There we go.
Broadcasting way too early from three
separate Wi-Fi connections.
It's PT Breakfast Club with Tony Meritato,
Dave Kittle, and Jimmy McKay.
I think it's the scream at the end
there that makes it the best there.
Good morning, PT Breakfast Club.
Still one Tony down.
But he'll be back later on.
I promise.
The only morning show here today where
physical therapists gather twice a week to
talk about the business of helping move
humans more and occasionally question
every marketing decision we've ever made.
I'm Jimmy McKay.
That's Dave Kittle.
Quietly building Manhattan cash practice
one visit at a time today.
Let's start off with a little confidence
and say it as Kevin Hart would say,
say it with your chest.
You got to mean it.
Essentially,
you drop something in the chat that your
new PT, Andrew Wolfhammer,
I know it's not that,
but that does sound like if you were
on the Game of Thrones,
Wolfhammer would be great.
He's already selling care packages.
Tony asked why this new person was doing
so...
better different something something isn't
a not something's a an anomaly we ask
why the answer isn't credentials maybe it
wasn't even experience or technique you
think the answer is what dave why is
this person doing something differently
yes also as a hook
why am I currently eating raw eggs and
how you can leverage what maybe influenced
me with your content for your physical
therapy business.
That is another topic for later today.
In terms of the treatment packages, yeah,
Andrew has,
so Thursday in two days will be his
sixtieth day.
We've never had a therapist sell this many
treatment packages in sixty days.
He's doing exceptional work.
uh he transitioned from doing home visits
medicare part b home visits in new york
city in manhattan uh for the past four
years the two previous years was
outpatient orthopedics also in manhattan
so first two years out of school brick
and mortar clinic practice ortho busy
clinic all that he didn't like that so
he left wanted to do the home visits
spent the next six years doing home visits
in manhattan itself i think that
is one of the main parts in terms
of his confidence and experience in just
going to people's homes,
talking with different folks,
having that whole one-on-one interaction,
as opposed to some of my previous
therapists,
including the more recent one that had
exited, that was not from here,
not from the U.S.
originally.
English was their second language,
and coming into Manhattan, I think,
is kind of...
probably if you're,
if you're coming from anywhere, I mean,
if you're coming from Jersey or PA or
anywhere, I mean,
I have friends from all over who were
like, I've come to New York.
They're like,
I don't know what's going on.
Yeah.
It's different.
It's a different beast.
Gravity is different in New York too.
Yeah.
So, I mean, we can,
we can riff it.
We can riff and go into it.
But I also like,
there's some things that like this
therapist had already had in terms of
confidence experience and,
And then I think I had a way
better planned and executed onboarding
approach for this new therapist.
Although like,
and we did a lot more sales role
play in the last sixty days where we
do it in person or we do it
on a zoom call and we go through,
you know, scripts and we, we, we,
we take turns, like he's the fake patient,
I'm the therapist and then I'm the patient
and he's the therapist.
And we basically know we see on the
screen or we have in front of us,
like,
what's the, I want to think about it.
Uh, it's a lot of money.
I want to use my insurance.
I don't have money.
I got to speak to my spouse.
I got to sleep on it.
That's out of my budget.
All the,
all the things that we hear in,
in cash practices.
So he's got so many reps in the
last with that.
Like we,
we basically are training our therapist to
like,
you have to expect that people are going
to be surprised.
Although I'm trying to improve the whole
process where like
if Jimmy's my new patient,
I want you to know what the cost
approximately will be if you want to move
forward and decide with us.
But we always say like,
either the first visit we've tested,
either the first visit is complimentary or
the first visit is paid, doesn't matter.
But either way, it's like, just try this,
just do this one visit.
Don't even think about like past that
because you can't even make an informed
decision or a financial decision about
fixing your chronic low back pain that
might
take ten,
fifteen visits unless you experience the
value first, if that makes sense.
Sure.
Because just the term physical therapy
doesn't say a whole lot.
How are you supposed to know what that
means?
Because it could mean so many different
things to so many different people.
It does.
Right, right.
Yeah,
so I put that I put that in
the chat for you guys,
a screenshot of our text message.
Because he had sold a thirty six hundred
dollar package yesterday and I was super
pumped.
And like those those are the things that
like I can't always put even on my
stories anymore because I have like
prospective patients looking at our
stories.
Wouldn't that help?
Because wouldn't that be like sort of
doing what you just said,
sort of seeding what that what you should
expect?
You're raising the floor, essentially.
I mean, maybe I should.
I mean,
if you if you were a prospective patient
of.
the place nearby.
You have a friend that has a practice
nearby.
But if they were posting that their
therapist... It's not a turn-off?
It's not bad taste?
I don't know.
I don't know if it's a turn-off,
but I don't know if it...
Does it move the narrative forward?
Because you want to talk about the
outcome, not the cost.
I have no problem talking about the cost
when you ask me about it or when
I look for it.
Yeah, so I agree with you.
I don't know if that's the thing.
I think sharing is someone just...
like car dealers are good at that.
Like they're like, Hey, look at,
they have like a sign at their dealership,
new owner.
And then it's like Karen and Carl are
outside next to their new minivan.
They're like,
or like real estate is good about that.
I have a good anonymous story that we're
like,
I think would be better to describe this
story, which is we have a client.
They're super busy.
They're a little bit older,
but they're active.
had a knee replacement,
had in-home physical therapy in Manhattan.
He didn't want to badmouth the company.
I don't want to badmouth this other
company.
I don't know this other company,
but long story short,
he was getting home visits and they were
covered through either his commercial
insurance or Medicare Part B or whatever.
Well, that's his self-pay,
but this client uses insurance and had two
PTs from this covered practice to do home
physical therapy after his knee
replacement.
They did zero manual therapy after a knee
replacement.
A knee replacement that was stiff,
that needed mobilization and all that.
What's that?
Unstiffing, needed some movement.
Typically.
I mean,
any outpatient PT that's watching or
listening,
they're typically going to do some manual
therapy for anyone after knee replacement.
This home practice did zero manual
therapy.
So he splits time between New York and
Florida.
He went to Florida.
He found what sounded like a similar
therapist to us, like hands-on,
comprehensive, all that.
I spoke to the therapist.
He was like minus thirty degrees away from
full extension.
So he was lacking significant extension,
pain with walking, pain with everything.
