WEBVTT

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All right, first things first,

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we got to pay for things.

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If you run a physical therapy clinic,

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you already know the front desk can get

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overwhelmed fast.

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Missed calls, scheduling changes,

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patient questions, and it doesn't stop.

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And that's a good thing unless you can't

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handle those things.

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That's where Sarah Health comes in.

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Sarah helps PT clinics automate patient

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communication,

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things like appointment reminders,

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follow-ups, common patient questions,

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so your staff can focus on people instead

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of phones.

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Less administrative chaos,

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better patient experience,

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and get paid for that communication

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between office visits.

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Check them out at sarahhealth.com,

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that's S-A-R-A health.com,

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to see how clinics are simplifying their

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operations.

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Today's guest, well,

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the traditional path in physical therapy

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used to be pretty predictable.

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Graduate, find a job, climb that ladder,

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maybe become a clinic director one day.

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But over the last, I don't know,

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five to ten years,

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something interesting is starting to

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happen in this profession.

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More PTs are asking a different question.

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What if I built something instead?

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Now, not twenty years into a career,

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but right now, the old advice was wait,

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wait, wait, then do it.

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Now it's why not now?

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And today's guest didn't follow that safe

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path.

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During the pandemic, after losing his job,

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he started a PT business with less than

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four thousand dollars in the bank.

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I love stories like this.

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The first clinic he built wasn't a clinic.

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It was a basement.

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We'll get into that.

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Then a hot yoga studio,

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then a space inside a local gyms.

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Fast forward a few years and that small

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experiment has turned into a multistate

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performance therapy company,

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a pediatric care brand,

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a clinical education platform.

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and a growing team of clinicians building

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practices inside the model.

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Today, we're talking about cash-based PT,

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why more clinicians are starting

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businesses earlier,

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and why ownership might be the missing

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ingredient behind burnout.

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Let's welcome today's guest,

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Nathan Lemaster.

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Nathan, welcome to the show.

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Hey, I appreciate you having me on, Jimmy.

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A little hype intro there,

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but I like being that.

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That's sort of the point of the show,

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which is like sort of the hype machine.

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So take us back during the moment,

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as I mentioned in the intro,

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during the pandemic, when the world,

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I mean,

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it feels both five minutes ago and thirty

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five years ago.

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But when everything changed,

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you lose your job.

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You're looking at less than five grand in

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the bank and you decide to push all

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the chips in the middle, go all in,

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start a clinic in your basement.

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What was going through your mind?

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Oh man, there's a,

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there's a lot going through my mind.

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I mean, uh, at my home, uh,

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I was kind of the breadwinner being a

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physical therapist.

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My wife,

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she owns her own photography practice as

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well.

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So it was something that during COVID,

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not a lot of people wanted photos done.

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Sure.

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And I thought, you know,

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this is as stable as it gets.

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And then all of a sudden COVID hits

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and then we start to see people being

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furloughed and then only, um,

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post-op clients are able to come in and

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different things from there.

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Where myself,

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I'm very passionate about like direct

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access clients.

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So it was May twenty eight kind of

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preface the situation.

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I just had my second child two months

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prior to that.

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So Liam was born at that point.

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And so as people are thinking, like,

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how's this guy have less than five grand

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in his account?

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Well, you know,

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we had a unexpected C-section.

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And so with that,

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we have medical bills coming in and we're

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like, hey, you know what?

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You pay them all up front.

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You get a little bit of a discount

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on that.

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I think this is going to be better

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later on.

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So I ended up doing that.

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And then sure enough,

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May twenty eighth ended up being let go

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from my job.

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And the fun part about being let go

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from your job is if you lose it

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at the end of the month,

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as of the thirty first of that month,

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I actually lost our family's health

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insurance as well.

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And so we were we were in a

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pretty tough spot.

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And so I would definitely say that was

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the time that was for sure the scariest

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moment of my life and definitely

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made everything a lot more vivid and you

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still feel some of those things moving

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forward.

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But it honestly kind of helps you figure

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out your why in the process when looking

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to build your practice and what you wanted

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to do.

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Wow.

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So the perfect storm, the imperfect storm.

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It wasn't just one thing.

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And it wasn't like it also wasn't just

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happening to you.

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It's not like you can reach out when

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everybody else is going through a

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pandemic.

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Everybody's looking at each other going,

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yeah, me too.

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I'm losing this or I'm stuck or I

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don't know what's going to be on.

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There's uncertainty everywhere.

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But you're the one who's being looked at,

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right?

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And then you lose one, two,

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three things and you've got to figure some

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things out.

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So what was your next step?

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What was the thought process?

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Is it like, listen, Shawshank Redemption,

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we either get busy living or get busy

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dying.

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No one's coming to help.

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You decided to build something instead of

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sort of wallow, it looks like.

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Yeah,

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and it was one of those things that

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if a lot of students that come out

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of school, right,

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it's always student loan debt and

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crippling student debt.

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And at this point,

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I was five years into the ten years

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of student loan forgiveness.

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So I was kind of like pinpoint in

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the middle.

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I was just like, all right,

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so do I go work for another nonprofit

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here that's not out?

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Exactly.

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and so that was kind of like one

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of the scariest moments of it but with

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my wife being an entrepreneur and her

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family being an entrepreneur honestly they

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kind of pressed me on that it's like

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hey you need to consider this so at

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that that point i actually had read uh

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the book insurance from danny mata and i'm

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sure people have talked to i mean he's

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Brilliant the way that he does things.

