WEBVTT 00:00:01.149 --> 00:00:02.091 You're listening to the PT Pinecast, 00:00:02.111 --> 00:00:04.152 where smart people in healthcare come to 00:00:04.171 --> 00:00:05.552 make noise. 00:00:05.613 --> 00:00:10.897 Here's your host, Jimmy McKay. 00:00:27.246 --> 00:00:28.027 But then he noticed something. 00:00:28.227 --> 00:00:29.667 Great clinicians were exhausted. 00:00:30.068 --> 00:00:31.868 Brilliant therapists were underpaid. 00:00:32.128 --> 00:00:33.488 And the people who seemed to have time, 00:00:33.569 --> 00:00:34.429 income, and options, 00:00:35.149 --> 00:00:36.850 they weren't necessarily the best 00:00:36.871 --> 00:00:37.271 clinicians. 00:00:37.511 --> 00:00:39.212 Those two things aren't necessarily the 00:00:39.252 --> 00:00:39.392 same. 00:00:39.411 --> 00:00:40.551 They can be, but not always. 00:00:41.512 --> 00:00:43.412 They were the best at packaging what they 00:00:43.453 --> 00:00:43.633 knew. 00:00:44.194 --> 00:00:44.393 So? 00:00:45.284 --> 00:00:47.646 reg from someone who once struggled with a 00:00:49.226 --> 00:00:52.067 commanding stages now who used to struggle 00:00:52.088 --> 00:00:53.529 with stuttering, right? 00:00:53.768 --> 00:00:55.350 To now building businesses that generate 00:00:55.409 --> 00:00:57.310 income beyond clinical hours. 00:00:57.610 --> 00:00:58.671 And it'd be one thing if he just 00:00:58.712 --> 00:01:00.112 figured this out and gate kept it, 00:01:00.472 --> 00:01:02.173 except now he quite literally does not 00:01:02.213 --> 00:01:02.853 shut up about it. 00:01:02.893 --> 00:01:03.993 This is literally what he teaches. 00:01:04.034 --> 00:01:04.233 He's like, 00:01:04.373 --> 00:01:05.254 I'm going to teach you how to do 00:01:05.275 --> 00:01:05.474 this. 00:01:05.875 --> 00:01:06.355 I've done it. 00:01:06.674 --> 00:01:08.055 I've shown you here are the receipts. 00:01:08.335 --> 00:01:08.835 I'm going to do it. 00:01:08.855 --> 00:01:10.037 Welcome back to the show, Greg Tom. 00:01:10.057 --> 00:01:11.477 Thank you, Jimmy. 00:01:11.498 --> 00:01:12.518 I appreciate you, bro. 00:01:12.537 --> 00:01:13.778 Appreciate you for having me on. 00:01:14.275 --> 00:01:15.816 It's been a while, man. 00:01:15.896 --> 00:01:18.477 I like starting off with hot takes or 00:01:18.498 --> 00:01:20.200 at least things that are bold, right? 00:01:20.540 --> 00:01:22.402 You say most PTs don't have an income 00:01:22.441 --> 00:01:22.941 problem. 00:01:23.441 --> 00:01:26.125 They have an obedience problem. 00:01:26.625 --> 00:01:27.406 What does that mean? 00:01:27.445 --> 00:01:30.328 Help me understand what that means. 00:01:30.847 --> 00:01:34.551 They are obedient to the system. 00:01:34.871 --> 00:01:37.373 They are obedient to the wrong thing. 00:01:38.216 --> 00:01:41.278 know they're obedient to to doing things 00:01:41.617 --> 00:01:44.039 in the way that everybody else has done 00:01:44.078 --> 00:01:48.379 it and and the problem is is that 00:01:48.480 --> 00:01:51.581 it's it's very similar to when i was 00:01:51.902 --> 00:01:55.102 uh training in uh middle school for track 00:01:55.123 --> 00:01:58.263 and field right there's like these weird 00:01:58.304 --> 00:02:01.284 things that my my coaches would have us 00:02:01.344 --> 00:02:01.465 do 00:02:02.378 --> 00:02:02.798 I'm like, 00:02:02.817 --> 00:02:04.319 why the heck is he having me swinging 00:02:04.338 --> 00:02:06.138 my leg like a pendulum? 00:02:07.180 --> 00:02:07.439 He's like, 00:02:07.459 --> 00:02:09.100 because my coach taught me that. 00:02:09.561 --> 00:02:10.360 OK, so all right, cool. 00:02:10.600 --> 00:02:11.341 So by the way, 00:02:11.401 --> 00:02:12.882 I went to school back in the, 00:02:13.162 --> 00:02:13.502 this is, 00:02:13.521 --> 00:02:15.242 I was in middle school in like, 00:02:15.423 --> 00:02:16.462 nineteen ninety something, 00:02:16.502 --> 00:02:17.804 nineteen ninety one, ninety two. 00:02:17.903 --> 00:02:18.223 OK, cool. 00:02:18.243 --> 00:02:18.984 All right. 00:02:19.024 --> 00:02:20.384 So then if you go and you ask 00:02:20.444 --> 00:02:20.985 his coach, 00:02:21.185 --> 00:02:22.366 why the hell do you do that? 00:02:22.906 --> 00:02:23.145 He's like, 00:02:23.165 --> 00:02:24.926 because my coach taught me how to. 00:02:25.266 --> 00:02:27.448 So we have an obedience problem in that 00:02:27.527 --> 00:02:29.728 we are obedient to something that's 00:02:29.788 --> 00:02:30.808 totally outdated. 00:02:31.188 --> 00:02:35.111 okay the thing that we're doing um worked 00:02:35.151 --> 00:02:36.932 it worked extremely well it just worked 00:02:36.992 --> 00:02:38.813 extremely well like fifty five years ago 00:02:38.834 --> 00:02:41.216 right it doesn't that's so so that really 00:02:41.235 --> 00:02:43.597 is the big thing photocopies of 00:02:43.637 --> 00:02:45.558 photographs just photocopy of the 00:02:45.579 --> 00:02:46.860 photocopy of the photocopy of the 00:02:46.879 --> 00:02:47.360 photocopy 00:02:47.893 --> 00:02:49.775 And so today, 00:02:50.194 --> 00:02:52.116 most people have a model issue. 00:02:52.516 --> 00:02:54.057 They're just working in a model that 00:02:54.237 --> 00:02:55.199 doesn't serve them. 00:02:55.780 --> 00:02:57.561 Here, I'll tell you this, Jimmy. 00:02:57.760 --> 00:02:59.502 I just finished with a client. 00:02:59.962 --> 00:03:02.284 She has six facilities. 00:03:04.026 --> 00:03:06.188 She works in a model. 00:03:06.528 --> 00:03:08.250 She's not having any problems with hiring 00:03:08.270 --> 00:03:08.591 people. 00:03:08.890 --> 00:03:10.252 She's not having any problems with 00:03:10.271 --> 00:03:10.592 growing. 00:03:11.193 --> 00:03:12.834 She's going to have four additional 00:03:12.873 --> 00:03:15.717 locations by August of this year. 00:03:16.417 --> 00:03:18.276 why well because the thing is that she's 00:03:18.317 --> 00:03:20.818 working at a model that actually works and 00:03:20.957 --> 00:03:23.558 serves her right and serves the people 00:03:23.579 --> 00:03:25.979 that she works for how many therapists do 00:03:26.019 --> 00:03:28.039 you hear saying that oh my gosh you 00:03:28.060 --> 00:03:30.740 can't hire anybody anymore oh my gosh it's 00:03:30.759 --> 00:03:33.360 so difficult well it's not true so you 00:03:33.381 --> 00:03:34.540 have an obedience problem you have an 00:03:34.580 --> 00:03:35.901 obedience problem and you're working in a 00:03:35.961 --> 00:03:39.241 model where hiring people back in was no 00:03:39.282 --> 00:03:41.402 problem you're still working in that model 00:03:41.483 --> 00:03:42.842 she's working in a different model 00:03:43.804 --> 00:03:45.245 She still has clinics. 00:03:45.564 --> 00:03:47.105 She's working in a model where everybody 00:03:47.145 --> 00:03:48.026 wants to work for her. 00:03:48.086 --> 00:03:48.747 So yeah, 00:03:48.766 --> 00:03:50.147 we have an obedience problem because we're 00:03:50.168 --> 00:03:51.288 obedient to the wrong thing. 00:03:51.308 --> 00:03:51.389 Yeah. 00:03:53.770 --> 00:03:58.373 Is it more from me hearing what you 00:03:58.413 --> 00:03:59.775 talk about and how you talk about it? 00:04:00.115 --> 00:04:02.157 It sounds like number two in seven habits 00:04:02.197 --> 00:04:03.217 of highly successful people, 00:04:03.258 --> 00:04:04.419 which is start with the end in mind. 00:04:05.538 --> 00:04:06.919 Where would you want to work? 00:04:07.200 --> 00:04:07.901 Build that. 00:04:08.181 --> 00:04:08.961 Work backwards. 00:04:08.981 --> 00:04:10.022 You'll find the people that... 00:04:10.882 --> 00:04:11.862 you would want to show up in your 00:04:11.883 --> 00:04:12.163 clinic. 00:04:12.462 --> 00:04:14.383 Going the other way doesn't necessarily 00:04:14.424 --> 00:04:14.985 always work. 00:04:15.264 --> 00:04:16.245 Same for clinicians. 00:04:16.586 --> 00:04:16.786 Well, 00:04:16.865 --> 00:04:18.947 I'll just work really hard in wherever I 00:04:18.966 --> 00:04:20.687 can find a job or the closest one 00:04:21.428 --> 00:04:22.750 or the highest paying one, 00:04:22.769 --> 00:04:25.992 which isn't always the path to success. 00:04:26.531 --> 00:04:27.653 And then I never get there. 00:04:27.713 --> 00:04:29.314 And then six, seven, eight years later, 00:04:29.374 --> 00:04:31.615 I'm angry and I bail from this profession. 00:04:31.995 --> 00:04:33.076 According to statistics, 00:04:33.697 --> 00:04:35.817 average PT career is seven years. 00:04:36.471 --> 00:04:36.790 Seven years. 00:04:36.850 --> 00:04:37.211 Yeah. 00:04:37.391 --> 00:04:38.052 Yeah. 00:04:38.232 --> 00:04:39.151 And you want to know why? 00:04:39.913 --> 00:04:47.437 Because a PT, twenty three, twenty five, 00:04:48.016 --> 00:04:50.838 twenty eight years old is tired as hell 00:04:50.858 --> 00:04:54.120 at home. 00:04:54.139 --> 00:04:56.860 They just finished another long shift. 00:04:58.242 --> 00:04:59.802 And they go and they do scroll. 00:05:01.324 --> 00:05:03.944 And they go to TikTok and they see 00:05:03.985 --> 00:05:05.826 some twenty one year old kid 00:05:06.800 --> 00:05:08.440 That's making triple what they're making. 00:05:09.341 --> 00:05:10.841 Never went to any college, 00:05:11.922 --> 00:05:14.002 barely graduated high school, if that. 00:05:15.163 --> 00:05:15.642 And they're like, 00:05:15.723 --> 00:05:17.223 what in the hell is going on? 00:05:17.283 --> 00:05:18.684 So people are getting bitter. 00:05:18.884 --> 00:05:20.024 People are getting angry. 00:05:20.064 --> 00:05:22.345 People are getting resentful because 00:05:22.365 --> 00:05:22.745 they're like, 00:05:22.966 --> 00:05:27.987 I did everything the way that my superiors 00:05:28.047 --> 00:05:28.987 told me to do. 00:05:29.767 --> 00:05:30.987 I got good grades. 00:05:32.088 --> 00:05:33.329 I went to college. 00:05:34.269 --> 00:05:35.589 I did my undergrad. 00:05:36.730 --> 00:05:38.232 I took it another level and went to 00:05:38.271 --> 00:05:39.072 grad school. 00:05:39.954 --> 00:05:41.958 I graduated magna cum laude, 00:05:42.098 --> 00:05:43.119 summa cum laude. 00:05:44.742 --> 00:05:47.925 I got the doctorate. 00:05:48.867 --> 00:05:50.850 I did everything you told me to do. 00:05:51.826 --> 00:05:53.627 And here I am struggling. 00:05:54.187 --> 00:05:55.629 And it's a very hard thing. 00:05:55.889 --> 00:05:57.290 Nobody wants to be wrong, man. 00:05:57.610 --> 00:05:58.812 Nobody wants to be wrong. 00:05:58.872 --> 00:06:00.733 And I think it just comes down to... 00:06:01.394 --> 00:06:05.737 I'm not even saying you were wrong. 