That therapist in Florida did a whole
bunch of manual therapy five days in a
row only because this client is so busy.
but in those five days he felt so
much better and looser and all that so
then this client goes from florida comes
back to new york city is not going
to continue with the other physical
therapy place even though it was covered
because they just did they're just like
hey all right do this exercise do this
do that you know bend it straighten it
bend it whatever lift it with it just
bend it and then move it so he
felt what hands-on care or different care
felt like in florida he comes back to
new york city he finds us on the
google machine
and my therapist goes yesterday and i
already told him all this because we do
a comprehensive intake of what you liked
what you didn't like it you know what
do you think helped what didn't help
whatever at your previous experiences and
obviously that was his main part of
hands-on care my therapist does one visit
with him and sells a package for thirty
six hundred dollars which comes out to
like three hundred dollars a visit uh paid
up front which is juicy um but the
the thing is is
We're providing what he's looking for and
in the next twelve visits or eight or
ten or whatever we do,
like it's going to be completely focused
on loosening up that knee,
getting him walking and moving better.
But at the end of the very first
visit yesterday,
he was already saying how much looser and
better he felt and confident and hopeful
and all that.
And so those are the things that we
need to highlight with future videos and
content and all that,
as opposed to a screenshot of like my
therapist saying, hey,
I just sold a package.
Oh, great.
Or do you start a shell company that
provides crappy care?
That is a great setup for your real
company.
Do you know what I mean?
There are enough of these companies
already.
You're like, you have a crappy restaurant.
It's like no seats and the food's bad
or whatever.
And the next floor, you're like,
we have some openings.
We're really good, but we're expensive.
And you're like, at this point,
I'll take anything.
So what you're saying is there's
confidence, repetition,
doing the thing over and over again makes
you a better person at doing the thing.
And that's good.
And, and sounds like he likes it.
Like you can't make someone who like is
sort of into it, into it.
That's not how that works.
Right.
I can't, I've said this before.
This was somebody, a boss taught me.
You can't teach, give a shit.
If you give a shit,
I can make you better.
Right.
But if you don't like, I'll take,
I'll take, what is it?
I'll take the,
I'll take the C plus skill with a
plus effort rather than the A plus skill
with the C plus effort.
I can't do anything with C plus effort.
We can't.
So this is good.
And I definitely have had in the past
two years,
I have definitely had therapists that are
on a spectrum of how much they give,
how much effort or how much they care.
And my current therapist, Andrew,
is stellar.
I mean, just amazing.
What's your long-term move?
Do you try to create more?
How do you use Andrew to create more
Andrews?
uh well i mean his second or third
week he had already offered to inter and
he did he introduced us to a therapist
from his previous company that he thought
would be a good fit that's the answer
that well that's so that's one thing but
he literally this is the thing when you
find a players
They do those things without even me
asking.
It's normal to them.
And A players want to be around other
A players.
So he's like this other therapist I really
liked.
I did some co-treating with them doing
home visits and they were really on point
and prompt and reliable and all that.
Like, you know, hey,
if we're going to co-treat it tomorrow at
ten a.m.,
like that other therapist is actually
there and shows up on time and cares
and all that.
This is why a phrase called is game
recognizes game.
Like this is why that's a thing.
It's like, you're like,
why do I want to,
I did a video about this last week
when I did a series of videos about
like how to flip healthcare recruiting
upside down and like spoiler alert,
the answer was not spend more on ads
or create content about it.
It was change the actual setup or how
you're explaining your job.
It's like if you're a hustler,
you don't want to be around other people
who are dragging ass because then you're
like, why is this acceptable?
The first people to leave or to stop
trying or showing up are the A players
because they're like,
you're allowing that B minus to happen?
Well, then I'm not going to get...
Why is that acceptable?
And when the canary in the coal mine
starts to drop dead in the cage,
that's when you should start to get
nervous.
A players don't accept that.
They shouldn't.
Right.
So how else?
I mean...
we're continuing to,
we're continuing to work on getting him
busier and keeping him busier.
And I think in the near,
in the next month or so,
like when more of our Upper East Side
folks come back from Florida from
snowboarding, we'll actually,
there's a few in the Upper West Side
as well,
but there's a few more there that we
can, that I probably,
that I treated maybe in the last year
or two that we'll try to get on
Andrew's calendar.
So the long and the short of it
for someone like him is,
to for me is to strive to provide
golden handcuffs in a in a nice way
meaning they he wants he wants to make
a lot more money he wants to consistently
make a lot more money and for multiple
reasons like and like new york city is
expensive and if you want to whatever like
raise a family if you just want to
progress in your career you want to have
you know build some wealth or whatever
like into your retirement all that type of
stuff it takes money and so
a lot of my therapists,
like they're okay with that.
They're comfortable with that,
with speaking about it.
And so my goal is I want him
to be the highest paid staff,
physical therapist in New York city.
If that, if that, if that, if that's,
if that happens, I don't think like,
where else are you going to go?
Like everywhere else would then be paying
you less and having to treat more patients
and more notes.
So it's like, I want to,
I want to continue to
raise the bar for therapists like that
it'll continue to attract other therapists
like that uh will good morning will saying
always love hearing the behind the scenes
of dave's practice thanks for being so
open dave will you're welcome thank you
for coming live let me talk about these
in the comments section i like you know
what i mean i don't think that's enough
Because people need to hear, I don't know.
It sounds like sound bites if someone's
just dropping comments.
But when we talk about it,
we go a little deeper.
We say, why?
Or how did you do that?
Or did it really work like that?
Or what was the order?
It's just a little bit deeper.
Well, we'll get into that in a second.
He's asked me,
and I have news for you too.
This happened yesterday.
I got something.
But I wanted to make sure we were
doing this before I moved on.
So it sounds like if you...
Why does Aaron Judge make so much money?
It's because he brings in a lot of
money.
Do you know what I mean?
He performs.
Right.
And he brings in eyes and money.
Eyes, eyes, first, eyes, then money.
That's how it works.
Like, attention breeds money.
And performance.
Like, his performance brings the eyes.
His milkshake brings all the boys to the
yard.
And not only does he hit for power
and slugging and averaging, gets on base,
but also yesterday...
He's got the cannon from right field,
and if you've got two out single and
you think you're going to go first to
third,
he's going to throw you out at third.
He's going to gun you out.
So he can catch balls in the outfield.
He does it all, and he's reliable.
Those are the therapists we want.
He can catch balls in the outfield because
he is larger than the outfield.
He can catch line drives over the fence.
Tom Emanski is somewhere just smiling ear
to ear.
Remember Tom Emanski?
The defensive in the nineties.
Did you watch Aaron judge when he threw
that guy out at third?