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And I have read that probably about seven,

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eight times.

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Put a little bit of a Midwestern spin

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on it.

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And I was like, you know what?

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I think that I can do this.

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So we actually took a small sabbatical

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from Sioux Falls at that point.

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I had gone out West River with my

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wife.

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That's where she's from, Belle Fourche,

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Spearfish area.

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and just kind of more so getting our

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head right.

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It was kind of down in the dumps

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at that point,

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but then one of the wins that came

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through that is I got my letter that

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said that I passed my SCS while we

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were out there.

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So I was like, okay,

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I got the credentials.

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It shows that I might be smart enough

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in order to be able to do something

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like this.

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And then while we were out there,

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I was like, you know what?

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I think that I need to give this

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a go.

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So I actually called up one of the

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local yoga CrossFit gyms out there,

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and I was like, hey,

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Do you mind if I come in?

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I'll teach a course for you guys,

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charge you absolutely nothing.

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My only hope is that you give me

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half a day at the gym just to

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do treatments after that.

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And so I had no idea what I

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was doing.

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I had an LLC that was initially

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established just to be a content company,

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just to kind of reach out to individuals

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and blogs and different things from there

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so I could run the business through there.

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Had a massage table that I got off

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of Amazon.

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And then I was like, all right,

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here we go.

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So set it up in the CrossFit gym

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after doing the course,

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sparked enough interest.

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And a couple of people were interested.

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And I just remember the very first

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treatment that I did,

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I was charging a hundred bucks for the

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treatment.

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And I spent about fifty nine minutes and

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thirty six seconds doing the treatment.

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And then the remainder,

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twenty four seconds trying to make the

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pitch on like,

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that'll be one hundred dollars.

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Hope that they pay me.

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Right.

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I mean,

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this is the definition of understanding

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that with your degree,

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it's the thing between your ears and what

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you can do with that with your hands

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or your mind and how you can...

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This is all customer relations.

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I mean,

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this does not work unless you make someone

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feel something in both the literal and the

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figurative use of the word feel.

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Everything was sort of riding on you.

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So what happened next?

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what you you were in a crossfit gym

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you were you were essentially you were a

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guest like you kept showing up to other

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people's organizations and saying how can

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i be helpful which if you listen to

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someone like danny which i'm going to his

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mastermind in just a couple weeks actually

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um when you listen to someone like that

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it's how can i be helpful like lead

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with lead with a give and that seemed

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to work how'd that progress

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So the progression was, okay,

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it panned out.

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I ended up having four or five clients.

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And so I made more money in an

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afternoon than I had made in quite some

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time.

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So then after we finally got it all

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together, moved back to Sioux Falls,

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I'd been teaching at a hot yoga studio,

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doing some fitness strength classes and

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different things from there.

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So I had worked out something with the

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studio owner and I was just like, Hey,

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is there any way that I can rent

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this back room from you?

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And I will,

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I will teach here and I will keep

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doing the things and give you as much

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value as possible.

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But through that,

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I will also keep your members healthy.

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I'll keep your members healthy because as

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we know with

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any gym membership,

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one of the highest rates that people end

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up canceling is because they're hurt.

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And then they're like, yeah, no, I'm good.

00:08:45.443 --> 00:08:46.303
I'm going to move on to the next

00:08:46.323 --> 00:08:48.426
thing or go from there because this is

00:08:48.466 --> 00:08:49.506
the thing that, yes,

00:08:49.547 --> 00:08:52.110
it gave me joy and the endorphin release

00:08:52.169 --> 00:08:53.471
and the mental space.

00:08:53.490 --> 00:08:54.591
But then when they get hurt and they

00:08:54.611 --> 00:08:55.013
lose that,

00:08:55.052 --> 00:08:56.474
they want to go to the next thing

00:08:56.815 --> 00:08:58.515
to prevent that from happening again.

00:08:58.937 --> 00:09:00.717
So that was essentially the value that I

00:09:00.738 --> 00:09:01.778
was trying to offer there.

00:09:01.818 --> 00:09:02.100
And so

00:09:03.168 --> 00:09:04.750
Uh, ended up working something out.

00:09:04.769 --> 00:09:06.351
So then I was able to kind of

00:09:06.371 --> 00:09:08.253
work out of this back room and progress

00:09:08.273 --> 00:09:08.552
from there.

00:09:08.572 --> 00:09:09.553
And I'd love to say that I had

00:09:09.594 --> 00:09:11.475
the business brains behind us all,

00:09:11.495 --> 00:09:12.836
but we went to school for physical

00:09:12.856 --> 00:09:13.037
therapy.

00:09:13.216 --> 00:09:15.278
We didn't have a lot of background.

00:09:15.298 --> 00:09:17.480
So I actually brought on two small

00:09:17.520 --> 00:09:19.422
investors in order to begin with where

00:09:19.461 --> 00:09:20.663
they bought in for five percent,

00:09:20.722 --> 00:09:21.903
gifted them three percent.

00:09:22.323 --> 00:09:22.985
And it was just like,

00:09:23.105 --> 00:09:25.886
I want them to actively be involved in

00:09:25.907 --> 00:09:27.749
the company and teach me all of the

00:09:27.788 --> 00:09:29.110
things that they know about business.

00:09:29.149 --> 00:09:30.311
Because the number one thing that I've

00:09:30.370 --> 00:09:30.711
realized,

00:09:30.750 --> 00:09:31.711
if you're going to be an entrepreneur,

00:09:32.221 --> 00:09:32.982
And something new,

00:09:33.043 --> 00:09:34.524
you have to be coachable.