00:06:06.237 --> 00:06:07.137 You did what you did. 00:06:07.819 --> 00:06:08.838 I'm just saying that... 00:06:09.620 --> 00:06:11.401 based on what it is that you did 00:06:11.540 --> 00:06:13.701 you just need to understand skill stacking 00:06:14.002 --> 00:06:15.963 that you have to take what you did 00:06:16.442 --> 00:06:18.362 and that in and of itself is usually 00:06:18.403 --> 00:06:21.764 not going to be enough now add skills 00:06:22.204 --> 00:06:24.826 onto it and that changes the game for 00:06:24.865 --> 00:06:27.047 you that's true that's really it that's 00:06:27.086 --> 00:06:30.968 really it and and you know something um 00:06:31.028 --> 00:06:32.348 whether you're a physical therapist you're 00:06:32.369 --> 00:06:34.449 an occupational therapist you're slp like 00:06:34.870 --> 00:06:37.011 like whatever the reality is that 00:06:38.007 --> 00:06:39.127 If you're thinking, man, 00:06:39.228 --> 00:06:41.670 did I really screw up and do this? 00:06:41.750 --> 00:06:42.550 No, not really. 00:06:42.930 --> 00:06:43.732 You really didn't. 00:06:44.192 --> 00:06:47.194 Because the reality is that when you skill 00:06:47.233 --> 00:06:49.096 stack in certain industries, 00:06:49.776 --> 00:06:51.778 that does not guarantee that you're going 00:06:51.798 --> 00:06:53.439 to have a certain level of success. 00:06:53.639 --> 00:06:53.879 Right. 00:06:54.399 --> 00:06:57.783 Skill stack in industries where the people 00:06:58.165 --> 00:06:59.666 are obedient to the wrong thing, 00:06:59.966 --> 00:07:02.430 it actually does make it easier for you 00:07:02.470 --> 00:07:04.713 to win if you're willing to skill stack 00:07:05.014 --> 00:07:08.158 and just go in a different direction than 00:07:08.197 --> 00:07:08.458 most. 00:07:08.939 --> 00:07:11.382 The problem is it's very hard to pull 00:07:11.442 --> 00:07:12.283 away from the herd. 00:07:12.641 --> 00:07:12.942 Sure. 00:07:13.422 --> 00:07:14.543 It's hard emotionally, right? 00:07:14.562 --> 00:07:15.244 Because I'm going to do something 00:07:15.283 --> 00:07:15.584 different. 00:07:15.624 --> 00:07:17.425 I'm watching everybody else do the thing 00:07:17.444 --> 00:07:18.805 that we... 00:07:18.925 --> 00:07:20.206 After eighth grade is ninth grade. 00:07:20.225 --> 00:07:21.326 After ninth grade is tenth grade. 00:07:21.346 --> 00:07:23.208 After twelfth grade is college. 00:07:23.247 --> 00:07:23.867 And then what? 00:07:23.908 --> 00:07:24.488 And then what? 00:07:24.548 --> 00:07:25.069 And then what? 00:07:25.108 --> 00:07:25.749 And here I am. 00:07:25.790 --> 00:07:26.389 And now it's like, 00:07:26.449 --> 00:07:27.189 now what do I do? 00:07:27.531 --> 00:07:28.711 I guess I just do what everybody else 00:07:28.750 --> 00:07:29.091 does. 00:07:29.492 --> 00:07:31.173 That's not necessarily wrong. 00:07:31.213 --> 00:07:32.312 But if you do what everybody else does, 00:07:32.333 --> 00:07:33.454 you get what everybody else gets. 00:07:33.473 --> 00:07:34.615 And you get what you get. 00:07:34.634 --> 00:07:35.214 You don't throw a fit. 00:07:35.235 --> 00:07:35.394 Right. 00:07:35.415 --> 00:07:35.774 Exactly. 00:07:38.136 --> 00:07:41.620 And the world doesn't reward people 00:07:42.420 --> 00:07:44.483 exponentially when they just do what 00:07:44.504 --> 00:07:45.223 everybody else is doing. 00:07:45.324 --> 00:07:46.545 You do something different. 00:07:46.665 --> 00:07:48.809 You take a risk that can lead to 00:07:48.869 --> 00:07:49.329 reward. 00:07:49.990 --> 00:07:50.531 Right. 00:07:50.550 --> 00:07:53.653 We live in a value-based society. 00:07:53.713 --> 00:07:54.656 That's it. 00:07:54.675 --> 00:07:56.177 We live in a value-based society. 00:07:56.983 --> 00:07:57.182 Now, 00:07:57.603 --> 00:07:59.564 for everyone that feels like the world's 00:07:59.605 --> 00:08:00.944 against them, that should really, 00:08:00.985 --> 00:08:02.505 really inspire you and motivate you. 00:08:03.007 --> 00:08:04.867 We live in a value-based society. 00:08:06.127 --> 00:08:07.769 You bring value to the world, 00:08:08.850 --> 00:08:11.151 you are going to get, at bare minimum, 00:08:11.170 --> 00:08:11.971 you're going to get attention. 00:08:13.473 --> 00:08:13.833 Bare minimum. 00:08:13.952 --> 00:08:14.853 I'm not even saying you're going to make 00:08:14.874 --> 00:08:15.434 a ton of money, 00:08:16.415 --> 00:08:18.255 because you might not know how to monetize 00:08:18.415 --> 00:08:19.817 anything that you do, right? 00:08:20.197 --> 00:08:20.956 But bare minimum, 00:08:20.976 --> 00:08:21.817 you're going to get attention. 00:08:21.997 --> 00:08:23.858 And with attention comes leverage. 00:08:25.714 --> 00:08:27.136 Like if I have attention, 00:08:27.795 --> 00:08:31.776 I can get eyeballs from other people that 00:08:32.417 --> 00:08:34.136 have the ability to allow me to be 00:08:34.177 --> 00:08:34.957 able to make more money. 00:08:35.577 --> 00:08:36.618 That's really it, right? 00:08:36.658 --> 00:08:37.477 So if I get attention, 00:08:37.518 --> 00:08:38.557 I get attention on Instagram. 00:08:38.958 --> 00:08:39.379 Okay, great. 00:08:39.418 --> 00:08:41.139 That means I have more eyeballs on me. 00:08:41.719 --> 00:08:43.539 And if I know how to monetize, 00:08:43.580 --> 00:08:44.779 those people could pay me money. 00:08:45.059 --> 00:08:46.581 Okay, if I get attention on TikTok, 00:08:46.961 --> 00:08:47.360 all right, great. 00:08:47.480 --> 00:08:48.522 I have more eyeballs on me. 00:08:48.981 --> 00:08:50.842 Okay, those people might pay me money, 00:08:51.143 --> 00:08:54.745 but I also now am attracting other people 00:08:54.764 --> 00:08:55.605 that have influence. 00:08:55.865 --> 00:08:57.287 And now I can have a partnership with 00:08:57.326 --> 00:08:59.268 those people that could then eventually 00:08:59.327 --> 00:09:01.609 turn into money or whatever it is I 00:09:01.688 --> 00:09:01.908 want. 00:09:01.928 --> 00:09:03.190 Whatever you value, right? 00:09:03.509 --> 00:09:05.110 Yeah, whatever you value. 00:09:05.129 --> 00:09:07.071 And so for some people, that's money. 00:09:07.410 --> 00:09:08.551 For some people, that's time. 00:09:08.770 --> 00:09:09.350 For some people, 00:09:09.370 --> 00:09:10.371 that's a combination of both. 00:09:10.711 --> 00:09:12.371 For some people, that's just like, 00:09:12.432 --> 00:09:14.332 I want self, I don't know, 00:09:14.393 --> 00:09:16.052 I deem my self-worth in what it is 00:09:16.072 --> 00:09:18.413 that I do and how I help people 00:09:18.594 --> 00:09:19.234 in this world. 00:09:19.614 --> 00:09:21.173 So at the end of the day, 00:09:22.433 --> 00:09:23.475 you just have to ask yourself, 00:09:23.634 --> 00:09:26.434 what the hell are you doing? 00:09:26.774 --> 00:09:28.855 What the hell are you doing? 00:09:29.274 --> 00:09:31.176 That's it. 00:09:31.296 --> 00:09:32.277 And if you want to live for other 00:09:32.317 --> 00:09:33.537 people, then go for it. 00:09:34.738 --> 00:09:36.399 Actually, totally go for it. 00:09:37.099 --> 00:09:38.539 Just don't complain about it. 00:09:38.559 --> 00:09:39.019 There it is. 00:09:39.700 --> 00:09:41.160 How would you explain the difference 00:09:41.620 --> 00:09:44.383 between being clinically excellent and 00:09:44.462 --> 00:09:46.364 financially scalable? 00:09:46.403 --> 00:09:48.625 What's the difference between being 00:09:48.644 --> 00:09:49.304 clinically excellent, 00:09:49.325 --> 00:09:50.645 which is not a bad thing to be, 00:09:51.166 --> 00:09:52.726 but what's the difference between solely 00:09:52.767 --> 00:09:54.788 focused on being clinically excellent and 00:09:54.827 --> 00:09:55.969 being financially scalable? 00:09:57.605 --> 00:09:58.645 One thing, productizing. 00:10:00.307 --> 00:10:02.469 A financially scalable clinician has 00:10:02.548 --> 00:10:03.889 productized him or herself. 00:10:04.591 --> 00:10:08.433 A clinically excellent clinician may or 00:10:08.514 --> 00:10:10.075 may not have productized themselves. 00:10:10.456 --> 00:10:13.979 Most of the times, Jimmy, they have not. 00:10:13.999 --> 00:10:15.700 Talk about what those are in simple terms. 00:10:15.740 --> 00:10:21.365 We'll talk about the four levels of value 00:10:21.384 --> 00:10:23.307 in a second, but when you explain it, 00:10:24.607 --> 00:10:25.129 All of a sudden, 00:10:25.349 --> 00:10:26.230 you know how it is when you teach 00:10:26.250 --> 00:10:26.690 someone something. 00:10:26.769 --> 00:10:28.171 It might be the thirty eighth time that 00:10:28.331 --> 00:10:30.033 sixteen different way and the light bulb 00:10:30.072 --> 00:10:30.413 goes on. 00:10:30.693 --> 00:10:33.375 So explain what productizing is. 00:10:34.017 --> 00:10:34.177 Yeah. 00:10:34.317 --> 00:10:37.340 So so let's let's start with with 00:10:37.379 --> 00:10:39.380 productizing here. 00:10:39.421 --> 00:10:39.761 You know what? 00:10:39.802 --> 00:10:42.764 Let me start with my journey of being 00:10:43.085 --> 00:10:43.966 a good clinician. 00:10:44.225 --> 00:10:47.408 And then now that I'm productizing what it 00:10:47.448 --> 00:10:47.989 is that I do, 00:10:48.470 --> 00:10:50.370 how it's made me financially scalable. 00:10:51.235 --> 00:10:53.937 My first year and a half coming out 00:10:53.956 --> 00:10:54.756 of PT school, 00:10:55.697 --> 00:10:58.860 I had full intentions to become the 00:10:59.139 --> 00:11:01.822 ultimate clinician, at least in my sector, 00:11:02.001 --> 00:11:02.562 in my field. 00:11:02.982 --> 00:11:04.224 Because I felt like if I became the 00:11:04.323 --> 00:11:05.264 ultimate clinician, why? 00:11:05.283 --> 00:11:06.024 Because you told me that. 00:11:06.625 --> 00:11:09.147 My physical therapy coaches, a.k.a. 00:11:09.187 --> 00:11:10.287 professors, told me that. 00:11:10.628 --> 00:11:11.648 Become a great clinician, 00:11:11.807 --> 00:11:12.969 the rest of your life is going to 00:11:12.989 --> 00:11:13.469 take shape. 00:11:13.950 --> 00:11:17.312 So I did one hundred eighty CEUs in 00:11:17.351 --> 00:11:18.412 the first eighteen months. 00:11:18.731 --> 00:11:19.273 That's what I did. 00:11:20.452 --> 00:11:22.294 One hundred eighty CEUs first eighteen 00:11:22.335 --> 00:11:23.154 months coming out of school. 00:11:23.195 --> 00:11:25.937 So I was a very good clinician. 00:11:26.277 --> 00:11:27.756 For a year and a half, God, right? 00:11:27.817 --> 00:11:30.097 Okay, then let's talk about from year, 00:11:30.738 --> 00:11:32.778 from eighteen months to three and a half 00:11:32.818 --> 00:11:33.058 years. 00:11:33.219 --> 00:11:34.379 Eighteen months to three and a half years, 00:11:35.119 --> 00:11:36.639 I ended up doing my manual therapy 00:11:36.679 --> 00:11:37.960 certification through the University of 00:11:37.980 --> 00:11:38.139 St. 00:11:38.220 --> 00:11:39.299 Augustine, okay? 00:11:39.580 --> 00:11:41.120 I did everything up until the actual 00:11:41.140 --> 00:11:44.381 certification program because I made a 00:11:44.402 --> 00:11:45.001 shift, okay? 00:11:45.241 --> 00:11:46.522 Which was I went and opened up my 00:11:46.562 --> 00:11:48.442 own clinic and I ran out of money. 