He didn't even look panicked.
He did everything in order.
He didn't rush.
He didn't.
I mean,
Aaron judge could throw the ball through a
human being.
I think at this point,
he didn't do that.
He threw a lot,
a dart on a line and hit the
guy in the chest three steps before the
poor guy got to third base.
But yeah, he did everything right.
You do that over and over again.
You have money.
But figure out what statistics actually
get people to pay attention.
Showing up on time,
being able to sell something,
being consistent.
Letters after your name are not it.
Imagine Aaron Judge kept going to camps in
the offseason, had lots of letters,
and he was like,
I should negotiate my contract because I
have letters.
Did it show up on the field?
No.
That's nice then.
Pick different courses.
I don't know what to tell you.
I like this parallel.
I didn't see this coming.
But yes, Aaron Judge.
This is on the fly.
All right.
The second thing I wanted to talk about
was a graphic I'm going to put on
screen right now,
but I'll walk you through it.
This caused a little ruckus.
And it's funny to watch the different
social platforms that I put the same
graphic on cause different reactions.
People on LinkedIn were pretty pro.
People on Facebook were pretty pro,
but then some people got crabby, I think.
So this was the graphic.
I took the nutrition label from food
packaging, which is everywhere, right?
Nutrition facts, serving size, calories,
recommended daily allowances.
And I played with it.
And I was like,
the premise was essentially,
why do I go to an Indeed job
posting?
And it's like competitive salary.
Would that ever fly with the Food and
Drug Administration for how much sugar is
in a thing?
No.
But it's okay for you to put like
competitive salary and be really,
really vague and wishwashy about what the
job's actually like.
I got to give it to some recruiters
who write job descriptions.
Someone bought them a thesaurus.
They get real artsy.
Work with a dedicated team.
I am literally, I have no notes.
There's nothing on the screen.
I am going from reading so many of
these.
Competitive pay.
great environment but they don't say
anything about the job and then people
were pushing back and going is it all
about the money um yeah not all about
the money but i i need money to
buy i i what i love about this
dave is when someone says is it all
about the money i go no most of
it's about the food i need to eat
and that costs money any questions now
I like to think of it as like
it's about half of it is about the
money because the other half is like what
you do to make the money,
the job role and responsibility.
Bingo.
So anyway, I had some fun with it.
I was like, hey, why isn't there just...
And here's my point for this.
I go, doesn't this just save...
I'm not even going to ask you if
you agree because you do this already.
You don't do this,
but I bet you would be like, oh,
that's even easier.
I'll do this.
Doesn't this save time and money?
Do you need seven recruiters being vague,
getting a hundred people who kind of know
what the job is?
And if they want it to thirteen interviews
to then have seven people be like that
starting salary is twelve thousand dollars
below what I'd even take.
I would never have even bothered to double
click my resume to send it to you.
Had I known that,
why can't you be more transparent?
People on LinkedIn, super supportive.
We're going to say.
let me answer that.
If there must be these bigger,
like medium to larger companies that they
might model it out behind the scenes that
they're not, you don't like point shaving.
They're, they're like,
they're like shaving off of how much they
would actually be offering.
Oh, I get it.
So that might be how they would justify
having seven or ten or twelve recruiters
because you have to pay those recruiters
like a salary as well.
So if they, if it's a,
if it's a,
I don't know,
a practice that has ten or more locations.
And if you're in network respectfully and
you take all insurances,
I've heard therapists say this.
Other therapists have said that this is
how these bigger companies run.
Basically,
they focus on typically hiring new grads
because they either don't know any better,
they don't negotiate,
they're in low position of negotiation.
And these medium to larger companies know
that every single year there's a new crop,
new crop,
new crop being that's graduating and they
all need jobs and they will basically
they'll find some of them in that crop
to fill these open roles.
And then they'll keep some of these staff
therapists for as long as they kind of
want to stay or they they get priced
out or they they don't tolerate it
anymore.
They don't want to treat volume.
or be in these busy clinics or get
held back with capped compensation.
So every single year,
these companies are like, hey,
we got these recruiters and you're going
to be at every whatever health fair and
the student conclave and all this stuff so
they can get in front of more therapists.
And obviously it works for them.
Obviously they have spreadsheets around
this.
And obviously they know that there's X
amount of therapists every year that are
going to accept
No one low salaries.
Nobody.
I said, unless I am an idiot,
like explain to me my,
with this wouldn't help both sides.
And no one could do that on Facebook.
If I were, I just, I, I,
I just, that, that this is why it,
Oh yeah.
If you have ten or more locations,
you don't want to make it public.
because you're already making more money
by offering more therapists and some
therapists that accept sixty five seventy
seventy five seventy eight K whatever.
So every time they accept that,
it's lower than the one that's on the
screen.
That's this hypothetical eighty two
thousand dollar salary.
So every time that gets accepted behind
the scenes without a graphic like this,
without a company advertising a public
salary instead of like even like a range.
And if it's a new grad,
they're going to be at the dead bottom
of that range.
Right.
So they the medium to larger clinics,
they benefit from this whole ambiguity of
this whole situation.
Somebody brought up that there is now law
in several states that if you share a
job that can be performed in that state.
So, like,
let's say it can be performed remotely.
You have to you have to share the
salary.
It has to be written out like like
airline prices.
And it's just very confusing to me.
If the bottom,
bottomest line was going to turn someone
off and be like, oh, I can't,
I just can't do that.
Like,
I will not be able to pay for
food or rent.
Why you wouldn't just weed that person out
immediately?
Like,
I'd rather do five really good potential
interview calls than fifteen and feel
like, but I guess you're right.
I guess it's like, well,
I might be able to talk someone from
the middle of the bell curve who's pretty
okay into taking this.
And there's this guy,
Joel Legree on LinkedIn.
He's like a recruiter.
That's his big thing.
And he goes through these talks where he's
like, oh, to the client,
the budget was a hundred and twenty,
but I talked him into a hundred grand.
Isn't that great?
I saved you twenty grand.
You got me a shittier candidate or you
got me a great candidate who needed the
job and took it.
But they deserved a hundred and twenties,
but you saved them twenty grand for the
company.
The person should leave in twelve months.
And this is a great business to be
in if you're a recruiter.
Because you're just like, I'm a,
I don't know, like a used car salesman.
Even car salesmen start with a price.