00:09:34.565 --> 00:09:36.246
That's like the number one non-negotiable.

00:09:36.706 --> 00:09:36.927
Sure.

00:09:37.408 --> 00:09:37.548
Yeah.

00:09:37.567 --> 00:09:38.528
You just look like you,

00:09:38.589 --> 00:09:39.490
it sounds like in both of those

00:09:39.509 --> 00:09:41.692
situations, you said, I know what I know,

00:09:41.893 --> 00:09:43.434
and I can plug into this gym.

00:09:43.654 --> 00:09:44.375
I know what I know.

00:09:45.597 --> 00:09:46.378
And what I don't know,

00:09:46.438 --> 00:09:47.778
and I can plug into this hot yoga

00:09:47.798 --> 00:09:48.120
studio.

00:09:48.159 --> 00:09:49.440
I know what I know and I know

00:09:49.460 --> 00:09:51.221
it's more and I can go learn it

00:09:51.260 --> 00:09:54.462
myself or the ultimate cheat code, man.

00:09:54.482 --> 00:09:55.823
The story of my career and a lot

00:09:55.844 --> 00:09:56.364
of people's career,

00:09:56.384 --> 00:09:59.426
the ultimate cheat code is people and

00:09:59.485 --> 00:10:00.206
bring them in.

00:10:00.307 --> 00:10:01.668
And then that last part too,

00:10:01.827 --> 00:10:02.827
don't just listen to them.

00:10:03.248 --> 00:10:04.229
And this is from a guy who hosts

00:10:04.288 --> 00:10:04.908
a podcast.

00:10:05.309 --> 00:10:06.289
The listening is,

00:10:06.370 --> 00:10:07.811
is a ten percent of it.

00:10:08.030 --> 00:10:08.751
You got to go do it.

00:10:09.111 --> 00:10:09.831
You got to go do it.

00:10:09.951 --> 00:10:10.793
Listening is nice.

00:10:11.072 --> 00:10:12.214
Doing is infinitely better.

00:10:12.912 --> 00:10:13.471
A hundred percent.

00:10:13.511 --> 00:10:15.052
So essentially it took a lot of their

00:10:15.092 --> 00:10:17.153
advice and everything that I could started

00:10:17.173 --> 00:10:18.052
to implement that.

00:10:18.273 --> 00:10:20.033
And I, again,

00:10:20.153 --> 00:10:21.833
I didn't know enough about business.

00:10:21.854 --> 00:10:23.674
So it was like everything that I had

00:10:23.735 --> 00:10:23.975
made,

00:10:23.995 --> 00:10:26.115
it just stayed in the business because the

00:10:26.174 --> 00:10:28.056
fear of failure is essentially the first

00:10:28.096 --> 00:10:29.956
field to run on as an entrepreneur,

00:10:30.236 --> 00:10:31.177
as I'm sure you know that.

00:10:31.317 --> 00:10:32.636
And kind of you telling me the story

00:10:32.677 --> 00:10:34.077
of you starting up the podcast and the

00:10:34.118 --> 00:10:35.518
media side of things, it's just like,

00:10:36.118 --> 00:10:36.759
Fear of failure.

00:10:36.778 --> 00:10:38.379
It's a really, really powerful tool.

00:10:38.660 --> 00:10:40.682
And it is something that heightens your

00:10:40.702 --> 00:10:42.884
capacity and lets you shows you that you

00:10:42.924 --> 00:10:44.426
can do a lot more than what you

00:10:44.466 --> 00:10:45.427
actually think that you can.

00:10:46.768 --> 00:10:48.429
So from there, it was just like, hey,

00:10:48.450 --> 00:10:49.410
let's keep this money in the bank.

00:10:49.431 --> 00:10:50.272
Let's keep it growing.

00:10:50.511 --> 00:10:53.394
And I was lucky enough to look at

00:10:53.434 --> 00:10:55.616
my past salary and then where I was

00:10:55.697 --> 00:10:56.398
at at that point.

00:10:56.418 --> 00:10:56.738
I was like,

00:10:56.857 --> 00:10:58.340
I just need to see thirteen,

00:10:58.360 --> 00:10:59.721
fourteen clients per week.

00:11:00.171 --> 00:11:01.951
And at that point I can call it

00:11:01.971 --> 00:11:02.451
breakeven.

00:11:03.032 --> 00:11:04.932
And then eventually I started to kind of

00:11:04.952 --> 00:11:05.812
progress past that.

00:11:05.932 --> 00:11:06.493
And then I was like,

00:11:06.732 --> 00:11:08.514
I think this might actually be a scalable

00:11:08.553 --> 00:11:08.874
model.

00:11:08.913 --> 00:11:10.975
So it was originally thought that

00:11:11.455 --> 00:11:13.176
cash-based physical therapy wasn't going

00:11:13.196 --> 00:11:13.696
to be that.

00:11:14.288 --> 00:11:16.070
And so prior to me being let go

00:11:16.090 --> 00:11:18.350
from my past position, I actually had,

00:11:19.471 --> 00:11:21.150
I did a clinical down in Kansas City

00:11:21.571 --> 00:11:23.451
and I had met my now business partner,

00:11:23.491 --> 00:11:23.871
Tyler,

00:11:23.951 --> 00:11:25.793
and he actually slid into my DMs and

00:11:25.832 --> 00:11:27.332
he was trying to get back into the

00:11:27.552 --> 00:11:28.374
Sioux Falls area.