00:11:48.462 --> 00:11:49.643 I didn't have money to do that part, 00:11:49.682 --> 00:11:50.102 okay? 00:11:50.523 --> 00:11:53.163 But the reality is that I spent a 00:11:53.244 --> 00:11:53.823 lot of money 00:11:55.089 --> 00:11:58.690 getting all the coursework done for my 00:11:58.730 --> 00:11:59.690 manual therapy certification. 00:12:00.330 --> 00:12:03.291 I got my OCS, I got my CSCS, 00:12:04.591 --> 00:12:06.672 and I got everything to get my MTC. 00:12:07.711 --> 00:12:08.951 I was a good clinician, 00:12:09.692 --> 00:12:14.253 but what I also was was broke. 00:12:14.293 --> 00:12:17.693 The difference now is that I became 00:12:17.734 --> 00:12:18.634 financially scalable. 00:12:18.673 --> 00:12:19.374 How did I do that? 00:12:19.394 --> 00:12:20.154 Through productizing. 00:12:20.534 --> 00:12:21.934 So here's what productizing looks like. 00:12:22.644 --> 00:12:24.947 when I have a back patient come into 00:12:24.966 --> 00:12:25.287 clinic, 00:12:25.626 --> 00:12:27.028 this is somebody that has maybe like a 00:12:27.369 --> 00:12:29.690 lumbar sprain, you know, their, their, 00:12:29.990 --> 00:12:32.251 their paraspinals are guarded, you know, 00:12:32.732 --> 00:12:33.633 they're, they're struggling. 00:12:33.732 --> 00:12:33.913 Right. 00:12:34.234 --> 00:12:34.813 Okay. 00:12:34.913 --> 00:12:37.596 And I've worked with one person and I 00:12:37.676 --> 00:12:38.417 did some things. 00:12:38.456 --> 00:12:39.076 I don't know what I did, 00:12:39.116 --> 00:12:40.038 but I did a bunch of stuff and 00:12:40.217 --> 00:12:40.918 they got better. 00:12:41.259 --> 00:12:41.458 Right. 00:12:41.499 --> 00:12:43.179 And then I did something very similar and 00:12:43.200 --> 00:12:43.821 they got better. 00:12:44.140 --> 00:12:45.381 Now I did something and they got better. 00:12:45.422 --> 00:12:45.881 Now I'm like, 00:12:46.302 --> 00:12:48.303 and they got better and they got better. 00:12:48.323 --> 00:12:48.784 Okay. 00:12:48.804 --> 00:12:49.884 This one didn't get better, but like, 00:12:50.225 --> 00:12:50.426 like, 00:12:50.686 --> 00:12:52.607 like thirty out of thirty five got better 00:12:52.908 --> 00:12:54.509 by something similar that I did. 00:12:54.809 --> 00:12:55.009 Right. 00:12:55.610 --> 00:12:57.772 I did something somewhat similar. 00:12:57.851 --> 00:12:59.634 OK, so what I learned, 00:12:59.673 --> 00:13:02.635 it took me about six years to understand 00:13:02.655 --> 00:13:02.836 that. 00:13:03.116 --> 00:13:06.538 Wait a minute, dude, if you do this, 00:13:06.578 --> 00:13:07.700 this is like a recipe. 00:13:08.221 --> 00:13:09.562 It's like you're it's like you're 00:13:09.642 --> 00:13:11.423 spaghetti and meatball recipe. 00:13:11.943 --> 00:13:13.605 If you do this recipe, 00:13:14.485 --> 00:13:16.147 and you do this recipe over and over 00:13:16.167 --> 00:13:16.667 and over again, 00:13:17.148 --> 00:13:18.347 not one hundred percent of the time, 00:13:18.388 --> 00:13:19.948 but eighty five percent of the time, 00:13:20.308 --> 00:13:23.230 you are going to get a pretty good 00:13:23.932 --> 00:13:25.131 spaghetti and meatball dinner. 00:13:25.152 --> 00:13:27.253 OK, 00:13:27.274 --> 00:13:29.174 so what I did is I just started 00:13:29.375 --> 00:13:30.195 writing down. 00:13:30.634 --> 00:13:31.775 This is what I did. 00:13:31.956 --> 00:13:32.956 This is what I did on the first 00:13:32.996 --> 00:13:33.256 day. 00:13:33.496 --> 00:13:34.498 This is what I told them on the 00:13:34.538 --> 00:13:34.937 first day. 00:13:35.158 --> 00:13:36.278 This is what I did here. 00:13:36.479 --> 00:13:37.538 This is what I did on the second 00:13:37.578 --> 00:13:37.720 time. 00:13:37.860 --> 00:13:39.019 This is what I did on third time. 00:13:39.039 --> 00:13:40.061 This is what I did on the fourth 00:13:40.081 --> 00:13:40.280 time. 00:13:40.520 --> 00:13:41.442 And then guess what I had? 00:13:41.822 --> 00:13:43.182 I had a documented recipe, man. 00:13:43.643 --> 00:13:45.945 I had a recipe that I had documented. 00:13:46.044 --> 00:13:46.284 Boom. 00:13:46.404 --> 00:13:46.924 You do this. 00:13:47.105 --> 00:13:47.566 You do this. 00:13:47.725 --> 00:13:48.225 You do this. 00:13:48.385 --> 00:13:48.746 You do this. 00:13:48.907 --> 00:13:49.027 Now, 00:13:49.187 --> 00:13:51.168 is it one hundred percent that it's going 00:13:51.187 --> 00:13:53.429 to be the most amazing Italian dish that 00:13:53.450 --> 00:13:53.870 you've ever had? 00:13:54.049 --> 00:13:54.289 No. 00:13:54.529 --> 00:13:55.770 But eighty five percent of the time, 00:13:55.811 --> 00:13:57.251 this thing is really unedible. 00:13:57.893 --> 00:13:58.712 It's really good. 00:13:59.153 --> 00:13:59.433 OK. 00:13:59.693 --> 00:14:03.596 And so I became comfortable with that 00:14:03.716 --> 00:14:05.418 being something that I'm going to not only 00:14:05.498 --> 00:14:08.799 deliver to my future clients, 00:14:08.960 --> 00:14:09.780 my potential clients. 00:14:10.028 --> 00:14:10.769 But then I said, 00:14:10.929 --> 00:14:13.130 I'm going to actually deliver this to my 00:14:13.171 --> 00:14:14.371 future employees. 00:14:15.092 --> 00:14:16.894 And then when I started doing it and 00:14:16.974 --> 00:14:19.216 I realized that they were able to deliver 00:14:19.556 --> 00:14:20.998 a pretty good dish, as in, 00:14:22.278 --> 00:14:22.778 for the most part, 00:14:22.818 --> 00:14:23.980 symptom-free back problems, 00:14:24.320 --> 00:14:25.660 then what I was able to do is 00:14:25.681 --> 00:14:26.302 I said, you know what? 00:14:26.481 --> 00:14:29.524 If this worked for my employees and my 00:14:29.604 --> 00:14:30.164 therapist, 00:14:30.384 --> 00:14:31.885 then maybe I could show this to other 00:14:31.905 --> 00:14:32.386 therapists. 00:14:33.006 --> 00:14:34.827 And that's what I mean by productizing. 00:14:35.089 --> 00:14:37.330 You're taking what you have and you're 00:14:37.390 --> 00:14:38.912 turning it into a product. 00:14:39.615 --> 00:14:40.115 Okay. 00:14:40.135 --> 00:14:40.655 A product. 00:14:40.976 --> 00:14:42.576 And you could take the information that 00:14:42.596 --> 00:14:43.837 you have in your head and you could 00:14:43.857 --> 00:14:45.317 turn it into a product. 00:14:46.057 --> 00:14:47.639 By the way, today it's totally different. 00:14:47.658 --> 00:14:48.259 Okay. 00:14:48.639 --> 00:14:49.960 You, you can do that, 00:14:50.200 --> 00:14:51.539 but there's other ways that you can 00:14:51.600 --> 00:14:53.081 actually productize what it is that you 00:14:53.120 --> 00:14:53.341 do. 00:14:53.760 --> 00:14:55.201 You can do that through creating 00:14:55.442 --> 00:14:56.062 applications. 00:14:56.361 --> 00:14:58.942 You could do that through doing live 00:14:59.023 --> 00:15:00.163 stream on Amazon. 00:15:00.384 --> 00:15:00.923 You can do it 00:15:02.155 --> 00:15:04.177 it right you can do that through through 00:15:04.496 --> 00:15:06.618 just sharing with people look this is the 00:15:06.658 --> 00:15:07.798 things that i know and this is how 00:15:07.857 --> 00:15:10.119 it can help you and and and and 00:15:10.178 --> 00:15:12.198 here this is it like i'm giving it 00:15:12.219 --> 00:15:14.500 to you right now okay if you want 00:15:15.399 --> 00:15:18.020 like my entire package of this then you 00:15:18.061 --> 00:15:20.562 can take you can basically buy the recipe 00:15:20.721 --> 00:15:23.123 that's it okay like it's like me bro 00:15:23.283 --> 00:15:24.443 i can be on let's just call it 00:15:24.484 --> 00:15:27.043 qvc right i mean on qvc or or 00:15:27.083 --> 00:15:29.144 whatever some some some network where i'm 00:15:29.284 --> 00:15:31.505 i'm teaching you how to make like 00:15:32.125 --> 00:15:33.027 GT brownies. 00:15:33.086 --> 00:15:33.366 Okay. 00:15:33.447 --> 00:15:33.667 All right. 00:15:33.927 --> 00:15:35.168 So we're making these brownies. 00:15:35.307 --> 00:15:36.888 I'm literally showing you right then and 00:15:36.908 --> 00:15:37.048 there. 00:15:37.109 --> 00:15:37.428 Okay. 00:15:37.629 --> 00:15:38.769 I put in this amount of flour. 00:15:38.969 --> 00:15:39.909 I put in this amount of this. 00:15:40.070 --> 00:15:40.929 I put in this amount of that. 00:15:41.129 --> 00:15:42.030 I put in some little milk, 00:15:42.230 --> 00:15:43.270 put in maybe a little oat milk for 00:15:43.311 --> 00:15:44.072 you dairy-free people. 00:15:44.231 --> 00:15:44.392 Okay. 00:15:44.432 --> 00:15:45.032 I did a little of this. 00:15:45.091 --> 00:15:45.712 I did a little of that. 00:15:45.753 --> 00:15:45.832 Okay. 00:15:45.873 --> 00:15:46.413 I did a little of this. 00:15:46.452 --> 00:15:46.852 I did a lot. 00:15:47.472 --> 00:15:47.633 Okay. 00:15:47.673 --> 00:15:47.994 Wonderful. 00:15:48.173 --> 00:15:48.573 Boom. 00:15:49.437 --> 00:15:50.057 We got the brownie. 00:15:50.398 --> 00:15:50.918 All right, cool. 00:15:51.498 --> 00:15:52.178 Did y'all see it? 00:15:52.798 --> 00:15:53.960 Okay, why don't y'all do it? 00:15:54.019 --> 00:15:54.559 If you want, 00:15:54.659 --> 00:15:55.980 go back and listen to the replay. 00:15:56.240 --> 00:15:57.841 Or if you actually want me to just 00:15:57.942 --> 00:15:59.883 send you the recipe with everything else, 00:16:00.144 --> 00:16:01.283 here, you can buy it too. 00:16:01.443 --> 00:16:02.345 Not everybody's going to buy it, 00:16:02.784 --> 00:16:03.345 but some are. 00:16:03.666 --> 00:16:04.686 That's called productizing. 00:16:04.905 --> 00:16:06.047 That's it. 00:16:06.067 --> 00:16:06.307 That is it. 00:16:06.366 --> 00:16:06.967 That's productizing. 00:16:07.388 --> 00:16:08.428 And so because of that, 00:16:08.908 --> 00:16:10.809 I'm able to now make money, 00:16:11.090 --> 00:16:13.071 a hundred and sixty eight hours a week, 00:16:13.130 --> 00:16:13.652 potentially. 00:16:14.572 --> 00:16:15.272 Whereas before, 00:16:15.292 --> 00:16:17.533 when I was just an amazing clinician, 00:16:18.192 --> 00:16:20.293 I was able to make money up to 00:16:20.514 --> 00:16:22.414 forty to fifty hours a week. 00:16:22.955 --> 00:16:24.336 And so it's just, bro, 00:16:24.355 --> 00:16:25.956 you just have leverage working in your 00:16:25.975 --> 00:16:26.375 favor. 00:16:26.777 --> 00:16:27.677 I just have more time. 00:16:27.777 --> 00:16:29.998 Now, here's the other thing I know. 00:16:30.038 --> 00:16:31.398 You just did that thing on Amazon, right? 00:16:32.259 --> 00:16:33.979 OK, what I know is this. 00:16:34.178 --> 00:16:35.519 I know that the majority of clients that 00:16:35.559 --> 00:16:36.080 buy from me. 00:16:36.869 --> 00:16:37.509 I like, 00:16:37.708 --> 00:16:39.049 I can look at my phone and I 00:16:39.090 --> 00:16:40.431 can tell you when they're buying. 