A lot of these jobs are like competitive
salary.
competitive with what if it's so
competitive put it on the screen let it
compete at least give me a range because
if the range ain't ranging i'm not sure
i'm not there's no i i feel like
on linkedin or definitely indeed like i
think it's been a little better in the
past couple years without at least giving
a range no i'll do some i'll do
some deep dives because maybe i'm wrong i
think it's better but i still don't think
it's good because it was pretty awful
there for a while
all over the place.
We don't need it.
We don't want then,
then some CEOs come back and they go,
well, Jimmy,
everything's more than the salary.
And I'm like, what do you mean?
It was like, there's benefits.
And we're, I said, great,
put it on a label.
If you're saying it's more than the
salary, I'm saying, put it on the label.
I actually, I,
I chuckled with this because down at the
professional nutrients,
the first one that says mentorship,
And it says low.
I laugh because obviously,
I'm trying to we're trying to do,
you know,
significantly high mentorship and coaching
and training and onboarding and all that.
But I laughed at that.
It's pretty funny.
Yeah.
CEU allowance, a thousand clinical growth.
Even better,
even better respect from insurance
companies.
Trace them out.
I generate this graphic.
I just uploaded to a,
I uploaded three job applications that
were real in PT.
And then I was like,
create it from that.
And guess the salary.
Cause none of the three had the actual
salary or the range.
Wow.
That's hilarious.
Competitive though, Dave.
It's competitive.
What is this?
Thunderdome.
Are we in Gladiator now?
We're in Gladiator now.
I don't know.
I think there should be.
So anyway, on LinkedIn, everyone was like,
hell yeah, bro.
On Facebook, I got a lot of...
Someone said to me,
I won't even call them out because it's
a good person.
Because they were like,
I'll get the exact quote.
I'll give you the one I remember.
Then we'll see exactly how close I was.
They're like,
is the person asking this question a
business owner?
Because if not,
I don't value your opinion.
All right.
But the person asking this has filled out
a job application.
So we're I'm fifty percent of this little
dance we're doing.
Right.
The market that you're trying to get to
pay attention to your job application
maybe isn't because you're being shady.
Right.
That's like saying I'm really open and
honest.
And then someone asked me a question and
I go book a call.
It's competitive salary.
What is it?
Upload your resume and spend twenty seven
minutes writing out this thing first.
That's what car salesmen do.
They say your presence is your power.
Come into the dealership.
I'm going to grind you down.
We know exactly how car salesmen work.
The recruits are the same thing.
Well,
if you want to find great suckers who
buy used cars,
then keep doing what used car salesmen do.
If you want to find clinicians who are
like, I know my worth.
But I guess that's the thing.
Maybe I'm answering my own question.
They want to shop from the middle of
the bell curve,
so they'll do middle of the bell curve
things.
You want to draft first-round draft picks,
you act differently.
I don't know.
No, a hundred percent.
A hundred percent.
We talk about insurance.
It's not paying more for a therapist that
has twenty-five years of experience.
It's paying the exact same thing per unit
per visit that a new grad charges through
their billable units or whatever.
So they don't have to
do the golden handcuffs.
I have a whole different business model.
And even you got to think of the
whole patient experience, right?
If someone's paying a twenty dollar copay
or if it's they're going to outpatient PT
or even mobile Medicare Part B covering
eighty percent,
they have a supplemental that's covering
the other twenty percent and they're
getting free physical therapy,
whether it's conveniently in their home
through Medicare or at a brick and mortar
office nearby.
And I don't care what anyone says watching
or listening.
The people that even my parents that go
through Medicare Part B for physical
therapy or other services.
Of course,
they want respect and they want a semi
fairly good experience,
but they don't typically fully care about
the experience and.
the, they care,
but there's less expectations.
Let me just say it like that.
There's less expectations as opposed to
someone who is paying a package, three,
thirty six hundred dollars.
Someone who's paying two,
three something hundred dollars per visit
somewhere across the country.
That person has way higher expectations of
their experience.
They're expecting to feel incrementally
better almost every single visit and have,
you know,
things sent to them or
have all their questions answered.
And it's a little bit more,
a little bit more comprehensive because
there's more dollars in the mix as opposed
to the traditional model, which is it's,
you know,
you take my insurance and whatever service
we provide for you, like that's it.
It's kind of like take it or leave
it.
I agree.
All right.
So I'll keep working on that.
We'll never see this.
So this wasn't me saying everybody should
do this because I'm smart enough to know
that everybody won't.
But I think the first organization,
the first large organization that doesn't
have to do this, that does, wins.
Because they become the no bullshit
guarantee.
They're like, there it is.
There's the sticker.
That's what it is.
I don't know if I told you this.
We used to have to hire weekend radio
DJs.
Finding someone who's good on the air,
just from listeners, is not easy.
You know what I mean?
Like, oh, I'm good.
And you put it in front of a
microphone.
And then I've got to work with that
person.
And I'm not getting a lot out of
it.
I'm just getting five hours of airtime
filled.
So we ran a contest.
Centerfold ad.
Did I ever tell you this?
Centerfold ad in the weekly newsletter.
Full color.
And the ad was...
the worst job description ever you will
make state minimum wage you will work
nights weekends and holidays you will you
will be last in line for free concert
tickets or cds you uh just we painted
the worst picture ever we painted the real
picture of what a weekend radio dj was
i wanted all like if a thousand people
wanted that job i wanted to weed them
out with the words and first and whatever
seven people were left i'm like it's fight
club time you really want it great
and we did a contest where they had
then had to record themselves reading a
script it was funny it was like mad
libs and then we brought them on the
air for an hour i made a contest
out of hiring the lowest paid person i
needed give a i was like yes i
don't care how bad that sounds that's
still perfect for me because the upside
now flip that no wait did your ad
have anything that was cool or unique or
different like you get to be
You get to be on our radio station
today.
Yeah, this is us.
You want to hang out with us?
You start here.
This is where we all started.
Let's go.
I was looking for a beginner with no
experience.
And I'm like, you start here.
But I was very open.
If I had run an ad,
it was like,
do you want to be a broadcaster?
I would have got a million applications.
By the way, it's nine fifty an hour.
And I would have wasted how many hours
would I have just wasted?
Like trying to convince someone to take
that job.
That job was hard and thankless.
I needed to find someone who understood
it.
I led with transparency,
but I made the weakness a strength.
Good.
So I got, you know, fifty applicants.
I brought ten on the air.
I wound up hiring four.
I was just about to ask how it
performed, so it sounded like it worked.
It became a recurring thing.
Parents would call me,
like my kids at Penn State for
broadcasting,
when are you doing that contest again?
Now they're asking me for the contest?
Awesome.