00:11:28.533 --> 00:11:30.614
And I actually called him up after I

00:11:30.634 --> 00:11:30.995
was let go.

00:11:31.014 --> 00:11:31.475
I was like, hey,

00:11:31.495 --> 00:11:32.394
I got a job for you.

00:11:32.514 --> 00:11:34.576
This place that I was at, they,

00:11:34.816 --> 00:11:36.275
I mean, you can go work there.

00:11:36.975 --> 00:11:38.336
They're looking for your same credentials,

00:11:38.376 --> 00:11:40.138
your SCS and all the fancy stuff.

00:11:40.158 --> 00:11:41.217
And I'm sure you'd be a great fit.

00:11:41.798 --> 00:11:42.278
And he was like,

00:11:42.298 --> 00:11:44.239
I'm not sure that I want to do

00:11:44.259 --> 00:11:44.479
that.

00:11:44.519 --> 00:11:46.658
And so kind of went radio silent until

00:11:47.158 --> 00:11:48.320
this point in the business.

00:11:48.379 --> 00:11:49.259
And I called him back up.

00:11:49.279 --> 00:11:50.320
I was like, guy,

00:11:50.360 --> 00:11:51.639
I got a crazy idea.

00:11:51.759 --> 00:11:52.941
I want you to come work for me.

00:11:53.280 --> 00:11:54.360
I'm going to pay you terribly.

00:11:54.821 --> 00:11:56.442
But this is the vision that we're going

00:11:56.461 --> 00:11:57.341
to believe in.

00:11:57.581 --> 00:11:59.442
And there's potential for ownership if

00:11:59.481 --> 00:12:00.682
this decides to take off.

00:12:00.743 --> 00:12:02.682
So he actually ended up I started

00:12:03.302 --> 00:12:04.624
technically June twenty eight.

00:12:04.644 --> 00:12:06.264
Twenty twenty was when I saw my first

00:12:06.303 --> 00:12:06.624
client.

00:12:07.375 --> 00:12:09.496
Ended up hiring him September first of

00:12:09.537 --> 00:12:10.297
that same year.

00:12:10.917 --> 00:12:12.158
And yeah.

00:12:12.258 --> 00:12:14.538
And so the reason that he was okay

00:12:14.619 --> 00:12:16.519
working for me is I told him, hey,

00:12:16.538 --> 00:12:17.679
I'm going to pay you forty five grand

00:12:17.700 --> 00:12:18.039
a year.

00:12:18.340 --> 00:12:19.780
And as most PTs know,

00:12:19.821 --> 00:12:21.701
that's about half of what they typically

00:12:21.721 --> 00:12:22.061
will make,

00:12:22.120 --> 00:12:23.182
especially where he was at in this

00:12:23.221 --> 00:12:23.642
position.

00:12:24.514 --> 00:12:25.034
And I was like,

00:12:25.075 --> 00:12:27.839
but if this takes off, I'm January first,

00:12:27.879 --> 00:12:29.019
you hit X, Y, and Z,

00:12:29.059 --> 00:12:30.542
then here comes the ownership side of

00:12:30.581 --> 00:12:30.863
things.

00:12:30.923 --> 00:12:31.583
And sure enough,

00:12:31.624 --> 00:12:32.565
we kind of went from there.

00:12:32.625 --> 00:12:35.408
So with me not paying myself and

00:12:35.489 --> 00:12:37.051
committing to him and showing how much I

00:12:37.071 --> 00:12:38.251
believed in him, then he's like,

00:12:38.272 --> 00:12:39.234
all right, let's do this.

00:12:39.594 --> 00:12:40.433
Wow.

00:12:40.474 --> 00:12:41.254
So a couple of things, too,

00:12:41.274 --> 00:12:41.894
I didn't want to skip.

00:12:41.934 --> 00:12:42.615
I took notes.

00:12:42.975 --> 00:12:43.174
Right.

00:12:43.315 --> 00:12:43.955
Number one,

00:12:44.115 --> 00:12:47.255
there's a psychological concept called the

00:12:47.395 --> 00:12:48.897
sunk cost fallacy.

00:12:49.037 --> 00:12:50.476
Are you that one?

00:12:50.496 --> 00:12:51.677
No, no.

00:12:51.697 --> 00:12:52.778
That's like, you know,

00:12:52.977 --> 00:12:54.519
let's say you're halfway done going

00:12:54.538 --> 00:12:55.678
through law school, but you know,

00:12:55.719 --> 00:12:56.219
you hate it.

00:12:56.339 --> 00:12:56.678
It's like, well,

00:12:56.698 --> 00:12:58.779
I've already paid for half law school.

00:12:59.639 --> 00:13:01.422
I might as well just keep going because...

00:13:02.322 --> 00:13:03.182
So that's the concept.

00:13:03.243 --> 00:13:04.163
You know you hate it.

00:13:04.543 --> 00:13:07.167
You were halfway through loan forgiveness,

00:13:07.287 --> 00:13:08.748
that tenure period, right?

00:13:08.967 --> 00:13:10.249
And this wasn't by choice,

00:13:10.870 --> 00:13:12.191
losing your job halfway through.

00:13:12.211 --> 00:13:13.312
But you could have gone back and said,

00:13:13.331 --> 00:13:15.073
well, I've already put five years in.