00:16:40.510 --> 00:16:41.150 Okay. 00:16:41.231 --> 00:16:42.871 I can look at my phone and on 00:16:42.913 --> 00:16:43.472 the Stripe, 00:16:43.572 --> 00:16:46.173 it will say they bought and they bought 00:16:46.394 --> 00:16:49.196 usually anywhere between six PM, seven PM, 00:16:49.655 --> 00:16:51.177 eight PM, nine PM. 00:16:51.476 --> 00:16:52.898 Some people buy at midnight. 00:16:53.639 --> 00:16:54.359 Every once in a while, 00:16:54.399 --> 00:16:55.840 you get people that buy around one AM 00:16:55.879 --> 00:16:57.100 and then you're going to get people that 00:16:57.160 --> 00:16:59.902 buy between six to thirty to seven thirty 00:17:00.042 --> 00:17:00.322 AM. 00:17:00.623 --> 00:17:01.023 Why? 00:17:02.144 --> 00:17:04.204 Because people actually work. 00:17:05.461 --> 00:17:07.101 And when people are working, 00:17:07.622 --> 00:17:10.021 they can't buy because they're working. 00:17:10.961 --> 00:17:13.022 So when people are not working, 00:17:13.123 --> 00:17:15.083 that's when they want to buy. 00:17:15.784 --> 00:17:17.263 That's when they're doom scrolling. 00:17:17.324 --> 00:17:19.464 That's when they're like, okay, like, 00:17:20.045 --> 00:17:20.765 what should I do? 00:17:20.805 --> 00:17:21.184 What do I do? 00:17:21.224 --> 00:17:21.664 Okay. 00:17:21.704 --> 00:17:24.846 So I understand that if I don't productize 00:17:24.905 --> 00:17:25.385 myself, 00:17:25.786 --> 00:17:27.666 I'm not even allowing myself to be 00:17:27.727 --> 00:17:30.646 financially scalable because I'm working 00:17:30.707 --> 00:17:31.708 against human nature. 00:17:31.807 --> 00:17:32.907 I'm working against when people want to 00:17:32.928 --> 00:17:33.127 buy. 00:17:35.417 --> 00:17:36.939 Like that's it. 00:17:36.979 --> 00:17:38.660 So I'm no better than as a clinician. 00:17:38.799 --> 00:17:39.539 I have not done. 00:17:40.060 --> 00:17:40.760 I have not done. 00:17:41.582 --> 00:17:44.683 I actually let my license lapse in twenty 00:17:44.743 --> 00:17:47.365 twenty five or twenty twenty four. 00:17:47.605 --> 00:17:48.286 I let my license. 00:17:48.806 --> 00:17:49.385 I don't need it. 00:17:50.366 --> 00:17:52.688 I don't need it because I I am 00:17:53.249 --> 00:17:55.630 I have so many products that I am 00:17:55.690 --> 00:17:59.011 helping people more not even having my 00:17:59.172 --> 00:18:01.953 degree anymore than I am when I had 00:18:01.993 --> 00:18:03.375 it when I had my licensure. 00:18:03.990 --> 00:18:05.031 It's just productization. 00:18:05.071 --> 00:18:05.332 It's just, 00:18:05.511 --> 00:18:07.634 that's how you financially scale yourself. 00:18:07.973 --> 00:18:10.016 So if we remove the knowledge component, 00:18:10.355 --> 00:18:10.576 right? 00:18:10.977 --> 00:18:12.818 Say the person listening to us right now 00:18:12.858 --> 00:18:13.759 is smart enough. 00:18:13.818 --> 00:18:14.599 Can they get smarter? 00:18:14.660 --> 00:18:15.019 Sure. 00:18:15.040 --> 00:18:16.461 But right now you're smart enough. 00:18:17.321 --> 00:18:18.884 Then it comes down to emotion. 00:18:18.943 --> 00:18:20.045 Yeah. 00:18:20.577 --> 00:18:21.838 when you're talking with people that you 00:18:21.878 --> 00:18:22.278 coach, 00:18:22.739 --> 00:18:26.521 what's the first mindset shift that 00:18:26.541 --> 00:18:28.083 someone you're sitting across from has to 00:18:28.163 --> 00:18:30.263 make before they're like, okay, 00:18:30.763 --> 00:18:31.805 I'll build this system. 00:18:32.105 --> 00:18:32.905 Because right now, 00:18:33.286 --> 00:18:34.507 if it was just that easy, 00:18:35.106 --> 00:18:36.468 there needs to be an internal change. 00:18:36.647 --> 00:18:37.528 I know that, you know that. 00:18:38.497 --> 00:18:40.459 you work with these people what are the 00:18:40.499 --> 00:18:42.299 things that you need to confront them with 00:18:42.500 --> 00:18:44.361 for them to overcome it and start believe 00:18:44.381 --> 00:18:47.143 this is like the scene in the matrix 00:18:47.182 --> 00:18:48.784 when morpheus is like i need you to 00:18:48.804 --> 00:18:50.625 believe he's like i can't jump this thing 00:18:50.664 --> 00:18:51.605 it's a building he's like i need you 00:18:51.645 --> 00:18:53.346 to believe you gotta believe and then he 00:18:53.366 --> 00:18:55.449 believes and he's like you know so what 00:18:55.489 --> 00:18:57.609 is the thing because it it's not super 00:18:57.670 --> 00:18:59.810 powerful but like you have to understand 00:18:59.832 --> 00:19:01.011 that the thing holding you back is 00:19:01.071 --> 00:19:01.873 ironically yourself 00:19:02.636 --> 00:19:03.136 All right. 00:19:03.217 --> 00:19:05.278 I'll tell you some that's going to be 00:19:05.519 --> 00:19:07.519 a little bit more palatable for your 00:19:07.619 --> 00:19:08.039 audience. 00:19:08.259 --> 00:19:09.820 And then if you want me to tell 00:19:09.840 --> 00:19:11.961 you the tough one, 00:19:12.741 --> 00:19:14.182 just know that you might get listeners 00:19:14.222 --> 00:19:15.663 that that climb off now. 00:19:15.723 --> 00:19:17.105 So if it's bad for your views, 00:19:17.164 --> 00:19:18.265 then just say just leave it at that. 00:19:18.305 --> 00:19:18.765 All right. 00:19:21.186 --> 00:19:23.288 So I think the first thing is that, 00:19:23.407 --> 00:19:23.647 you know, 00:19:23.748 --> 00:19:25.828 we invested so much money and so much 00:19:25.909 --> 00:19:30.070 time and energy into us becoming master 00:19:30.090 --> 00:19:30.632 clinicians. 00:19:31.539 --> 00:19:35.202 And in order for you to truly make 00:19:35.242 --> 00:19:35.323 it, 00:19:35.343 --> 00:19:36.384 you're going to have to change your 00:19:36.503 --> 00:19:39.586 identity from being a master traditional 00:19:39.625 --> 00:19:45.690 clinician to being a master CEO. 00:19:45.790 --> 00:19:46.611 That's just the truth. 00:19:47.372 --> 00:19:48.372 You might want to hear it like, wait, 00:19:48.392 --> 00:19:49.053 what's a CEO? 00:19:49.353 --> 00:19:53.155 A CEO is basically someone who owns and 00:19:53.195 --> 00:19:55.657 who operates all parts of a business. 00:19:56.892 --> 00:19:59.795 And a CEO might not have to do 00:19:59.835 --> 00:20:01.396 so at a high financial risk, right? 00:20:01.436 --> 00:20:04.179 You might get somebody to invest in you, 00:20:04.400 --> 00:20:04.539 right? 00:20:04.599 --> 00:20:05.961 An entrepreneur does it at a high 00:20:05.980 --> 00:20:06.501 financial risk. 00:20:06.761 --> 00:20:09.064 But a CEO, you're just like, look, 00:20:09.163 --> 00:20:10.685 I didn't learn marketing. 00:20:10.905 --> 00:20:12.948 I didn't learn operations in school. 00:20:13.107 --> 00:20:14.309 I didn't learn tech. 00:20:14.869 --> 00:20:16.531 I didn't learn finances. 00:20:16.991 --> 00:20:19.034 But a CEO understands that I'm going to 00:20:19.054 --> 00:20:20.755 have to understand all those things 00:20:20.795 --> 00:20:23.096 because that is the process and the 00:20:23.136 --> 00:20:25.999 journey that people have to go through in 00:20:26.179 --> 00:20:29.662 order to make business operations work. 00:20:29.741 --> 00:20:30.403 And that's hard. 00:20:30.992 --> 00:20:31.292 Right. 00:20:31.512 --> 00:20:33.354 I'm not working any harder today. 00:20:33.733 --> 00:20:33.933 I mean, 00:20:34.315 --> 00:20:36.536 nowhere near the level of work is what 00:20:36.556 --> 00:20:37.736 I was working when I had my first 00:20:37.756 --> 00:20:39.416 job as a PT making thirty nine thousand 00:20:39.436 --> 00:20:40.076 five a year. 00:20:40.517 --> 00:20:40.758 Right. 00:20:41.298 --> 00:20:42.577 I'd be upset if I make thirty nine 00:20:42.617 --> 00:20:44.939 thousand five hundred in two weeks today 00:20:45.140 --> 00:20:46.920 or in a month or in a week. 00:20:47.520 --> 00:20:47.780 You know, 00:20:47.881 --> 00:20:49.582 but that's just the way that it is. 00:20:49.781 --> 00:20:49.942 Right. 00:20:50.281 --> 00:20:51.702 You have to change your identity. 00:20:51.762 --> 00:20:52.383 That's number one. 00:20:52.823 --> 00:20:54.483 Number two is as a clinician, 00:20:54.804 --> 00:20:56.525 you're going to have to change. 00:20:57.438 --> 00:21:01.064 The identity of I'm only valuable when I'm 00:21:01.084 --> 00:21:05.611 seeing a certain amount of visits to my 00:21:05.790 --> 00:21:07.693 value in the marketplace is based on the 00:21:07.794 --> 00:21:10.778 results that I get for people. 00:21:10.798 --> 00:21:11.980 That's a hard thing to do. 00:21:13.173 --> 00:21:14.996 It's hard. 00:21:15.276 --> 00:21:16.536 Not because it's hard to do. 00:21:16.777 --> 00:21:18.778 It's because you've been trained a certain 00:21:18.798 --> 00:21:20.598 way that this is the way that it 00:21:20.699 --> 00:21:21.298 needs to be done. 00:21:22.420 --> 00:21:24.240 And so everything is based off results. 00:21:24.821 --> 00:21:27.123 If I can get results for somebody in 00:21:27.182 --> 00:21:28.703 a very, very, very short period of time, 00:21:28.804 --> 00:21:31.306 I'm actually more valuable than someone 00:21:31.705 --> 00:21:33.606 that gets the same result and it takes 00:21:33.646 --> 00:21:34.548 them longer to get it. 00:21:35.288 --> 00:21:37.288 That's it. 00:21:37.990 --> 00:21:39.611 If you need to get your car fixed, 00:21:40.637 --> 00:21:41.378 And somebody says, 00:21:41.558 --> 00:21:42.739 I can fix your car and I can 00:21:42.778 --> 00:21:43.660 get your car done. 00:21:43.779 --> 00:21:44.661 Everything can be done, man. 00:21:45.040 --> 00:21:45.621 No problem. 00:21:45.740 --> 00:21:46.741 I will have it perfect. 00:21:47.102 --> 00:21:48.742 Your, your rotors will be fine. 00:21:48.962 --> 00:21:50.243 Your carburetor is going to be fine. 00:21:50.483 --> 00:21:51.345 Everything's going to be good. 00:21:51.365 --> 00:21:52.405 Just give me two and a half weeks 00:21:52.685 --> 00:21:53.885 and I'll have it all taken care of 00:21:53.926 --> 00:21:54.747 versus someone that says, 00:21:55.067 --> 00:21:55.907 leave the car here. 00:21:55.928 --> 00:21:56.208 Okay. 00:21:56.347 --> 00:21:58.108 And have your, 00:21:58.409 --> 00:21:59.970 your car will be ready at four thirty 00:22:00.109 --> 00:22:00.310 today. 00:22:00.330 --> 00:22:00.411 Okay. 00:22:00.570 --> 00:22:03.051 Like, like which one are you going with? 00:22:03.333 --> 00:22:05.253 So, so why do we think, 00:22:06.334 --> 00:22:08.275 That the more we could squeeze out of 00:22:08.315 --> 00:22:09.596 people with more of their time, 00:22:09.695 --> 00:22:10.416 more of their energy, 00:22:10.737 --> 00:22:12.518 more of their effort is more valuable. 