Will was asking about GTMO,
Get the Message Out,
which is a name for an agency.
The agency is me.
I got my second client yesterday.
I won't say who it is.
But you and I and Tony were discussing
this or I asked you a question like
how much ChatGPT is saying to do this.
It feels high.
I did this.
I sent the price and literally the next
question was, when can we meet?
And I was like, awesome.
Now,
what do you think I'm going to do
for this person?
Overperform.
Of course.
He brought a number that I did not
feel.
Tony, if he's listening now,
I did not put the word fair into
my negotiation tactics with AI.
I said, what is this worth?
And it told me an insane number that
I didn't feel comfortable with.
Yeah, yeah.
So I remember that.
You don't have to say it.
You don't have to say it here.
But that number range,
was it in that chat ABT number range?
Yes.
The bottom of the range.
I was going to ask,
was it in the competitive part of that
range?
I didn't feel confident in putting...
So that's what I'm saying.
Someone's like, charge more.
You have to feel like it's worth that.
I didn't feel like it was worth that.
The thing is, same thing with us,
like we talked about earlier in the show
with selling packages.
You just need more reps of...
And of course,
this is going to deliver value and you're
going to overperform for this owner,
all that normal stuff.
And that's just how you are.
And of course, you're going to do that.
then you're going to get more confidence
in sending that number or saying that
number on a zoom call.
And then it's going to be,
then it's going to be a higher number
over time.
Yeah.
Like Craig said, uh, I thought,
I thought that was a Grant Cardone thing
at a zero, like make a plan,
make a plan, make a plan, mail it,
let's add a zero to it.
Jamie Brindle is like a coach of
freelancers.
And he says,
he asked this idea where he says the
price should be where
you can subcontract out all the work and
still live on the margin.
So what he's saying is if you were
a carpenter and someone wants to renovate
the bathroom,
you price that job at a rate where
you could then hire...
You could sit there in a director's chair
and just sit there like this and you
hire the plumber, the electrician,
the contractor, the painter,
and then your job,
you live on the margin.
And I'm like,
that's, I don't know if I'm there yet,
but that's a great goal.
Like,
but here's what I need reps and proof.
And this person I'm going to over deliver
for that.
Whatever I charge them,
they are going to be like, it's not,
it's worth more.
Great.
And we'll raise the rate in a year
after I've proved myself a dozen times
over.
But my job is I'm doing the things
I like, which is creating video, audio,
words, pictures, attention.
I'm generating attention.
I'm going to attention.
And did that, uh,
contract or agreement get signed yet?
Yeah.
Did you put,
did you put in an automatic renewal at
a higher rate for the next year if
there's, if they're satisfied?
But it terminates it at a year.
So then we had some new agreement.
Okay.
I could have done that.
I'm just saying it could be whatever,
ten percent more upon renewal if the
owner,
the practice owner decides to renew for
the second year.
So it's like a built-in automatic pay
bump.
You don't even have to negotiate it.
And if they want to end it the
first year, they just don't renew it.
But then there's no negotiation unless you
didn't want to have it in there because
then if it overperforms, you could say,
hey, it's twenty percent more or whatever.
Now, I will... So Will is asking,
so with the good, what's the bad?
So I had this no risk idea for
APTA state chapters and academies.
And I'll tell you about the idea in
a second.
It's pretty simple.
I had seven,
sixteen or seventeen conversations with
state chapters and academies.
Lots of...
I went to a lot of board meetings,
answered a lot of questions.
I've had no yeses.
No, one yes.
Sorry, one yes.
One yes,
but nothing came of it because they just,
well,
we'll meet in three months with the board.
So one yes.
They said yes,
but there's too many people to decide on
it.
We'll count them as a maybe.
But no yeses, no nos.
Everyone's like,
this feels like a good idea.
But that's committees.
That's why I told you to not sell
to this population.
Now,
the only reason I still think going to
APTA state chapters and academies is they
move slowly to hire you.
But if you perform,
they just never get rid of you.
Because as long as you do what you
promise, they're like,
why would we get rid of the guy
who's paying for himself and bringing us
money?
Nobody else on their staff.
And I love staffs.
Nobody else on your staff.
Most of them, ninety seven percent,
are not making you money.
None.
Audit that.
Who's making you money?
There's a very small percentage of APTs.
How many rainmakers?
How many rainmakers you got?
Not even rainmakers.
Like people, you know, what's...
Ring and register.
They spend money.
They cost money.
And that's understood.
They do a job.
But none of them, I can't say none,
very, very little,
like one percent have staff that make you
money.
So now I'll say the idea again.
If you're a State Academy or chapter,
you're like, oh man,
we need like to be places.
Where are we?
How come we're not?
Your members think you're not doing
anything or they don't feel engaged
because you're not giving them anything to
engage with.
And I'm pointing at a cell phone here.
Videos, words, pictures, sounds.
But you can't afford me.
I'm not in the budget to put me
on the staff.
So I said, hey,
here's what I'm going to do.
I'll tell you how much it costs to
hire me and my little staff of freelancers
that work behind me.
It's two grand a month.
And I'll produce these ten things every
month that will lead to engagement,
that will keep your members from leaving,
and it will bring you margin.
And I will not start making the thing.
We'll treat it like a movie.
I won't start making the stuff until I
have made phone calls for free on your
behalf to secure sponsorship to pay me and
make you margin.
And I said,
I have it in writing and it said
it.
Let's just get it out of the way.
Here's the here's the contract.
Send it to your lawyer now.
I want to know quickly because I'm moving
on.
This is a good idea.
This is the problem with these committees
is that they don't do it.
They don't do a quick yes or no.
That's that's that's horrible.
So I've been selling this since...
You're in purgatory.
You're in purgatory with all these
committees.
I'd rather... I got one no.
I got one no from one state who
was like, here's why.
Now, here's why.
If this was a good me going,
you're not the right fit.
We're nervous that you won't be able to
hit the minimum.
Okay, then you've risked nothing.
But we still feel like then we're waiting
to start.
So you value what I'm bringing and you
want to start immediately,
but you're nervous that I won't hit the
minimum.
Well,
then let's sign the contract and I can
start making calls today and I'll hit that
minimum.
Because just like Bruce Willis in
Armageddon, I've never missed a depth.
I'll hit that.
I'll hit it.
Wait,
so the role is you're doing calls for
them to raise the money for donations or
what?
Yeah, I said I will go hunt.
I will go eat what I kill.
So let's say it's APTA New York.