00:13:15.813 --> 00:13:17.316
There's this other thing I sort of like

00:13:17.336 --> 00:13:18.976
and it feels better.

00:13:19.157 --> 00:13:21.940
Again, those jobs that are secure,

00:13:22.200 --> 00:13:22.919
using air quotes,

00:13:23.721 --> 00:13:25.522
aren't necessarily so secure, right?

00:13:25.542 --> 00:13:25.721
I mean,

00:13:25.741 --> 00:13:28.484
Jim Carrey is famous for saying that his

00:13:28.524 --> 00:13:29.804
dad was funnier than him.

00:13:30.645 --> 00:13:32.706
But because he had kids, he said,

00:13:33.047 --> 00:13:34.467
I'm going to go take an office job

00:13:34.947 --> 00:13:35.808
because it's safer.

00:13:35.908 --> 00:13:37.610
And then his dad wound up getting fired.

00:13:37.850 --> 00:13:39.250
So Jim Carrey's famous line is,

00:13:39.711 --> 00:13:42.913
do the thing you love because you could

00:13:42.933 --> 00:13:44.754
get fired from the job you hate anyway.

00:13:45.514 --> 00:13:48.336
So the whole sunk cost fallacy stops a

00:13:48.376 --> 00:13:49.038
lot of people.

00:13:49.878 --> 00:13:51.339
Cause they're like, well, the safe thing.

00:13:51.619 --> 00:13:53.220
I mean, Danny Matei, you brought him up.

00:13:53.841 --> 00:13:55.601
He was a military PT.

00:13:55.822 --> 00:13:56.062
I mean,

00:13:56.822 --> 00:13:58.423
he could have just stayed right there.

00:13:58.484 --> 00:14:00.405
Secure job and military guy, right?

00:14:00.426 --> 00:14:01.927
You're, you're secured employment, man.

00:14:02.206 --> 00:14:03.447
Military is not coming out of business

00:14:03.508 --> 00:14:05.609
anytime soon, but he knew in his heart,

00:14:05.629 --> 00:14:07.230
he was like, he tells the story.

00:14:07.691 --> 00:14:08.410
I didn't like it.

00:14:08.591 --> 00:14:09.751
And I wanted to change.

00:14:09.792 --> 00:14:10.312
And Hey man,

00:14:10.732 --> 00:14:11.953
we go around this thing a couple of

00:14:11.974 --> 00:14:13.134
times and then we're dirt.

00:14:13.674 --> 00:14:15.336
So you might as well be doing the

00:14:15.355 --> 00:14:16.275
thing that you wanted to do.

00:14:16.397 --> 00:14:17.937
All right, so Tyler comes on board.

00:14:18.577 --> 00:14:21.119
What happens next to where you are now?

00:14:21.158 --> 00:14:21.318
I mean,

00:14:21.379 --> 00:14:22.220
I feel like there's a lot of,

00:14:22.299 --> 00:14:23.961
I feel like the hockey stick on the

00:14:24.020 --> 00:14:25.301
chart goes up.

00:14:25.321 --> 00:14:26.182
When does that happen?

00:14:26.802 --> 00:14:28.883
So then it came down to the very

00:14:28.942 --> 00:14:30.803
non-traditional way of treating him.

00:14:30.904 --> 00:14:32.485
As you said, like the, hey,

00:14:32.705 --> 00:14:34.166
we like something, but we don't love it.

00:14:34.206 --> 00:14:35.147
And that's kind of how I felt in

00:14:35.167 --> 00:14:35.866
the last system.

00:14:35.927 --> 00:14:37.807
It was just like I was being pigeonholed

00:14:37.827 --> 00:14:39.408
to see post-op after post-op,

00:14:39.448 --> 00:14:40.629
and I just wasn't passionate about it.

00:14:41.009 --> 00:14:42.769
I was passionate about the individual that

00:14:42.789 --> 00:14:44.870
was coming in with aches and pains or

00:14:45.150 --> 00:14:46.691
something to prevent a surgery or

00:14:46.750 --> 00:14:48.591
medication intake or anything from there.

00:14:48.951 --> 00:14:50.371
And I felt like with the skills that

00:14:50.572 --> 00:14:52.851
I had between the hands on manual therapy

00:14:52.871 --> 00:14:54.773
training I had and then you throw into

00:14:54.812 --> 00:14:57.273
that the ongoing increased research and

00:14:57.312 --> 00:14:58.734
dry needling and the success that we've

00:14:58.774 --> 00:14:59.293
seen with that.

00:14:59.653 --> 00:15:00.693
And then the time of retention,

00:15:00.714 --> 00:15:01.514
I was just like,

00:15:01.634 --> 00:15:03.355
I think that there's more that we can

00:15:03.394 --> 00:15:03.815
do here.

00:15:03.835 --> 00:15:06.514
So we brought him down and his training

00:15:06.554 --> 00:15:07.075
process.

00:15:07.134 --> 00:15:07.395
Actually,

00:15:07.416 --> 00:15:08.735
he brought over his sister in law at

00:15:08.755 --> 00:15:09.115
the time.

00:15:09.975 --> 00:15:10.514
And him and I,

00:15:10.554 --> 00:15:12.817
we had a bottle of Jefferson Ocean,

00:15:13.096 --> 00:15:15.477
and I taught him every single skill that

00:15:15.557 --> 00:15:17.298
I knew under the sun.

00:15:17.599 --> 00:15:18.460
And from there,

00:15:18.480 --> 00:15:19.500
it was just like sink or swim.