00:22:12.637 --> 00:22:13.478 It is not. 00:22:14.058 --> 00:22:16.140 So that's a hard, again, that's another, 00:22:18.020 --> 00:22:18.921 it's another mindset. 00:22:19.121 --> 00:22:21.282 It's hard, but that is what is needed. 00:22:21.942 --> 00:22:22.042 Okay. 00:22:22.063 --> 00:22:24.243 Those are the nice sugar coat ones. 00:22:24.263 --> 00:22:25.464 You want the really tough one? 00:22:25.545 --> 00:22:26.005 Let's do that. 00:22:26.125 --> 00:22:30.027 Yeah. 00:22:30.086 --> 00:22:30.347 Gosh. 00:22:30.488 --> 00:22:30.807 All right. 00:22:30.827 --> 00:22:33.848 So here's the deal guys. 00:22:33.869 --> 00:22:34.670 I'm talking to big money. 00:22:36.380 --> 00:22:39.041 I'm talking to people that like we name 00:22:39.442 --> 00:22:42.545 our check, we get asked to go everywhere. 00:22:44.326 --> 00:22:45.086 You know, like I'm, 00:22:45.247 --> 00:22:48.609 I'm literally in two days heading out to 00:22:48.630 --> 00:22:50.951 Phoenix to go speak at an event. 00:22:51.011 --> 00:22:51.692 And then after that, 00:22:51.712 --> 00:22:53.314 I'm just going to go hang out in 00:22:53.653 --> 00:22:55.875 salt Lake and park city for four or 00:22:55.895 --> 00:22:56.896 five days with my son. 00:22:58.038 --> 00:23:00.380 Just chill, maybe ski, maybe snow. 00:23:00.460 --> 00:23:01.280 I don't know what the hell I'm gonna 00:23:01.300 --> 00:23:01.401 do, 00:23:01.601 --> 00:23:02.442 but we just gotta have a good old 00:23:02.481 --> 00:23:02.701 time. 00:23:04.383 --> 00:23:05.223 You want to know what the key is? 00:23:06.152 --> 00:23:08.314 The key is that I don't even look 00:23:08.354 --> 00:23:10.454 at myself as a physical therapist anymore. 00:23:10.674 --> 00:23:11.635 I don't even look at myself as a 00:23:11.675 --> 00:23:12.156 business owner. 00:23:12.356 --> 00:23:15.439 My main identity is a content creator. 00:23:16.700 --> 00:23:18.862 And that's hard. 00:23:19.362 --> 00:23:20.903 That's hard when you put a lot of 00:23:20.962 --> 00:23:22.604 money, you put a lot of energy, 00:23:22.644 --> 00:23:25.366 you put a lot of emphasis in becoming 00:23:25.386 --> 00:23:29.390 this DPT, this master's, OT, 00:23:30.170 --> 00:23:31.290 and I'm a content creator. 00:23:31.351 --> 00:23:32.852 Isn't that some little kids that dance on 00:23:32.872 --> 00:23:33.333 TikTok? 00:23:33.752 --> 00:23:33.853 No. 00:23:34.607 --> 00:23:35.508 A content creator, 00:23:35.548 --> 00:23:37.729 when your focus is content, 00:23:38.230 --> 00:23:40.111 when your focus is understanding that I 00:23:40.151 --> 00:23:43.731 have to figure out how to get eyeballs 00:23:44.152 --> 00:23:47.693 and value to people that are in my 00:23:47.733 --> 00:23:48.034 world, 00:23:48.773 --> 00:23:51.976 I have to bring them value without them 00:23:52.056 --> 00:23:52.576 paying me. 00:23:52.996 --> 00:23:54.876 And that is your main focal point in 00:23:55.116 --> 00:23:56.137 everything that you do. 00:23:57.657 --> 00:24:01.140 You will now cut your own check. 00:24:04.394 --> 00:24:05.798 That's a hard thing. 00:24:05.939 --> 00:24:07.965 Pay attention, spend time. 00:24:08.047 --> 00:24:09.310 I've got a great slide that when I 00:24:09.330 --> 00:24:10.213 try to explain to people, 00:24:11.481 --> 00:24:12.823 what this actually is, 00:24:12.982 --> 00:24:14.803 you might have something great at the end 00:24:14.843 --> 00:24:15.584 of the rainbow. 00:24:16.064 --> 00:24:16.903 You got a great an event, 00:24:17.003 --> 00:24:18.424 a great book, a great anything. 00:24:18.805 --> 00:24:20.826 But if you can't get people to pay 00:24:21.185 --> 00:24:22.967 attention and spend time, 00:24:23.826 --> 00:24:24.626 I always tell I say, 00:24:24.666 --> 00:24:25.567 look at those two phrases. 00:24:25.627 --> 00:24:26.528 I put them up on a screen, 00:24:26.667 --> 00:24:28.009 white background, black words, 00:24:28.308 --> 00:24:29.328 pay attention, spend time. 00:24:29.568 --> 00:24:30.589 And I put a line this way. 00:24:30.630 --> 00:24:31.970 So you just see pay attention and spend 00:24:32.009 --> 00:24:32.250 time. 00:24:32.590 --> 00:24:33.891 And then I change the line and I 00:24:33.951 --> 00:24:36.791 focus pay and spend because you want 00:24:36.832 --> 00:24:37.692 attention and time. 00:24:38.353 --> 00:24:39.513 That's not free anymore. 00:24:39.894 --> 00:24:41.516 You used to be able to Mad Men 00:24:41.556 --> 00:24:41.855 days. 00:24:41.895 --> 00:24:43.196 There were three TV stations, 00:24:43.517 --> 00:24:44.438 two newspapers, 00:24:44.938 --> 00:24:46.278 five radio stations in a market. 00:24:46.380 --> 00:24:47.279 You want to own that market? 00:24:47.299 --> 00:24:48.641 You want to sell all the tires in 00:24:48.681 --> 00:24:49.082 New York? 00:24:50.042 --> 00:24:50.583 It's a check. 00:24:50.883 --> 00:24:54.185 It was a mathematical equation that isn't 00:24:54.205 --> 00:24:55.826 the way anymore. 00:24:56.107 --> 00:24:56.448 It's not. 00:24:56.488 --> 00:24:57.107 That's it. 00:24:57.228 --> 00:25:00.991 That's it, guys. 00:25:01.031 --> 00:25:01.412 I mean, that's it. 00:25:01.432 --> 00:25:02.772 You can get attention anywhere. 00:25:03.678 --> 00:25:05.979 you command the market you get attention 00:25:06.798 --> 00:25:09.338 everybody wants you you can't get 00:25:09.378 --> 00:25:12.079 attention i don't care how good you are 00:25:12.119 --> 00:25:13.940 doesn't matter i don't it doesn't matter 00:25:14.519 --> 00:25:18.500 it it does not matter so um that 00:25:18.540 --> 00:25:20.221 really is it here i hear can i 00:25:20.241 --> 00:25:23.321 tell you this uh uh jimmy so recently 00:25:23.922 --> 00:25:25.903 i was in uh i took my daughter 00:25:26.262 --> 00:25:27.603 my twenty three year old we we went 00:25:27.702 --> 00:25:30.304 on a daddy dollar trip to dc first 00:25:30.324 --> 00:25:31.084 time we've been to dc 00:25:32.144 --> 00:25:32.946 And we had a great time. 00:25:33.689 --> 00:25:33.949 Actually, 00:25:33.969 --> 00:25:35.352 I'm taking the rest of the kids back 00:25:35.373 --> 00:25:36.434 there for spring break. 00:25:37.396 --> 00:25:38.078 We had such a good time. 00:25:38.118 --> 00:25:38.901 My daughter's like, Daddy, 00:25:38.941 --> 00:25:39.422 I'm moving here. 00:25:39.888 --> 00:25:40.469 I was like, really? 00:25:40.750 --> 00:25:41.390 You really want to move here? 00:25:41.410 --> 00:25:42.151 I was like, okay, girl. 00:25:42.631 --> 00:25:45.153 Okay, so I'm just expensive. 00:25:45.192 --> 00:25:49.055 And yo, the funnel's done here. 00:25:49.895 --> 00:25:51.916 She's like, I know, I know, I know. 00:25:51.936 --> 00:25:54.298 But this is my vibe. 00:25:54.378 --> 00:25:56.799 I've always been a city girl at heart. 00:25:57.099 --> 00:25:58.461 I've never been able to live in a 00:25:58.500 --> 00:25:58.781 city. 00:25:59.602 --> 00:26:01.343 I don't want something as crazy as New 00:26:01.363 --> 00:26:01.663 York, 00:26:02.144 --> 00:26:03.585 but I want something that has kind of 00:26:03.625 --> 00:26:04.585 more of a homey feel. 00:26:04.986 --> 00:26:05.846 And this is it, daddy. 00:26:05.865 --> 00:26:06.567 This is it. 00:26:07.007 --> 00:26:08.087 So Jimmy, let me tell you something. 00:26:10.088 --> 00:26:11.770 we made that decision the first day she's 00:26:11.790 --> 00:26:12.991 kind of like her dad when she makes 00:26:13.051 --> 00:26:15.073 a decision she's there's no turning back 00:26:15.153 --> 00:26:17.015 okay so we made that decision first day 00:26:17.355 --> 00:26:18.536 by the end of the first day we 00:26:18.576 --> 00:26:19.777 actually went and toured our first 00:26:20.217 --> 00:26:24.000 apartment in downtown dc so we did that 00:26:24.221 --> 00:26:26.221 okay cool and then the next day you 00:26:26.241 --> 00:26:27.884 know we wanted to look we had some 00:26:27.903 --> 00:26:29.825 uh tours at capitol hill and this and 00:26:29.865 --> 00:26:31.247 that we had we had a great time 00:26:31.287 --> 00:26:32.867 in georgetown and all that other stuff but 00:26:32.907 --> 00:26:34.890 the third day she's like daddy i'm dead 00:26:34.910 --> 00:26:36.711 serious on this i was like okay well 00:26:36.730 --> 00:26:38.472 today let's start looking at apartments 00:26:38.532 --> 00:26:38.873 although 00:26:39.912 --> 00:26:40.972 So we went to this apartment, 00:26:41.252 --> 00:26:42.393 an area called Navy yard. 00:26:42.432 --> 00:26:43.294 For those of you that are in DC, 00:26:43.314 --> 00:26:44.874 you know what I'm talking about by where 00:26:44.913 --> 00:26:45.755 the nationals play. 00:26:46.775 --> 00:26:48.536 And there was this, 00:26:48.955 --> 00:26:50.297 this beautiful apartment. 00:26:50.317 --> 00:26:52.337 It's like overlooking the national state. 00:26:52.397 --> 00:26:53.999 I could see inside the baseball field. 00:26:54.019 --> 00:26:55.179 I was like, oh, this is great. 00:26:55.720 --> 00:26:57.059 And I looked at the guy that was 00:26:57.079 --> 00:26:57.721 showing this apartment. 00:26:57.740 --> 00:27:01.863 I said, who lives here? 00:27:02.182 --> 00:27:02.863 I was like, 00:27:02.883 --> 00:27:04.144 are these all government people? 00:27:04.163 --> 00:27:05.144 Cause this is expensive. 00:27:05.503 --> 00:27:06.724 It's like three to five thousand dollars a 00:27:06.744 --> 00:27:06.904 month. 00:27:06.924 --> 00:27:08.385 I said, okay. 00:27:10.199 --> 00:27:10.679 He goes, 00:27:11.460 --> 00:27:12.500 you want to know who lives here? 00:27:13.520 --> 00:27:15.260 I said, it's got to be government people. 00:27:15.642 --> 00:27:16.182 He goes, no. 00:27:16.201 --> 00:27:17.481 I was like, oh, 00:27:17.501 --> 00:27:18.742 it's got to be all them people that 00:27:18.782 --> 00:27:20.804 work for like Amazon and all that. 00:27:20.824 --> 00:27:21.763 He said, no. 00:27:22.285 --> 00:27:22.704 He said, 00:27:22.785 --> 00:27:25.145 the main people that are buying in here 00:27:25.185 --> 00:27:29.548 and renting in here are content creators. 00:27:29.567 --> 00:27:31.449 This is the world we live in, y'all. 00:27:32.434 --> 00:27:33.494 The world we live in, 00:27:33.575 --> 00:27:36.336 it's a world of content creators. 00:27:36.977 --> 00:27:38.636 They are the ones that are making the 00:27:38.656 --> 00:27:38.837 bank. 00:27:38.877 --> 00:27:40.758 Now, you're like, oh, my God. 00:27:40.978 --> 00:27:42.878 Listen, you hear that? 00:27:43.019 --> 00:27:44.339 And I know you probably want to brush 00:27:44.380 --> 00:27:44.799 your eyes. 00:27:44.880 --> 00:27:45.980 Let me tell you, 00:27:46.941 --> 00:27:50.541 you are in a field where there is 00:27:51.262 --> 00:27:53.563 very little to no content creators. 