00:19:15.154 I think, April first. 00:19:15.816 --> 00:19:16.576 Oh, we're in January. 00:19:17.843 --> 00:19:20.145 I will give APJPPS some grace. 00:19:20.306 --> 00:19:21.007 To put on a conference, 00:19:21.027 --> 00:19:22.648 you have to get speakers months in 00:19:22.689 --> 00:19:23.048 advance. 00:19:23.289 --> 00:19:23.710 I get that. 00:19:23.789 --> 00:19:24.590 And it came out in December. 00:19:25.092 --> 00:19:25.372 Right. 00:19:26.413 --> 00:19:28.556 So what I'm saying, though, is, hey, 00:19:28.736 --> 00:19:30.298 how do we shorten the cycle of 00:19:30.337 --> 00:19:31.960 conversations in places like this, 00:19:32.019 --> 00:19:32.840 having conversations? 00:19:32.861 --> 00:19:33.781 The answer is live stream. 00:19:34.542 --> 00:19:35.203 Why aren't we doing it? 00:19:35.223 --> 00:19:36.365 What are you doing in between Graham 00:19:36.384 --> 00:19:36.986 Sessions' meetings? 00:19:37.865 --> 00:19:38.767 You should be doing live streams, 00:19:38.807 --> 00:19:40.468 but I'll be asking big picture questions. 00:19:40.627 --> 00:19:42.069 So forgive me. 00:19:42.170 --> 00:19:43.150 I'm going to be blowing up your feed 00:19:43.190 --> 00:19:43.810 with that. 00:19:43.851 --> 00:19:44.070 Damn. 00:19:44.090 --> 00:19:45.592 Jimmy McKay is live again. 00:19:45.791 --> 00:19:46.093 Again. 00:19:46.173 --> 00:19:47.453 Usually it's like once or twice a day. 00:19:47.874 --> 00:19:49.315 Now it's thirty seven times and I have 00:19:49.355 --> 00:19:49.694 no idea. 00:19:49.775 --> 00:19:52.297 I DM to a bunch of people that 00:19:52.317 --> 00:19:53.858 I knew were coming and everybody was like, 00:19:53.878 --> 00:19:54.019 yeah, 00:19:54.058 --> 00:19:55.500 but I don't know who I'll be talking 00:19:55.519 --> 00:19:55.680 to. 00:19:55.700 --> 00:19:57.201 We're talking to one person at a time 00:19:57.280 --> 00:19:58.501 or we talk to a group. 00:19:58.942 --> 00:19:59.403 I don't know. 00:19:59.702 --> 00:20:01.403 But we have a tradition on the show 00:20:01.845 --> 00:20:03.105 and it is called the parting. 00:20:05.192 --> 00:20:06.313 This is the parting shot. 00:20:06.873 --> 00:20:08.253 One last mic drop moment. 00:20:08.933 --> 00:20:09.734 No pressure. 00:20:10.194 --> 00:20:12.316 Just your legacy on the line. 00:20:13.536 --> 00:20:14.497 Just your legacy on the line. 00:20:14.517 --> 00:20:15.696 What's your parting shot for right now? 00:20:15.876 --> 00:20:16.718 Something you just want to leave the 00:20:16.758 --> 00:20:18.098 audience as we kick off the live stream. 00:20:18.118 --> 00:20:19.439 Thanks for being our guinea pig, 00:20:19.459 --> 00:20:19.759 by the way. 00:20:19.919 --> 00:20:21.059 I literally just called Stephen over and I 00:20:21.079 --> 00:20:21.859 was like, hey, we're doing a lot. 00:20:21.980 --> 00:20:23.181 I got to see if this camera works. 00:20:23.201 --> 00:20:23.941 And he was like, great. 00:20:23.980 --> 00:20:25.561 He didn't say, what are we talking about? 00:20:26.261 --> 00:20:27.063 Is this actually live? 00:20:27.103 --> 00:20:27.282 All right. 00:20:27.542 --> 00:20:28.303 What's your parting shot? 00:20:28.343 --> 00:20:29.763 What's just one little thing you want to 00:20:29.784 --> 00:20:31.505 leave with the audience? 00:20:31.585 --> 00:20:31.904 A story. 00:20:33.106 --> 00:20:33.748 And I'll tell it later, 00:20:33.827 --> 00:20:35.209 but I can say it again here. 00:20:36.570 --> 00:20:39.573 PT Indianapolis told me something that 00:20:40.954 --> 00:20:42.096 really changed the way I look at this. 00:20:42.916 --> 00:20:43.297 She said, 00:20:43.576 --> 00:20:47.760 I never thought I would save a life. 00:20:47.800 --> 00:20:49.241 Patient texted through Sarah, 00:20:49.762 --> 00:20:50.523 shortness of breath, 00:20:50.703 --> 00:20:53.306 three days post-op total knee. 00:20:53.346 --> 00:20:55.407 She gets that, has a quick conversation, 00:20:55.567 --> 00:20:56.690 ends up calling him an ambulance. 