Hey, APTA New York,
for me to create video podcasts and clips
and all those things,
it's two grand a month.
Before I start making anything and set up
your YouTube channel and your podcast,
I'm going to call the ten largest
employers in New York State that hire PTs.
And I'm going to go, Hey,
you guys need to hire PTs?
Yeah.
APTA New York now has a podcast,
a YouTube channel,
and all this social content.
I'll put your logo on it and make
sure that you have a pipeline of
applicants coming to you.
And they have line items.
This is why I pick people who need
to hire because they spend money like
crazy because they need to fund the
industrial hiring complex.
So once I hit twenty four grand,
I go, hey, everybody,
I found the money to pay for me.
I'll keep looking for money.
But in the meantime,
I'm going to start your podcast and your
YouTube channel.
Now I'll get to work promising what I
just did to NYU or whoever.
And everybody was like,
Sounds good,
but I don't think you can do it.
And I go, well, if I can't,
then I've just done a bunch of phone
calls for free and I just didn't hit
the mark.
I'm willing to put my money where my
mouth is.
You're not willing to put my money where
my mouth is.
That's a you problem.
I can't change you problems.
So I had one chapter be like,
we want this,
but can we start with a pilot?
And I go, sure.
Well, will you pay me for the pilot?
And they were like, oh,
we were hoping it was the free pilot.
And I was like, oh, all right.
Well, then what I wanted to say was,
well,
then I got some snow in my driveway.
Can you send someone over?
Can you want to drop by and just
do some work for me while I do
some work for you?
Or how's this work?
But trust me,
when a lot of people are emailing you
proper business etiquette,
they're thinking, yeah, yeah, yeah.
No,
I don't feel like working for free since
you're not working for free.
or what i should have done was recorded
a bunch of stuff and just stamped a
big watermark over the middle of it but
i didn't do that i responded respectfully
and was like i don't understand what this
pilot will prove when people ask me for
proof i go sure go to youtube type
jimmy mckay that's the last decade of my
life if you don't like that you will
hate working with me if you don't love
that you're gonna hate me
But keep in mind,
I wasn't going to host their shows.
I was going to teach their people how
to host.
This is how you scale something.
I don't want to host your thing from
Montana.
I want Montana people because that's real.
And I was going to facilitate it.
I also told them,
you don't need me to create a YouTube
channel or do any of these things.
I'll give you the playbook.
You're not going to run it.
You're not going to do it.
So for all these chapters,
even the president or whatever of each
chapter can't just make any of these
decisions on their own.
It has to be a committee vote.
I think so, yeah.
That's what I've seen.
Or that's an objection, Dave,
that I have not overcome.
So we have a bunch that are in
the pipeline going,
we're thinking about it.
And I'm like, all right,
here's the thing that I wouldn't say,
but is true.
If I find success somewhere else doing
what I've just, like yesterday,
I signed a new client.
I signed three or four more of those.
I'm not available for your chapter
anymore.
I made you an offer.
You didn't answer too late.
Find someone else.
Google it.
Now your solution is Google it.
These chapters are never going to come
back to you.
I know you're right.
They're never going to be like all of
a sudden.
Oh,
we see you're doing all this amazing new
stuff too.
And now we reconsidered and,
and also we voted on it and we
hope that your offer is still valid.
And yeah,
What I should have done and I will
do going forward,
I'm not making any new calls because if
these fifteen aren't going to make a
decision,
I'm not kicking more doors because I went
by population.
I went from the largest fifteen down.
So New York, California, Florida, Texas.
What I should do is there should be
an expiration date.
After that date, the price goes up.
I didn't do that.
I should have done that.
It still won't move them to make a
committee vote on this.
It won't.
But at that point, if someone ever does,
it's the price where I'm like,
this is the price you should pay for
waiting.
All right.
So now the client that just signed with
you is a private practice owner the other
day?
Yeah, because they have money.
I understand the value.
Yeah, I understand this.
And it's usually one decision maker unless
it's owned by a few PTs, then it's...
Two, three.
And this is how they evaluated me.
I interacted with this person fifteen
times with no expectation of ever closing
a deal.
I was just, oh, cool.
Let's do stuff together.
And after a while, they were like,
how do we get that?
I'm like,
you call me and you hire me.
That's it.
But you're right.
You did some content with them,
just regular episodes in the past.
Yeah, yeah.
Companies have hired me,
like large multi-state practices have done
that before.
And they'll come in and hire me for
like a short term, but not ongoing,
which is fine.
I don't think I wanted that.
I think it's after a while,
everything I put out has to go through
so many filters that it's like mayonnaise
flavored ice cream.
And then they look at me going,
how come this doesn't do as well as
your stuff?
And I'm like,
because you sucked the fun out of it.
The fun.
Like, like, like what?
Like how to go like through the legal
or whatever.
Oh,
Yes.
Or branding,
which I have no problem making things look
uniform.
But even before that, where it's like,
so let's use this to promote.
And I was like,
let's use this to teach.
But we have a new clinic in wherever.
Let's use this to get higher.
Not going to do that.
It needs to lead for the audience.
We can smell a commercial from a mile
away.
They are trying to be strategic about
content.
And I'm like, no,
this is about changing the temperature.
This is about changing climate,
not about making it rain over that house.
So they were doing it for the wrong
reasons the wrong way.
And I'm like, I've been in rooms going,
you're paying me to give my opinion.
This will not do the thing you think
you want it to.
That fast.
You're trying to get a girl to marry
you and you're like,
let's wear the blue shirt today in third
grade and you're going to marry her when
you're nineteen.
I'm like,
that's not the that's not the lever to
pull.
The lever is be nice for the next
ten years.
That's the lever to pull.
And they're like, that takes too long.
And I go, well,
ten years is going to expire.
Ten years is going to pass anyway.
since we're a little late or tight on
time,
I want to cover really quick why I'm
eating raw eggs.
And I want to get your feedback on
the video I just did the other day
where I read out or did a video
about our one-star Google review,
which no one ever does, ever.
I like it.
I would do that.
I figured you would like it.
Why are you going full Rocky Balboa then?
Okay, so... Aren't raw eggs dangerous?
I think so,
but two years ago in his endless quest
for velocity,
Ryan Lambert came across an internet video
citing the benefits of eating raw eggs.
Lambert,
a relief pitcher who's recently been cut
from his college team,
wanted to build muscle and increase his
recovery rate.
He decided to eat thirty raw eggs per
day.
He went from throwing, I don't know,
high eighties or low nineties.
Now he's throwing a hundred miles an hour.