00:27:56.164 --> 00:27:58.424 And the truth is that most people can't 00:27:58.464 --> 00:27:59.586 create content 00:28:00.785 --> 00:28:02.586 of what it is that you know because 00:28:02.605 --> 00:28:03.146 they don't know it. 00:28:03.166 --> 00:28:05.729 They don't know it. 00:28:05.769 --> 00:28:07.569 You have to have subject matter expertise. 00:28:07.609 --> 00:28:08.871 You got to know how to do something. 00:28:09.332 --> 00:28:10.472 And then you have to be able to 00:28:10.492 --> 00:28:11.113 communicate it. 00:28:11.733 --> 00:28:13.035 The old school community, 00:28:13.055 --> 00:28:15.957 the OG content creators were teachers. 00:28:16.376 --> 00:28:17.278 And they could only really, 00:28:17.538 --> 00:28:18.159 back in the day, 00:28:18.199 --> 00:28:21.060 create in a classroom one minute for one 00:28:21.080 --> 00:28:21.300 minute. 00:28:21.441 --> 00:28:23.803 One minute of creating and one minute of 00:28:24.083 --> 00:28:24.584 receiving. 00:28:24.784 --> 00:28:25.845 You had to be in the time and 00:28:25.884 --> 00:28:26.184 place. 00:28:27.559 --> 00:28:29.482 Now you can record that or stream it 00:28:29.542 --> 00:28:30.324 and watch it later. 00:28:30.384 --> 00:28:32.386 And one minute of work in January is 00:28:32.467 --> 00:28:35.151 netting you attention in July. 00:28:35.632 --> 00:28:36.452 And that compounds. 00:28:36.472 --> 00:28:38.276 Right. 00:28:38.296 --> 00:28:39.557 You know, and so that's it. 00:28:40.068 --> 00:28:42.410 like that's it i mean if you even 00:28:42.430 --> 00:28:43.910 think of not to get political or whatnot 00:28:43.930 --> 00:28:45.691 but you think of like just think of 00:28:45.711 --> 00:28:48.551 like whether it's fox or cnn right and 00:28:48.692 --> 00:28:50.211 if any of you have watched any of 00:28:50.251 --> 00:28:52.792 those networks in the last four to five 00:28:52.833 --> 00:28:56.693 years you will see that the main players 00:28:56.814 --> 00:28:59.115 on each of those networks okay i can 00:28:59.134 --> 00:29:00.615 think of one right now on cnn i 00:29:00.634 --> 00:29:02.516 can think of one right now on fox 00:29:03.303 --> 00:29:05.723 One is DL and one is TC. 00:29:06.365 --> 00:29:09.145 They have now left their positions and 00:29:09.185 --> 00:29:11.007 they are content creators. 00:29:11.027 --> 00:29:11.626 Right. 00:29:11.707 --> 00:29:12.386 They stand alone. 00:29:12.406 --> 00:29:12.988 That's what they are. 00:29:13.288 --> 00:29:14.107 They're content creators. 00:29:14.428 --> 00:29:17.609 You used to have to have a million 00:29:17.650 --> 00:29:19.210 dollars in technical equipment, 00:29:19.931 --> 00:29:21.832 seventy five thousand dollar license. 00:29:23.652 --> 00:29:25.093 And a staff of I don't know, 00:29:25.113 --> 00:29:26.354 the radio station I used to run, 00:29:26.394 --> 00:29:27.673 you know, there were four radio stations, 00:29:27.693 --> 00:29:28.074 the building, 00:29:28.094 --> 00:29:29.315 there were fifty people that worked there. 00:29:29.954 --> 00:29:31.076 OK, I am in my living room. 00:29:32.348 --> 00:29:32.849 It's crazy. 00:29:33.049 --> 00:29:34.070 So Jimmy, let me answer this. 00:29:34.510 --> 00:29:35.811 The radio station that you used to run, 00:29:37.212 --> 00:29:42.115 do you remember what were the amounts that 00:29:42.195 --> 00:29:46.358 you guys would charge for commercial bits? 00:29:48.119 --> 00:29:50.060 Do you have any idea what that amount 00:29:50.080 --> 00:29:50.141 was? 00:29:50.161 --> 00:29:51.582 It was about two dollars a second. 00:29:51.602 --> 00:29:53.383 So a sixty second spot was one hundred 00:29:53.423 --> 00:29:54.604 and twenty dollars. 00:29:54.963 --> 00:29:56.384 But you could never just buy a commercial. 00:29:56.404 --> 00:29:57.645 You wouldn't just buy one commercial. 00:29:58.086 --> 00:30:00.288 You'd be spending in blocks of ten or 00:30:00.327 --> 00:30:01.308 twenty or a hundred. 00:30:02.390 --> 00:30:03.852 but yeah it was usually about if you 00:30:03.872 --> 00:30:04.652 had to boil it down it was two 00:30:04.672 --> 00:30:07.215 dollars a second two dollars a second 00:30:07.316 --> 00:30:09.097 sixty second spot was a hundred and twenty 00:30:09.137 --> 00:30:12.060 bucks sixty second spot was a hundred and 00:30:12.080 --> 00:30:13.403 twenty dollars so guys let me tell you 00:30:13.442 --> 00:30:14.984 something um 00:30:16.655 --> 00:30:20.116 when i became a physical therapy practice 00:30:20.217 --> 00:30:22.738 owner i i was struggling in my first 00:30:22.778 --> 00:30:25.239 year and a half jimmy and i i 00:30:25.259 --> 00:30:27.739 was looking for attention all the like i 00:30:27.759 --> 00:30:29.880 was working for a company called cora i 00:30:29.980 --> 00:30:34.121 left cora had a year um non-compete clause 00:30:34.141 --> 00:30:36.061 that i had to do all the doctors 00:30:36.102 --> 00:30:37.182 that said they were going to send to 00:30:37.221 --> 00:30:39.222 me when i came back never sent so 00:30:39.282 --> 00:30:41.304 i'm like i'm like scrapping bro i'm 00:30:41.344 --> 00:30:42.223 scrapping at this point 00:30:43.023 --> 00:30:44.224 There was a station. 00:30:44.244 --> 00:30:47.266 It was like a.m., sixteen, twenty, 00:30:47.286 --> 00:30:47.885 something like that. 00:30:47.987 --> 00:30:48.346 I don't know. 00:30:48.386 --> 00:30:49.586 Some some a.m. 00:30:49.626 --> 00:30:50.367 station, bro. 00:30:51.028 --> 00:30:52.929 I was getting ready to give them five 00:30:52.969 --> 00:30:54.250 thousand dollars a month, 00:30:54.809 --> 00:30:55.930 five thousand dollars a month. 00:30:56.490 --> 00:30:57.530 And they said that you would be the 00:30:57.691 --> 00:30:59.751 exclusive physical therapist on this 00:30:59.791 --> 00:30:59.991 thing. 00:31:00.232 --> 00:31:01.692 I'm the only damn physical therapist on 00:31:01.712 --> 00:31:01.913 this thing. 00:31:01.932 --> 00:31:02.394 But bro, I was ready. 00:31:04.530 --> 00:31:05.912 because I didn't know how to get traffic. 00:31:05.932 --> 00:31:07.093 I didn't know how to get eyeballs and 00:31:07.173 --> 00:31:08.394 I didn't know what type of eyeballs they 00:31:08.413 --> 00:31:08.653 had. 00:31:09.054 --> 00:31:10.035 But see, here's the deal. 00:31:10.615 --> 00:31:12.156 You listen to a radio station. 00:31:12.656 --> 00:31:14.178 They're obviously getting a certain 00:31:14.218 --> 00:31:15.318 demographic of people. 00:31:15.699 --> 00:31:16.819 There are certain people that it makes 00:31:16.880 --> 00:31:18.060 sense for you to advertise. 00:31:18.181 --> 00:31:18.641 OK, great. 00:31:18.661 --> 00:31:18.780 Yep. 00:31:19.461 --> 00:31:20.001 Right. 00:31:20.082 --> 00:31:21.442 And you're hoping that you're getting the 00:31:21.482 --> 00:31:22.084 right people. 00:31:22.144 --> 00:31:23.484 That's going to be the people for you. 00:31:24.204 --> 00:31:26.286 But today, it doesn't work like that. 00:31:26.786 --> 00:31:27.826 Today, man, today, 00:31:28.006 --> 00:31:30.866 these algorithms are so freaking good that 00:31:30.946 --> 00:31:32.787 if somebody is struggling with back 00:31:32.826 --> 00:31:33.207 problems, 00:31:33.247 --> 00:31:35.508 somebody's struggling with neurological 00:31:35.587 --> 00:31:35.867 issues, 00:31:35.907 --> 00:31:37.949 somebody's struggling with post-stroke 00:31:38.068 --> 00:31:38.528 symptoms, 00:31:38.568 --> 00:31:42.390 if somebody's struggling with shoulder 00:31:42.490 --> 00:31:43.049 impingement, 00:31:43.569 --> 00:31:45.832 They know exactly what you're saying. 00:31:45.892 --> 00:31:47.594 They know exactly what you're talking 00:31:47.614 --> 00:31:48.674 about around the dinner table. 00:31:48.714 --> 00:31:50.316 They know the cooler talk that you're 00:31:50.355 --> 00:31:51.497 having at LA Fitness. 00:31:51.817 --> 00:31:53.499 They know the things that you're saying on 00:31:53.519 --> 00:31:53.880 the phone. 00:31:53.920 --> 00:31:55.461 And they're able to say, 00:31:55.500 --> 00:31:56.602 based on our algorithm, 00:31:56.642 --> 00:31:59.765 we know the creator, Greg Todd, Jimmy K, 00:32:00.945 --> 00:32:01.987 is saying this. 00:32:02.728 --> 00:32:04.288 And if we feel like it is compelling 00:32:04.328 --> 00:32:06.050 enough for our viewer to 00:32:07.385 --> 00:32:08.047 to listen to, 00:32:08.287 --> 00:32:10.909 then we will make the platform work to 00:32:10.949 --> 00:32:13.029 put more of those types of viewers in 00:32:13.109 --> 00:32:14.411 front of that person. 00:32:15.592 --> 00:32:18.094 And man, when you understand that game, 00:32:19.214 --> 00:32:20.434 when you understand that game and you 00:32:20.576 --> 00:32:22.196 actually have some type of value to bring 00:32:22.217 --> 00:32:25.479 to the marketplace, it's game over. 00:32:25.838 --> 00:32:26.559 Yeah. 00:32:26.980 --> 00:32:28.701 People raging against the algorithm, 00:32:28.800 --> 00:32:29.281 and I get it. 00:32:30.208 --> 00:32:31.429 I get mad at gravity too. 00:32:31.548 --> 00:32:32.829 Yelling at it doesn't change it. 00:32:32.890 --> 00:32:34.171 Yelling at the algorithm is going to do 00:32:34.230 --> 00:32:34.671 the same thing. 00:32:35.071 --> 00:32:38.034 So understand gravity or understand the 00:32:38.094 --> 00:32:38.653 algorithm. 00:32:39.234 --> 00:32:40.655 Gravity doesn't care if you succeed or 00:32:40.695 --> 00:32:40.875 fail. 00:32:40.895 --> 00:32:41.576 It just says down. 00:32:41.936 --> 00:32:44.638 The algorithm actually wants you to win. 00:32:45.098 --> 00:32:46.539 It wants you to understand it. 00:32:47.280 --> 00:32:48.422 I was explaining to this guy the other 00:32:48.461 --> 00:32:50.403 day with an Instagram page. 00:32:51.384 --> 00:32:51.983 And I said, listen, 00:32:52.084 --> 00:32:53.204 I love the fact that you're bringing your 00:32:53.285 --> 00:32:54.145 family into it. 00:32:54.165 --> 00:32:55.906 The problem is you're confusing the 00:32:55.926 --> 00:32:56.567 computer. 00:32:57.048 --> 00:32:58.949 The computer is trying to play like... 00:32:59.982 --> 00:33:02.065 content tinder it wants to bring you the 00:33:02.085 --> 00:33:03.346 right people and it's going to be like 00:33:03.366 --> 00:33:05.228 this is this good is this good is 00:33:05.248 --> 00:33:07.310 this good is this good and once someone 00:33:07.351 --> 00:33:09.292 sticks around for a fifty percent oh oh 00:33:09.333 --> 00:33:12.215 that why was okay that's why you give 00:33:12.256 --> 00:33:14.938 it information in a caption description do 00:33:14.958 --> 00:33:17.080 you think it's listening to the the audio 00:33:17.121 --> 00:33:20.084 now and transcript yes it absolutely is so 00:33:20.104 --> 00:33:21.744 when you're doing pt pt pt 00:33:22.625 --> 00:33:23.487 Family vacation, 00:33:23.606 --> 00:33:25.509 back of the backyard with the swing set. 00:33:25.548 --> 00:33:26.671 It's going, whoa, whoa, whoa. 00:33:26.691 --> 00:33:28.112 Who am I matching you with? 00:33:28.132 --> 00:33:29.073 This is confusing. 