00:20:57.590 --> 00:21:00.571 Hospital, only one day, one night. 00:21:01.311 --> 00:21:02.051 Fluid on the chest, 00:21:02.771 --> 00:21:04.711 as benign as one night in the hospital 00:21:04.731 --> 00:21:05.212 stay can be. 00:21:05.813 --> 00:21:07.073 Went home with his family the next day. 00:21:07.992 --> 00:21:10.854 All it takes is one missed visit because 00:21:10.894 --> 00:21:11.634 he doesn't feel well. 00:21:12.094 --> 00:21:13.614 And that story ends a lot differently. 00:21:14.795 --> 00:21:19.255 So that is what that connectivity can 00:21:19.295 --> 00:21:19.535 mean. 00:21:19.675 --> 00:21:21.695 That's also why these payers are paying 00:21:21.715 --> 00:21:21.955 for it. 00:21:22.671 --> 00:21:23.991 Because that patient also could have been 00:21:24.332 --> 00:21:26.413 half million plus instead of thirty 00:21:26.452 --> 00:21:26.813 thousand. 00:21:27.373 --> 00:21:28.074 And the answer, 00:21:28.693 --> 00:21:30.835 the solution to that or the facilitator, 00:21:30.875 --> 00:21:33.316 that wasn't something terribly high tech. 00:21:33.455 --> 00:21:34.557 It was access. 00:21:34.676 --> 00:21:35.116 The text. 00:21:35.477 --> 00:21:38.358 It's access to someone when they needed 00:21:38.398 --> 00:21:38.519 it. 00:21:38.898 --> 00:21:40.159 The right person at the right time. 00:21:40.400 --> 00:21:40.700 Wow. 00:21:40.740 --> 00:21:41.299 That's powerful. 00:21:41.319 --> 00:21:42.019 And the right question. 00:21:42.180 --> 00:21:42.901 And the right question. 00:21:42.941 --> 00:21:43.260 Yeah. 00:21:43.280 --> 00:21:44.260 This doesn't feel right. 00:21:44.320 --> 00:21:44.942 What do I do? 00:21:45.021 --> 00:21:45.882 Wow. 00:21:45.922 --> 00:21:46.501 Red flag. 00:21:47.042 --> 00:21:47.663 Good for you. 00:21:47.942 --> 00:21:49.044 Where can people go to find out more 00:21:49.064 --> 00:21:49.624 about Sarah Health? 00:21:50.163 --> 00:21:51.025 SarahHealth.com. 00:21:51.065 --> 00:21:53.527 So S-A-R-A-Health.com. 00:21:54.347 --> 00:21:55.248 And then I'm Steven. 00:21:55.689 --> 00:21:58.451 So S-T-E-V-E-N at SarahHealth.com. 00:21:58.510 --> 00:21:59.852 Not Steve, as we talked about earlier. 00:22:00.152 --> 00:22:01.153 Don't do Steve, everybody. 00:22:01.212 --> 00:22:01.894 It's a way to put your foot in 00:22:01.913 --> 00:22:02.193 your mouth. 00:22:02.233 --> 00:22:03.015 Always make sure you know what your 00:22:03.035 --> 00:22:04.675 guest's name is before you start. 00:22:04.996 --> 00:22:07.238 Live from Graham Sessions atop the APTA 00:22:07.258 --> 00:22:08.838 Avengers Tower here in Alexandria with 00:22:08.858 --> 00:22:09.298 PPS. 00:22:11.646 --> 00:22:11.866 That's it. 00:22:11.886 --> 00:22:12.086 We're out. 00:22:12.106 --> 00:22:13.627 Boys, what the hell are you doing? 00:22:13.667 --> 00:22:16.490 Follow Tony Meritato on YouTube at Total 00:22:16.529 --> 00:22:17.570 Therapy Solution. 00:22:17.611 --> 00:22:18.611 Find Dave Kittle at 00:22:18.631 --> 00:22:21.813 conciergepainrelief.com and on YouTube at 00:22:21.853 --> 00:22:23.153 The Dave Kittle Show. 00:22:23.354 --> 00:22:26.476 And follow Jimmy McKay at PT Podcasts on 00:22:26.516 --> 00:22:27.656 YouTube, the socials, 00:22:27.757 --> 00:22:29.538 and wherever you binge podcasts you 00:22:29.557 --> 00:22:31.220 pretend are for CEUs. 00:22:31.519 --> 00:22:32.961 And hey, just a reminder, 00:22:33.441 --> 00:22:34.761 none of this was for advice. 00:22:34.801 --> 00:22:36.262 This was for entertainment only. 00:22:36.563 --> 00:22:37.943 Our lawyers say that counts. 00:22:38.023 --> 00:22:38.865 Thanks, Keith.