He got signed by the Mets and he
is now
In the Mets bullpen.
Now,
the reason why I'm bringing this up is
because I started putting just one.
I'm not doing thirty.
I mean, I'm a little crazy.
I'm not that crazy.
I started putting one raw egg into my
protein smoothies after working out.
You can't taste it.
It's in frozen fruit and all that.
It's not a hundred percent.
I'm not saying it's,
I'm not saying this is, I mean,
of course there might be risk of
salmonella or whatever other thing.
So, but the point is, is I, I,
I want to acknowledge how people are
influenced by content.
I started, I, I used to,
I did this a little bit because of
the whole Rocky Balboa thing,
maybe back in like high school or college,
but it was kind of like a temporary
thing.
But now for like the last two weeks,
I'm adding raw eggs to my,
Protein smoothie.
I'm not saying anyone else watching or
listening should do it.
I'm not saying that.
What I'm saying is I'm acknowledging that
I got persuaded by this piece of content,
by this news blurb.
And I'm thinking like, well,
if it could help this guy,
I guess it could help me in terms
of
more protein it's faster i could eat an
egg i could i could consume one egg
faster than cooking it and it's then then
it's larger so it's like when you eat
an egg that's already been cooked it's
just it's more uh it's more filling than
a raw egg if that makes sense yeah
okay like like it's hard like you got
to chew the egg that you cook and
you got to break it you got to
break it down so now your stomach i
think feels fuller or whatever you're just
doing egg shots
you have a one in twenty thousand chance
according to one in twenty one in twenty
thousand for salmonella so i mean just
things to look out for diarrhea fever
cramps and vomiting if you don't see any
of those what's what's what's the
likelihood of getting struck by lightning
it's is it one in let's find that
out a million one in a million or
car accident what's like the likelihood
between car accident and getting sick one
in one point two million
yeah so twenty thousand is way more like
yeah uh odds of getting in a car
accident that has to be better than um
lightning one in one in five hundred
thousand every thousand miles you drive
your chances of getting into a car
accident are one in three hundred and
sixty six
That's a lot closer than Salmonella from
Rolex.
That's from Reddit, though.
You never know.
I'm not saying for anyone to do this.
I'm just saying that piece of content
influenced me to do it.
Since I'm trying to put out content and
we talk about content and we were just
talking about content,
I wanted to bring that up,
but now let's, let's switch over.
So I just put out, uh,
we have two one-star Google reviews on our
business.
So the rest are all five-star reviews.
So,
ninety-seven percent of our reviews on
Google are glowing five-star reviews.
One, uh,
I'll probably make a video about it some
other time, but the first one was about,
uh,
that we charge a three hundred fifty
dollar cancellation fee for someone who
booked four visits and canceled two.
So they late canceled
Fifty percent of their visits,
we charge them the three hundred fifty
dollar late cancel fee,
which they signed prior to starting with
us.
And that person wrote up once our Google
review.
And then this one was where we didn't
communicate the allowable amount,
the out of network cost per visit.
And I said,
this is why we prefer to be self-pay,
because it's very clear and transparent
and everyone knows exactly what's the
dollar amount is going to be and all
that.
What are your thoughts on this?
I know you said that you like the
video.
Oh,
the idea of showing off your one-star
Google review?
Yeah.
It's great.
And here's why.
Because I watched this a few days ago
because you were like, yeah,
we screwed up.
How often does that happen?
Like, hey, yeah, you're right.
This person gave us a one star and
it was deserved.
We screwed up.
One out of every twenty thousand eggs that
I eat has salmonella.
One out of every twenty thousand eggs that
I eat has salmonella.
Here's what I'm going to do about it.
So my next video would be finding this
person and it would be how many love
letters and how you're going to win them
back over.
That's what I would do.
I would make this more...
We got a one-star Google review and it
was deserved because we dropped the ball.
And my next step was we needed to
find... I can't zoom in.
We needed to find Beth.
Beth.
who gave the Google review.
And we found out, we emailed her, nothing.
We Googled her on LinkedIn, found her.
We DMed her.
She said, what's up?
A chink in the armor.
We can get through.
We can get through to her.
Beth,
what do I need to do to make
this up for you?
You're right.
I don't want you to take the Google
review down, Beth.
That's not what this is about.
This is about making it right.
Because that's what we do.
Beth, what's your favorite charity?
I love dogs.
Cha-ching!
A hundred hours.
ASPCA of New York.
Beth, what do you like?
And Beth's name.
Beth's name, right, right, right.
So in that video, the guy, Sam,
wrote us the one-star Google review.
And then I immediately went to reading a
five-star review that was posted sixteen
hours before I recorded that.
So that video was maybe not the best
because I read the one-star Google review
because I figured I would hook some people
by making this video, right?
So I segued into, oh,
but we also got a five-star review from
Beth from sixteen hours ago.
So maybe I took away a little bit
of the mystique of it,
but I wanted to bring the audience to
like, hey,
we have a ton of five-star Google reviews.
Here's the thing.
If I go to Amazon and I'm going
to buy a thing and I see one
hundred thousand five-star reviews and
nothing else, no fours, no threes,
no twos, no ones, shady.
Shady.
I don't buy it.
It seems it's too perfect.
It's too perfect.
Too good to be true.
Nothing?
No one had a problem.
Your quality control is that good,
or did you buy these?
I'm telling you,
these are knowledge scents.
Something doesn't smell right,
and I don't like it.
When someone goes,
something didn't smell right,
so you didn't buy it?
Why?
Didn't smell right.
Did you look into it?
No, I don't have time for that.
I'm probably not going to find the answer.
It didn't smell right.
Moving on, I have other options.
Didn't smell right.
Smells like old eggs.
Not going to eat them unless I cook
them.
I can't believe you're doing that.
You're a real man.
You do thirty thirty eggs a day.
What are you doing?
Thirty eggs a day.
I eat two.
They're not raw, though.
I scramble those bad boys.
We got six minutes left,
so we'll front tease this.
Tony's back on Thursday.
I want to talk about.
We're going to talk about,
this is way too much because I think
this is brilliant.
We're going to talk about this.
Wendy's has a job offer that I'm applying
for.
Chief Tasting Officer.
You're applying for it just to mess
around?
I would eat Wendy's hamburgers for a
hundred K a year.
Yes, I would do that.
One hundred thousand percent.
this is in response to what dave what
is wendy's doing this in response to oh
the uh the what was it burger king
ceo with the cringe video where he was
mickey d's burger king oh mcdonald's
mcdonald's the mcdonald's ceo uh eating up
the burger and it was a cringe video
i sent it to you guys like right
away this probably before it even blew up
and then um when he said oh
What do you say?