00:33:29.653 --> 00:33:31.576 So just understand the physics of the 00:33:31.596 --> 00:33:32.457 environment you're in. 00:33:32.717 --> 00:33:33.438 That's step one. 00:33:34.888 --> 00:33:35.689 That's it. 00:33:35.709 --> 00:33:36.390 That's it, you guys. 00:33:36.509 --> 00:33:37.130 That's it. 00:33:37.210 --> 00:33:37.410 You know, 00:33:37.450 --> 00:33:40.510 there used to be a time where you 00:33:40.631 --> 00:33:42.112 were saying, all right, 00:33:42.231 --> 00:33:44.772 I want this to be a reality show 00:33:44.932 --> 00:33:45.553 of myself. 00:33:45.633 --> 00:33:45.932 Right. 00:33:46.012 --> 00:33:47.453 So people like I mean, by the way, 00:33:47.534 --> 00:33:49.015 I used to say it's like, OK, 00:33:49.035 --> 00:33:51.695 I'm faith, family, you know, 00:33:51.776 --> 00:33:53.997 physical therapy, this, that. 00:33:54.096 --> 00:33:54.797 OK. 00:33:54.957 --> 00:33:56.498 And that's that's wonderful. 00:33:56.637 --> 00:33:57.617 And that can work. 00:33:57.837 --> 00:33:59.159 But that can work if you're not trying 00:33:59.179 --> 00:34:00.098 to get in front of new people. 00:34:01.869 --> 00:34:02.230 Correct. 00:34:02.410 --> 00:34:05.952 That can work if the people that you 00:34:05.992 --> 00:34:07.334 have are all the people that you ever 00:34:07.374 --> 00:34:07.653 want. 00:34:08.134 --> 00:34:10.115 And now you just want those people to 00:34:10.135 --> 00:34:11.956 just get to know you, like you, 00:34:12.237 --> 00:34:13.217 love you, trust you. 00:34:13.737 --> 00:34:15.018 If all you want to do that, 00:34:15.059 --> 00:34:15.860 then fine, that works. 00:34:16.360 --> 00:34:17.860 But if that's not what you want to 00:34:17.880 --> 00:34:18.862 do and you're like, look, man, 00:34:18.981 --> 00:34:19.842 I want to get in front of as 00:34:19.922 --> 00:34:21.463 many people as possible with the gifts 00:34:21.483 --> 00:34:22.023 that I have. 00:34:22.684 --> 00:34:24.206 Then what Jimmy just said is exactly how 00:34:24.226 --> 00:34:24.545 it works. 00:34:25.045 --> 00:34:27.811 yep okay understanding that's it do you 00:34:27.911 --> 00:34:30.233 you have you have to you have to 00:34:30.835 --> 00:34:33.278 work you are in a partnership with the 00:34:33.318 --> 00:34:36.764 platforms okay and the reality is that 00:34:37.224 --> 00:34:38.126 what it what 00:34:39.115 --> 00:34:41.117 what it would cost me back in two 00:34:41.137 --> 00:34:43.398 thousand and six which is five thousand 00:34:43.418 --> 00:34:46.039 dollars to be on an am radio station 00:34:46.599 --> 00:34:47.679 that i can be in front of maybe 00:34:47.719 --> 00:34:48.920 four hundreds of people that might or 00:34:48.960 --> 00:34:50.181 might not be listening you can probably 00:34:50.260 --> 00:34:51.581 buy this you can probably buy the whole 00:34:51.601 --> 00:34:54.121 station for five minutes but listen 00:35:05.307 --> 00:35:08.230 My point is that if you understand the 00:35:08.269 --> 00:35:10.231 game, if you understand the game, 00:35:12.494 --> 00:35:14.695 the investment that you made into becoming 00:35:15.396 --> 00:35:17.797 the clinician that you are can pay off 00:35:17.818 --> 00:35:19.980 for you one hundred to one thousand fold. 00:35:20.860 --> 00:35:22.422 But if you're not willing, 00:35:22.681 --> 00:35:26.565 if you're playing the anti-obedient game 00:35:26.644 --> 00:35:28.706 to that and you want to be obedient 00:35:28.726 --> 00:35:29.288 to the old way, 00:35:29.307 --> 00:35:31.009 it's just going to be a tough road, 00:35:31.168 --> 00:35:31.289 man. 00:35:32.833 --> 00:35:34.054 What's the first step? 00:35:34.213 --> 00:35:35.375 I always like to sort of end on 00:35:35.434 --> 00:35:36.615 something tactical, right? 00:35:36.655 --> 00:35:37.996 If someone's nodding along and they're 00:35:38.016 --> 00:35:38.916 like, okay, 00:35:39.038 --> 00:35:40.378 I'm understanding what Greg is saying. 00:35:40.659 --> 00:35:41.820 I understand the concept. 00:35:42.059 --> 00:35:43.400 Again, this is simple, not easy. 00:35:44.340 --> 00:35:45.902 What's the first thing that you would 00:35:45.943 --> 00:35:46.782 suggest they do? 00:35:46.862 --> 00:35:48.344 Cause it's all a single step, right? 00:35:48.905 --> 00:35:49.625 Make it, let's, 00:35:49.704 --> 00:35:51.726 let's get it digestible or bite size. 00:35:52.027 --> 00:35:54.268 What's step one for this person? 00:35:54.289 --> 00:35:55.469 Yeah. 00:35:55.509 --> 00:35:57.670 You just have to, yeah, it's, it's one, 00:35:58.010 --> 00:36:01.634 just understanding step one is one, one. 00:36:02.405 --> 00:36:06.047 person one problem you're going to solve 00:36:06.068 --> 00:36:09.809 for them and one solution which is so 00:36:10.829 --> 00:36:13.092 easy to do but it is so difficult 00:36:13.251 --> 00:36:15.833 for us to do as well okay one 00:36:15.873 --> 00:36:20.335 person one problem one solution now here 00:36:20.474 --> 00:36:22.056 let me talk i want to talk about 00:36:22.115 --> 00:36:24.356 why this would be counterintuitive to you 00:36:24.376 --> 00:36:25.438 okay if you're a 00:36:25.956 --> 00:36:26.956 I'm assuming most of the people listening 00:36:26.976 --> 00:36:27.617 are physical therapists. 00:36:27.637 --> 00:36:28.438 You're a physical therapist. 00:36:28.777 --> 00:36:31.039 How did we learn when we're doing 00:36:31.179 --> 00:36:32.001 evaluations? 00:36:32.340 --> 00:36:33.722 What did we do in the assessment? 00:36:33.742 --> 00:36:34.882 Did we create one goal? 00:36:35.884 --> 00:36:36.083 No, 00:36:36.304 --> 00:36:39.706 we created short-term goals and then we 00:36:39.746 --> 00:36:42.548 created long-term goals, right? 00:36:42.628 --> 00:36:42.849 Okay. 00:36:43.048 --> 00:36:43.849 And in short-term goals, 00:36:43.909 --> 00:36:45.431 you see anywhere between three to six 00:36:45.690 --> 00:36:46.231 short-term goals. 00:36:46.472 --> 00:36:48.072 And then long-term goals, we have what, 00:36:48.092 --> 00:36:49.753 between four to six long-term goals. 00:36:49.934 --> 00:36:51.735 So anywhere between short-term, 00:36:51.815 --> 00:36:53.237 on the low end is you're creating about 00:36:53.376 --> 00:36:55.278 seven things that we have to get achieved. 00:36:55.458 --> 00:36:55.798 Right. 00:36:56.228 --> 00:36:59.070 to twelve seven to twelve things that we 00:36:59.090 --> 00:37:00.972 need to get achieved in this particular 00:37:01.012 --> 00:37:03.014 time period maybe it's a month two months 00:37:03.094 --> 00:37:04.936 whatever okay that's not how it works 00:37:04.996 --> 00:37:08.498 online that's not how it works you solve 00:37:09.059 --> 00:37:13.121 one problem for one audience and you give 00:37:13.141 --> 00:37:15.923 them one solution that's it that's it so 00:37:15.983 --> 00:37:17.284 you got to find who that audience is 00:37:17.304 --> 00:37:19.726 going to be okay i'm going to help 00:37:19.907 --> 00:37:22.929 people that are struggling with you know 00:37:23.349 --> 00:37:25.710 low back problems for less than two weeks 00:37:26.697 --> 00:37:27.557 That's it. 00:37:27.577 --> 00:37:27.878 All right. 00:37:27.978 --> 00:37:30.298 And I'm going to give them one solution. 00:37:30.760 --> 00:37:31.500 What is your solution? 00:37:31.920 --> 00:37:32.980 Is it going to be something that they 00:37:33.000 --> 00:37:33.960 can place on themselves? 00:37:34.021 --> 00:37:36.001 Is it something that they can actively do? 00:37:36.402 --> 00:37:37.222 Is it going to be something? 00:37:37.242 --> 00:37:37.402 Okay. 00:37:37.422 --> 00:37:38.501 I'm going to give them one thing, 00:37:38.561 --> 00:37:39.422 whatever that thing is. 00:37:39.623 --> 00:37:39.782 Okay. 00:37:40.443 --> 00:37:40.842 Okay. 00:37:40.922 --> 00:37:42.364 And that is it because I'm solving this 00:37:42.583 --> 00:37:44.224 one problem for this one group of people. 00:37:44.804 --> 00:37:45.224 And that's it. 00:37:45.764 --> 00:37:46.005 That's it. 00:37:46.045 --> 00:37:47.726 And if you can solve it very fast, 00:37:48.206 --> 00:37:49.365 the faster, the better, 00:37:50.467 --> 00:37:53.827 and you can make it very low ticket. 00:37:54.068 --> 00:37:55.068 And when I say low ticket, I mean, 00:37:57.625 --> 00:37:58.405 which is just, 00:37:58.585 --> 00:38:00.045 I'm going to give you the recipe and 00:38:00.085 --> 00:38:00.445 that's it. 00:38:01.045 --> 00:38:01.726 I'm not going to be there. 00:38:01.746 --> 00:38:02.786 I'm not coming to your living room. 00:38:03.326 --> 00:38:05.166 I'm not going to tell you how much 00:38:05.206 --> 00:38:05.445 flour. 00:38:05.485 --> 00:38:05.786 Look, 00:38:05.806 --> 00:38:07.067 the recipe tells you how much flour and 00:38:07.086 --> 00:38:07.646 butter put in. 00:38:07.987 --> 00:38:08.266 Okay. 00:38:08.606 --> 00:38:09.646 I'm just going to give it to you. 00:38:10.586 --> 00:38:12.286 And then that's it. 00:38:12.306 --> 00:38:12.527 Well, 00:38:12.588 --> 00:38:15.188 now you have started the process of 00:38:15.248 --> 00:38:17.068 detaching your physical time from income 00:38:17.088 --> 00:38:17.588 generation. 00:38:18.248 --> 00:38:19.168 And that's it. 00:38:19.409 --> 00:38:21.668 The first step is one. 00:38:22.309 --> 00:38:23.268 It's counterintuitive. 00:38:23.509 --> 00:38:25.489 Because when you started talking about 00:38:25.570 --> 00:38:26.929 number of goals of the assessment, 00:38:28.851 --> 00:38:30.572 There were no classes in PT school where 00:38:30.592 --> 00:38:32.193 we just learned how to fix one type 00:38:32.253 --> 00:38:32.813 of issue. 00:38:32.952 --> 00:38:34.793 It was all, here are all these things. 00:38:35.835 --> 00:38:38.615 So your mind, myself included, 00:38:38.896 --> 00:38:39.856 your mind is trained. 00:38:40.277 --> 00:38:41.757 I am a physical therapist. 00:38:41.878 --> 00:38:42.757 I can do all those things. 00:38:43.018 --> 00:38:44.458 You can do all those things. 00:38:45.340 --> 00:38:47.081 Greg is saying, start with one. 00:38:47.260 --> 00:38:48.181 You can do more later. 00:38:48.521 --> 00:38:50.882 Get really good at packaging, 00:38:51.302 --> 00:38:53.523 productizing one of them. 00:38:54.425 --> 00:38:54.905 One of them. 00:38:55.960 --> 00:38:57.681 I know what you're going to do if 00:38:57.701 --> 00:38:58.961 you're like me is you're going to be 00:38:58.981 --> 00:38:59.362 like, I got it. 00:38:59.481 --> 00:39:00.442 Oh, and there's ten more. 00:39:00.681 --> 00:39:01.202 Good, good, good. 00:39:01.442 --> 00:39:01.942 Don't do those. 00:39:02.822 --> 00:39:03.922 I forget who had the trick, right? 00:39:03.963 --> 00:39:05.983 Write down ten things that are going on 00:39:06.003 --> 00:39:07.923 in your life that you want to change. 