00:15:19.879 --> 00:15:20.380
At that point,

00:15:20.500 --> 00:15:22.522
I had no experience managing people,

00:15:22.642 --> 00:15:25.563
being a leader, or even really education.

00:15:25.764 --> 00:15:26.644
So then at that point,

00:15:26.683 --> 00:15:27.163
it was just like, hey,

00:15:27.205 --> 00:15:28.085
this is what you have to do.

00:15:28.144 --> 00:15:29.725
Now it's the relational side of things.

00:15:30.206 --> 00:15:32.048
I had two to three gyms that I

00:15:32.067 --> 00:15:33.128
was working with at that point.

00:15:33.207 --> 00:15:33.548
I was like,

00:15:33.849 --> 00:15:35.669
these gyms are off limits to you because

00:15:35.730 --> 00:15:37.552
that is just compounding what we're

00:15:37.572 --> 00:15:38.131
already doing.

00:15:38.432 --> 00:15:40.052
But what I want is I want expansion.

00:15:40.374 --> 00:15:41.554
And so I want you to go find

00:15:41.835 --> 00:15:44.015
two to three other gyms because what we're

00:15:44.035 --> 00:15:45.476
going to notice is more cash based

00:15:45.496 --> 00:15:46.258
practices are coming.

00:15:46.298 --> 00:15:48.379
And I want to be able to put

00:15:48.419 --> 00:15:49.880
a chokehold on the roots.

00:15:50.701 --> 00:15:51.101
Exactly.

00:15:51.142 --> 00:15:52.503
The more gyms that we're in and the

00:15:52.523 --> 00:15:54.423
more that we can find our active avatar

00:15:54.443 --> 00:15:55.164
and going from there,

00:15:55.445 --> 00:15:56.946
the better chance that we have at success.

00:15:56.985 --> 00:15:57.846
So he went out there,

00:15:57.966 --> 00:16:00.729
he had to hunt for three gyms himself.

00:16:00.749 --> 00:16:03.051
He had average like two evals per week.

00:16:03.410 --> 00:16:04.491
He had average,

00:16:04.611 --> 00:16:06.432
I think like twelve to fifteen client

00:16:06.472 --> 00:16:08.914
visits per week by December thirty first.

00:16:09.254 --> 00:16:10.375
And then at that point he was able

00:16:10.395 --> 00:16:12.437
to buy in for ten percent ownership in

00:16:12.477 --> 00:16:13.698
which he was able to do.

00:16:15.006 --> 00:16:15.187
Wow.

00:16:15.347 --> 00:16:15.687
Okay.

00:16:16.149 --> 00:16:17.669
So now let's do this.

00:16:17.910 --> 00:16:19.272
Let's do that trick in the movies where

00:16:19.451 --> 00:16:19.893
you jump.

00:16:20.293 --> 00:16:23.197
Now we're going to just fast forward to

00:16:23.317 --> 00:16:23.697
now.

00:16:24.097 --> 00:16:26.600
What do things look like now as we

00:16:26.660 --> 00:16:28.543
record in March of twenty twenty six?

00:16:29.394 --> 00:16:31.797
Now things have definitely exploded

00:16:31.817 --> 00:16:33.217
probably within the last year and a half

00:16:33.258 --> 00:16:33.879
to two years.

00:16:34.879 --> 00:16:36.301
So right now we're based out of Sioux

00:16:36.321 --> 00:16:36.600
Falls.

00:16:36.620 --> 00:16:38.101
That's where our central hub is at.

00:16:38.682 --> 00:16:41.865
We have twenty three full time employees

00:16:42.225 --> 00:16:44.368
and three part time individuals.

00:16:45.107 --> 00:16:46.470
We're currently sitting in a forty seven

00:16:46.490 --> 00:16:48.010
hundred square foot building that honestly

00:16:48.030 --> 00:16:49.052
looks like a boutique gym.

00:16:49.371 --> 00:16:51.092
We don't have any STEM units.

00:16:51.113 --> 00:16:52.674
We don't have any ultrasounds units.

00:16:52.715 --> 00:16:53.995
We don't have any traction tables.

00:16:54.336 --> 00:16:55.496
We literally have turf.

00:16:55.657 --> 00:16:57.359
We have squat racks, treadmills.

00:16:57.938 --> 00:16:59.921
and then some insanely skilled therapists.

00:16:59.980 --> 00:17:00.461
From there,

00:17:00.520 --> 00:17:03.082
we have another office down in Omaha,

00:17:03.123 --> 00:17:03.663
Nebraska,

00:17:03.703 --> 00:17:05.204
where we have two physical therapists.

00:17:05.644 --> 00:17:07.326
And then we have one down in Austin,

00:17:07.346 --> 00:17:07.926
Texas,

00:17:08.547 --> 00:17:10.509
where she just started just over a year

00:17:10.548 --> 00:17:12.089
ago and she's absolutely crushing it.

00:17:12.369 --> 00:17:13.750
So shout out to Mary on that.

00:17:14.251 --> 00:17:16.894
And then we've also have a sister brand

00:17:16.913 --> 00:17:18.535
called Move U that does pediatric

00:17:18.674 --> 00:17:20.616
occupational therapy, physical therapy,

00:17:20.797 --> 00:17:20.957
and

00:17:22.237 --> 00:17:23.958
and speech that actually just started as

00:17:24.018 --> 00:17:26.159
sensory based occupational therapy,

00:17:26.479 --> 00:17:28.240
because we noticed that that was a very

00:17:28.359 --> 00:17:29.780
underutilized area,

00:17:29.881 --> 00:17:31.260
especially in the Sioux Falls area.