Amazing product.
Tasty product.
Who said that?
I can't remember,
but someone pointed out on social media,
it would have been better if he called
it a SKU, like an S-K-U.
Yeah, it's basically the same.
So now Wendy's is taking some of that
lightning, some of that online juju,
and they're trying to use it in this
way, which is apparently, I guess,
a real role.
Yes.
And here's what I want to get to.
Because...
When you scroll down, you're like,
you're going to create content for us.
You're going to eat burgers.
You're going to become a content creator
for them.
You get paid to eat burgers,
a custom Wendy's chief tasting officer's
email signature.
I love the fact that they're just full.
You can't kind of go a little
tongue-in-cheek.
A little tongue-in-cheek is douchey.
Full tongue-in-cheek is Monty Python.
They're going full Monty Python.
They're going to turn you into Jared from
Subway without the creepy end part of his
career.
But didn't it say somewhere at the top
that it's mostly your local Wendy's?
Did you see that?
Yeah, it said commute.
Commute, commute.
Travel, light,
mostly to your local Wendy's and or the
couch.
They're going to turn you into the face
of Wendy.
They're going to turn you into the
anti-McDonald's CEO.
That's the play.
Right,
but wouldn't they want this person to eat
at a whole bunch of different Wendy's
locations?
They might, and they might.
This is them doing what I did,
mimicking a real job offer and having to
toot full tongue-in-cheek to everyone.
Like travel, yeah, down to the Wendy's.
Colleen pointed,
he barely nibbled that burger.
That was the most awkward bite I've ever
had.
Babies taking their first bites of food
after formula take normal bites,
more normal bites than that dude.
So my point with this thing is,
and this is a long full episode,
or this might be an extra episode.
Why isn't your clinic doing this?
Dave talking about Dave and concierge pain
relief is one thing.
That's the CEO talking about McDonald's is
one thing.
But where are the customers?
How many people...
That's why I asked this question
specifically for that number.
How many new patients would you need in
your practice?
And I understand they're different in
geography and type.
My question is,
how many new patients would you need to
turn to someone and go,
I'll give you a hundred grand.
What do I got to do?
be the chief exercise officer of concierge
payment.
What does that mean?
We're going to figure it out.
The goal is how do I turn you
into real person doing real things?
I don't know the answer,
but no one does this.
That's why this gets legs is because no
one does this.
Wendy's needs, Wendy's needs no meetings.
Like there likely was a meeting.
Have you ever seen the TV show TMZ?
where it's just a bullpen,
it's just a bunch of cute...
That's what I envision the meeting at
Wendy's.
Going, hey,
McDonald's CEO is nuts and he has creepy
human bites.
What do we do?
Hire a normal person.
This is the most basic idea.
Hire a normal person to eat and we'll
just... What are we going to do?
Put them on content.
What will they do in the content?
Eat normally.
And is that worth a hundred thousand
dollars?
Because the attention they will garner
from it will lead to Frosty's burgers and
fries.
They know that – Wendy's corporate knows
that this caught a whole bunch of buzz,
however many views or shares or comments
and engagement.
It's a temporary thing.
It's something that's happening right now.
If anything,
maybe a week or two ago when it
first happened would have been better,
but this just came out.
Right.
But that's the thing is likely this person
has –
like Tom Cruise Mission Impossible level
clearance.
The person that runs Wendy's IMF,
their Impossible Mission Force.
They're like, you can do any...
This is like Zappos shoes saying,
if you're in customer service,
you can solve any problem that a customer
brings you as long as it's less than
a thousand dollars.
You have to justify it,
like write it down.
And if you just keep giving away money,
we're going to fire you.
But as long as you can justify it,
yes, got it.
Hey, I looked that person up.
They spent seventeen thousand dollars over
the last decade and they had a problem
with their shoe and it was their sister's
wedding next day.
So I overnighted three pairs of shoes,
a nine,
a ten and eleven to make sure one
of them fixed.
It was his sister's wedding.
And I'm sure the CEO would go,
great move.
Because she's going to tell a hundred
people about Zappos shoes and she got
she's going to tell that story fifty times
at the wedding.
They sent me three pairs of shoes.
This is Wendy's going,
we need to put together a team who
can do batshit crazy things to get
attention,
knowing that they might miss eight out of
ten times.
But if they hit one out of those
ten times, home run.
Pays for everything.
Wendy's can do it for a hundred grand.
I know a clinic can't.
But a big group of clinics?
Why haven't they done it?
Wait, you're saying one clinic can't?
What do you mean?
A standalone clinic with three clinicians
is going to spend a hundred thousand
dollars to hire- Oh, no, no, no.
No,
I thought you meant just like putting out
the content that could make this type of
an effect.
So at scale,
so I asked this question and of course
people get a little like, oh,
you're just going to spend so much money
on marketing, Jimmy?
I was like, no, no,
I'm trying to figure out what your hundred
thousand dollars,
they're offering a hundred thousand
dollars salary.
Maybe you turn to someone in a local
community and you go, here's ten grand.
What are you going to do?
How many patients would that person have
to bring in to justify the ten grand
spend?
And let's say you hired the mayor.
Quite literally, in my size town,
if you hired the mayor, that's a coup.
Everybody sees him.
And you're like,
what do you have to do?
You just wear a t-shirt.
Okay.
There's a TV commercial about that.
Little kids at eighth grade graduation.
And they're going across the stage.
And it's like, they're reading the names.
The principals read the names.
And it's like, Smith, Tire, and Auto.
And everybody claps.
And someone's like,
why did they just call Benji Smith?
We sold the community rights.
Yeah.
Oh, this is crazy.
Is it though?
Dave's got to go to work.
He's probably got to pound a few more
eggs before he gets out of here.
Well, back on Thursday, Tony's back.
I want to see more discussion around
Wendy's and what they're doing.
And we'll see you guys next week.
That's it.
We're out.
Boys, what the hell are you doing?
Follow Tony Meritato on YouTube at Total
Therapy Solution.
Find Dave Kittle at
conciergepainrelief.com and on YouTube at
The Dave Kittle Show.
And follow Jimmy McKay at PT Podcasts on
YouTube, the socials,
and wherever you binge podcasts you
pretend are for CEUs.
And hey, just a reminder,
none of this was for advice.
This was for entertainment only.
Our lawyers say that counts.
Thanks, Keith.