00:39:08.423 --> 00:39:10.083 Circle three of them and then put a 00:39:10.123 --> 00:39:11.083 checkmark next to one. 00:39:11.463 --> 00:39:12.704 You cannot move on to the... 00:39:13.465 --> 00:39:14.585 So you have ten things you need to 00:39:14.605 --> 00:39:14.905 solve. 00:39:15.284 --> 00:39:16.764 Three are the high most important ones. 00:39:16.925 --> 00:39:18.045 Put the check next to one that needs 00:39:18.065 --> 00:39:19.306 to be solved first. 00:39:19.865 --> 00:39:21.146 Keep working on that until it's done. 00:39:21.186 --> 00:39:23.086 You cannot move on to number two, three, 00:39:23.126 --> 00:39:24.827 four, five, six until one is solved. 00:39:25.407 --> 00:39:26.246 Because if you're like me, 00:39:26.306 --> 00:39:27.088 you'll be like a top, 00:39:27.327 --> 00:39:29.168 a lot of moving, nothing happening. 00:39:29.329 --> 00:39:30.268 And then eventually what do you do? 00:39:30.309 --> 00:39:31.630 Well, the top just falls over. 00:39:31.750 --> 00:39:32.530 I'm just exhausted. 00:39:32.690 --> 00:39:33.311 What'd you get done? 00:39:33.451 --> 00:39:33.751 Nothing. 00:39:34.512 --> 00:39:35.032 Right. 00:39:35.072 --> 00:39:36.512 This is counterintuitive because we're 00:39:36.552 --> 00:39:39.494 trained to help everybody and you can help 00:39:39.653 --> 00:39:40.434 lots of people, 00:39:40.735 --> 00:39:41.795 but you have to start with one. 00:39:42.715 --> 00:39:42.876 Well. 00:39:42.896 --> 00:39:45.117 All right. 00:39:45.137 --> 00:39:46.277 She's going to kill me for me saying 00:39:46.297 --> 00:39:46.458 this, 00:39:46.637 --> 00:39:49.699 but the client that I just had here, 00:39:49.739 --> 00:39:51.719 she works with me every quarter. 00:39:51.739 --> 00:39:52.340 She flies in. 00:39:53.443 --> 00:39:55.224 comes in for five hours, 00:39:56.525 --> 00:39:58.007 and then she's out of here, okay? 00:39:58.927 --> 00:40:01.088 And today, she was like, 00:40:01.168 --> 00:40:02.088 I want to create an app. 00:40:02.309 --> 00:40:03.250 I said, sure, no problem. 00:40:03.650 --> 00:40:04.911 So we created an app. 00:40:05.670 --> 00:40:06.472 She goes, all right, 00:40:06.512 --> 00:40:07.431 so where do I start? 00:40:07.492 --> 00:40:07.952 Like, what do I do? 00:40:07.972 --> 00:40:10.173 I was like, guys, everything I told you, 00:40:10.193 --> 00:40:12.554 this is what I told this client. 00:40:12.675 --> 00:40:13.856 This client paid fifty thousand dollars 00:40:13.876 --> 00:40:14.476 for it, okay? 00:40:14.596 --> 00:40:16.177 All right, so everything I told you. 00:40:16.356 --> 00:40:16.498 Now, 00:40:16.538 --> 00:40:18.179 the difference is that after I told her 00:40:18.199 --> 00:40:19.039 that, she's like, okay, Greg, 00:40:19.159 --> 00:40:20.159 I listened to what you said because 00:40:20.969 --> 00:40:22.971 You haven't let me run so far. 00:40:23.010 --> 00:40:23.931 It's maybe a lot of money. 00:40:24.012 --> 00:40:24.391 Okay, cool. 00:40:24.411 --> 00:40:24.952 All right. 00:40:24.992 --> 00:40:25.353 So I was like, 00:40:25.373 --> 00:40:25.992 let's go ahead and do it. 00:40:26.072 --> 00:40:27.773 So I said, let's take one problem. 00:40:28.393 --> 00:40:30.034 So she's in the functional medicine world, 00:40:30.054 --> 00:40:30.295 right? 00:40:30.516 --> 00:40:32.336 So I said, all right, cool. 00:40:32.436 --> 00:40:33.336 Let's do this one thing. 00:40:33.356 --> 00:40:35.197 What we're going to do is you're asking 00:40:35.217 --> 00:40:36.858 clients to, hey, track your symptoms. 00:40:36.878 --> 00:40:37.940 So how are you asking them to do 00:40:37.960 --> 00:40:38.360 it right now? 00:40:38.659 --> 00:40:39.561 So she says, oh, tell me, 00:40:39.601 --> 00:40:40.601 get out a notebook right now. 00:40:40.621 --> 00:40:40.822 I was like, 00:40:40.842 --> 00:40:41.541 how many of them do it? 00:40:41.601 --> 00:40:42.182 Oh, very few. 00:40:42.302 --> 00:40:42.643 None of them. 00:40:42.963 --> 00:40:43.083 Okay. 00:40:43.103 --> 00:40:43.623 I was like, well, 00:40:43.923 --> 00:40:45.023 what is the thing that they're always 00:40:45.103 --> 00:40:45.264 using? 00:40:45.284 --> 00:40:45.684 Their phone. 00:40:45.704 --> 00:40:45.985 I was like, 00:40:46.025 --> 00:40:47.346 can we make it really simple for them? 00:40:47.726 --> 00:40:49.746 I was like, give me your entire phone. 00:40:50.494 --> 00:40:53.056 tracker everything that you have and that 00:40:53.076 --> 00:40:54.876 you're having them put this on a note 00:40:55.197 --> 00:40:57.177 you know a little you know streaming 00:40:57.458 --> 00:40:59.318 binder or whatever i was like let me 00:40:59.378 --> 00:41:00.858 just take that i'm gonna take a picture 00:41:00.878 --> 00:41:03.239 of it i uploaded it into the software 00:41:03.641 --> 00:41:05.561 and guess what guys about ten minutes 00:41:05.601 --> 00:41:07.081 later she had an app 00:41:08.393 --> 00:41:11.516 She had an app that took everything that 00:41:11.556 --> 00:41:13.456 her clients don't currently do right now 00:41:13.836 --> 00:41:15.898 to not be on their phone and to 00:41:15.938 --> 00:41:16.960 be able to do that thing. 00:41:17.059 --> 00:41:17.920 And boom, boom, boom, boom, boom. 00:41:18.001 --> 00:41:18.961 It scored it for, it did this. 00:41:18.981 --> 00:41:20.143 She's like, oh my God. 00:41:20.163 --> 00:41:21.784 I said, yeah. 00:41:21.844 --> 00:41:22.704 I was like, wait, wait, 00:41:22.744 --> 00:41:23.644 but we can do this next. 00:41:23.885 --> 00:41:24.786 I was like, no, no, no, no, no. 00:41:24.865 --> 00:41:25.927 Nope, nope. 00:41:26.807 --> 00:41:27.108 One. 00:41:27.188 --> 00:41:27.447 One thing. 00:41:28.469 --> 00:41:30.291 One. 00:41:30.311 --> 00:41:30.990 You know what we did? 00:41:32.391 --> 00:41:33.132 We published it. 00:41:35.815 --> 00:41:36.376 And guess what? 00:41:36.516 --> 00:41:37.617 It's going to be on the app store 00:41:37.657 --> 00:41:37.797 now. 00:41:38.762 --> 00:41:41.965 in one day, one thing, one problem, 00:41:42.666 --> 00:41:44.168 one person, one solution. 00:41:44.208 --> 00:41:44.949 That's it. 00:41:44.969 --> 00:41:45.228 Smart. 00:41:46.429 --> 00:41:47.371 If someone wants to get a hold of 00:41:47.391 --> 00:41:47.971 you, 00:41:48.271 --> 00:41:50.693 what's the one way you want them to 00:41:50.713 --> 00:41:51.014 do that? 00:41:51.715 --> 00:41:53.436 Greg Todd PT, Instagram. 00:41:53.956 --> 00:41:54.918 That's where you get to know me the 00:41:54.938 --> 00:41:55.197 best. 00:41:55.878 --> 00:41:56.840 That's where I give the most value. 00:41:57.139 --> 00:41:57.619 All right. 00:41:57.639 --> 00:41:58.201 Parting shot. 00:41:58.280 --> 00:41:59.382 Every time I do an episode, 00:41:59.402 --> 00:42:01.184 we have something called the parting shot. 00:42:02.954 --> 00:42:04.114 This is the parting shot. 00:42:04.655 --> 00:42:06.056 One last mic drop moment. 00:42:06.737 --> 00:42:07.536 No pressure. 00:42:07.976 --> 00:42:10.159 Just your legacy on the line. 00:42:11.398 --> 00:42:12.480 I do want to thank our friends from 00:42:12.539 --> 00:42:13.179 Sarah Health. 00:42:13.760 --> 00:42:14.440 They do one thing. 00:42:15.161 --> 00:42:15.581 RTM. 00:42:16.161 --> 00:42:17.222 Remote Therapeutic Monitoring. 00:42:17.422 --> 00:42:17.782 That's it. 00:42:18.202 --> 00:42:18.523 That's it. 00:42:18.543 --> 00:42:19.063 That's all they do. 00:42:19.123 --> 00:42:20.625 They don't do and this and this. 00:42:21.664 --> 00:42:22.706 Making sure you can 00:42:24.570 --> 00:42:26.313 Let your patients check in by text. 00:42:26.532 --> 00:42:27.052 No app. 00:42:27.414 --> 00:42:28.094 No logins. 00:42:28.594 --> 00:42:31.217 Just better follow through an RTM revenue 00:42:31.297 --> 00:42:32.478 that actually gets captured. 00:42:32.617 --> 00:42:33.719 SarahHealth.com. 00:42:34.159 --> 00:42:36.481 S-A-R-A-Health.com. 00:42:36.501 --> 00:42:37.302 I know the people out there. 00:42:37.322 --> 00:42:38.483 It's Sarah without an H. 00:42:39.063 --> 00:42:39.664 And that's what it is. 00:42:39.704 --> 00:42:39.905 All right. 00:42:39.945 --> 00:42:40.425 Parting shot. 00:42:40.465 --> 00:42:40.605 Greg, 00:42:40.625 --> 00:42:41.666 what do you want to leave with people 00:42:41.686 --> 00:42:42.286 as we wrap up? 00:42:43.608 --> 00:42:45.590 Man, you guys, 00:42:45.710 --> 00:42:47.791 you don't have a skill problem. 00:42:47.811 --> 00:42:48.733 You have a leverage problem. 00:42:50.233 --> 00:42:52.735 And if you do nothing else, 00:42:54.076 --> 00:42:55.677 just take what it is. 00:42:55.836 --> 00:42:56.898 If you can do this this week, 00:42:57.418 --> 00:42:59.179 take something that you know, 00:42:59.298 --> 00:43:00.199 one thing that you know, 00:43:00.659 --> 00:43:02.340 and just go ahead and blabber it and 00:43:02.360 --> 00:43:03.300 blabber it on your phone. 00:43:03.521 --> 00:43:06.882 Use this platform called otter.ai. 00:43:07.182 --> 00:43:09.864 And just blabber it for about five 00:43:09.905 --> 00:43:10.184 minutes. 00:43:10.664 --> 00:43:11.164 Take that, 00:43:11.344 --> 00:43:14.987 put it into chat GPT or cloud and 00:43:15.166 --> 00:43:15.568 say, hey, 00:43:15.628 --> 00:43:17.128 take this and turn it into my first 00:43:17.608 --> 00:43:17.949 product. 00:43:18.711 --> 00:43:22.574 system that's it and that's it that's what 00:43:22.594 --> 00:43:23.735 i want you to do simple you can 00:43:23.775 --> 00:43:26.556 literally talk yourself in out of your 00:43:26.597 --> 00:43:28.438 problem you can talk yourself out of it 00:43:29.179 --> 00:43:31.239 it's it's not it's not a hundred steps 00:43:31.280 --> 00:43:33.661 away it's much less than that all right 00:43:33.681 --> 00:43:36.463 greg todd appreciate this as always um 00:43:36.483 --> 00:43:37.585 we'll have you back soon it won't be 00:43:37.804 --> 00:43:39.425 as long as as it's been but appreciate 00:43:39.445 --> 00:43:40.487 your time thank you i appreciate you 00:43:40.507 --> 00:43:41.507 brother i appreciate you so much 00:43:43.938 --> 00:43:44.998 That's it for this one, 00:43:45.278 --> 00:43:46.940 but we're just getting warmed up. 00:43:47.420 --> 00:43:49.340 Smash follow, send it to a friend, 00:43:49.541 --> 00:43:51.201 or crank up the next episode. 00:43:51.721 --> 00:43:52.581 Want to go deeper? 00:43:53.081 --> 00:43:57.123 Hit us at pgpinecast.com or find us on 00:43:57.163 --> 00:43:59.724 YouTube and socials at pgpinecast. 00:44:00.143 --> 00:44:02.425 And legally, none of this was advice. 00:44:02.485 --> 00:44:04.244 It's for entertainment purposes only. 00:44:04.264 --> 00:44:05.865 Bullshit! 00:44:05.905 --> 00:44:06.485 See, Keith? 00:44:06.686 --> 00:44:07.766 We read the script. 00:44:08.047 --> 00:44:08.726 Happy now?