00:17:31.842 --> 00:17:33.722
And they've been crushing it over there.

00:17:33.782 --> 00:17:35.363
We got an insanely talented team.

00:17:35.383 --> 00:17:37.604
It's based around our OT there,

00:17:37.644 --> 00:17:38.505
whose name is Kristen.

00:17:39.285 --> 00:17:39.525
Wow.

00:17:39.684 --> 00:17:40.605
See a need, fill it,

00:17:41.046 --> 00:17:43.106
and then people will embrace you and tell

00:17:43.126 --> 00:17:43.926
their friends, hopefully,

00:17:43.946 --> 00:17:45.288
and they'll show up.

00:17:46.617 --> 00:17:48.361
the answer had to be people right from

00:17:48.461 --> 00:17:51.325
you to you plus one to you to

00:17:51.365 --> 00:17:54.088
now twenty plus in under six years

00:17:54.962 --> 00:17:56.523
the answer has to be people.

00:17:56.663 --> 00:17:57.964
I mean, obviously leadership,

00:17:57.984 --> 00:17:59.065
but leadership is people.

00:17:59.566 --> 00:18:00.946
What were some of the key culture

00:18:01.586 --> 00:18:02.227
decisions?

00:18:03.327 --> 00:18:05.669
These things do not happen by accident.

00:18:05.689 --> 00:18:07.170
You don't accident yourself to where you

00:18:07.230 --> 00:18:07.349
are.

00:18:07.390 --> 00:18:08.211
You don't, right?

00:18:08.590 --> 00:18:09.112
You just don't.

00:18:09.491 --> 00:18:10.932
So what were some of the intentional

00:18:11.512 --> 00:18:14.535
culture people decisions that you made

00:18:14.795 --> 00:18:17.477
that allowed that kind of growth in such

00:18:17.497 --> 00:18:17.977
a short time?

00:18:18.811 --> 00:18:21.373
So the key for hiring Tyler was Tyler

00:18:21.393 --> 00:18:23.252
was as close and similar to myself as

00:18:23.292 --> 00:18:23.673
possible.

00:18:23.713 --> 00:18:25.273
Being able to have somebody in case I

00:18:25.294 --> 00:18:25.634
went down,

00:18:25.733 --> 00:18:26.974
got injured or something like that,

00:18:27.335 --> 00:18:30.056
that my clients could automatically be

00:18:30.076 --> 00:18:31.756
close to and just kind of slide over

00:18:31.996 --> 00:18:33.436
and be able to have somebody that they

00:18:33.477 --> 00:18:34.317
trust and go from there.

00:18:34.967 --> 00:18:36.626
Our hire after that was Mary,

00:18:36.767 --> 00:18:38.107
who's now in Austin, Texas,

00:18:38.188 --> 00:18:39.647
but she started here in Sioux Falls.

00:18:40.688 --> 00:18:42.189
We wanted somebody that was completely

00:18:42.249 --> 00:18:42.788
opposite of us.

00:18:43.209 --> 00:18:44.348
I'm about six foot four.

00:18:44.388 --> 00:18:45.890
She's about five foot three.

00:18:46.690 --> 00:18:47.289
She's a runner.

00:18:47.430 --> 00:18:49.310
I am not notoriously a runner by any

00:18:49.351 --> 00:18:49.691
means.

00:18:50.371 --> 00:18:52.730
She had passionate in the CrossFit world

00:18:52.770 --> 00:18:53.471
and women's health.

00:18:53.771 --> 00:18:55.211
And so we wanted to find something

00:18:55.612 --> 00:18:57.492
to then expand even further not just

00:18:57.553 --> 00:18:59.193
expand to the next gym but also the

00:18:59.253 --> 00:19:01.234
services and the type of avatar that

00:19:01.275 --> 00:19:02.734
people could connect with and honestly

00:19:02.755 --> 00:19:04.115
that's something that we chase moving

00:19:04.155 --> 00:19:06.576
forward is finding individuals that are

00:19:06.616 --> 00:19:08.238
passionate about a certain area it's not

00:19:08.357 --> 00:19:09.698
doesn't have to be a specific area that

00:19:09.718 --> 00:19:11.519
we're hunting for just be passionate about

00:19:11.538 --> 00:19:12.740
it we've got a guy on our team

00:19:12.759 --> 00:19:14.579
that loves treating wrestlers he was a

00:19:15.000 --> 00:19:17.701
college wrestler and we saw almost no

00:19:17.741 --> 00:19:19.623
wrestlers prior to him coming here and now

00:19:19.702 --> 00:19:21.002
his schedule is probably about sixty

00:19:21.042 --> 00:19:22.483
seventy percent wrestlers we got

00:19:23.124 --> 00:19:24.204
Uh, one of the arguably,

00:19:24.345 --> 00:19:26.066
one of the best run I've ever seen

00:19:26.205 --> 00:19:27.446
and what we've noticed with all these

00:19:27.487 --> 00:19:30.067
individuals is they're all high achievers.

00:19:30.428 --> 00:19:32.489
They're insanely coachable and they're

00:19:32.509 --> 00:19:33.250
bought it.

00:19:33.269 --> 00:19:35.310
They understand what we're trying to do

00:19:35.471 --> 00:19:36.392
and move forward,

00:19:36.432 --> 00:19:38.373
but they also understand that we provide

00:19:38.413 --> 00:19:38.913
harmony.

00:19:38.952 --> 00:19:41.114
So we always say that we don't believe

00:19:41.153 --> 00:19:43.336
in balance balance is bullshit because.

00:19:44.036 --> 00:19:45.900
there there's no even keel there it's

00:19:45.960 --> 00:19:47.883
always hey sometimes life is going to need

00:19:47.903 --> 00:19:49.506
more sometimes the business is going to

00:19:49.546 --> 00:19:51.569
need more and so we try to get

00:19:51.589 --> 00:19:53.272
ahead of that by making sure like all

00:19:53.292 --> 00:19:55.196
of our pts maximum they're seeing is

00:19:55.217 --> 00:19:55.497
between

00:19:56.396 --> 00:19:57.777
Thirty three clients to thirty five

00:19:57.817 --> 00:19:58.718
clients per week.

00:19:59.117 --> 00:20:00.057
And then on top of that,

00:20:00.117 --> 00:20:04.199
we provide them with your traditional days

00:20:04.318 --> 00:20:07.539
off that you have for holidays and all

00:20:07.579 --> 00:20:07.920
those things.

00:20:07.960 --> 00:20:09.799
But we also provide their birthdays off

00:20:09.859 --> 00:20:11.601
spouses, birthday, kids, birthdays,

00:20:11.820 --> 00:20:12.480
anniversary.

00:20:12.560 --> 00:20:13.901
And those are things that are just built

00:20:13.941 --> 00:20:14.621
in the package.

00:20:14.961 --> 00:20:16.241
And then we also say thank you.

00:20:16.321 --> 00:20:17.682
One more step by paying for one hundred

00:20:17.701 --> 00:20:18.821
percent health insurance for.

00:20:20.061 --> 00:20:21.423
Sounds like you reverse engineered what

00:20:21.442 --> 00:20:22.123
you were looking for.

00:20:23.277 --> 00:20:24.919
Yeah, all the frustrations that I had.

00:20:24.939 --> 00:20:26.520
And it's kind of funny that you said

00:20:26.540 --> 00:20:29.523
that because I designed this document of

00:20:29.564 --> 00:20:32.406
different frustrations of my past job that

00:20:32.446 --> 00:20:34.009
I wanted to implement to help their

00:20:34.048 --> 00:20:34.670
company out.

00:20:35.089 --> 00:20:36.291
And I just kept getting slapped on the

00:20:36.311 --> 00:20:37.772
wrist and told to be quiet.

00:20:37.972 --> 00:20:39.255
And then next thing you know,

00:20:39.595 --> 00:20:40.856
I'm using that as my business startup

00:20:40.896 --> 00:20:41.217
document.

00:20:41.615 --> 00:20:42.497
that's your North star.

00:20:42.856 --> 00:20:44.719
I mean, that's what you're doing, right?

00:20:44.778 --> 00:20:46.259
Like we get, again,

00:20:46.319 --> 00:20:47.821
we get one go around, man.

00:20:48.142 --> 00:20:49.442
And if you're saying, I wish, I wish,

00:20:49.502 --> 00:20:50.604
I wish, but you literally,

00:20:50.624 --> 00:20:52.625
like some people would say, it's just,

00:20:53.186 --> 00:20:53.426
you know,

00:20:53.446 --> 00:20:54.627
think about what you want and create it.

00:20:54.647 --> 00:20:57.410
You quite literally wrote it down.

00:20:57.430 --> 00:20:58.211
Yes.

00:20:58.250 --> 00:20:59.612
Did that help when it made it,

00:20:59.712 --> 00:21:00.692
when you wrote it down?

00:21:00.752 --> 00:21:01.954
Did it, what did it do?

00:21:03.413 --> 00:21:03.794
Honestly,

00:21:03.814 --> 00:21:06.215
it highlighted how much in a big system,

00:21:06.816 --> 00:21:08.617
things like you can tell one person,

00:21:08.758 --> 00:21:09.939
but then it's like the telephone game.

00:21:09.959 --> 00:21:12.420
They have to tell the next person.

00:21:12.819 --> 00:21:14.701
Where you start something small,

00:21:14.882 --> 00:21:16.663
I can make a change immediately.

00:21:17.083 --> 00:21:17.943
And then all of a sudden,

00:21:17.963 --> 00:21:19.805
that ripple effect is felt right then and

00:21:19.825 --> 00:21:20.085
there.

00:21:20.265 --> 00:21:22.626
And so I also just wanted to make

00:21:22.666 --> 00:21:25.108
that feel like no matter how big that

00:21:25.148 --> 00:21:26.390
we get in certain locations,

00:21:26.730 --> 00:21:28.651
I always want that small feel because I

00:21:28.770 --> 00:21:29.692
want that experience.

00:21:29.751 --> 00:21:31.353
I want individuals to know that they can

00:21:32.054 --> 00:21:33.494
Shoot us a text if something's going

00:21:33.516 --> 00:21:33.816
wrong.

00:21:33.875 --> 00:21:35.116
Give us a call if they need an

00:21:35.178 --> 00:21:36.499
emergency visit on a weekend.

00:21:36.779 --> 00:21:37.621
But at the same time,

00:21:37.661 --> 00:21:39.442
be able to make connections like this on

00:21:39.702 --> 00:21:41.265
a much larger scale than what we're used

00:21:41.285 --> 00:21:42.926
to just to be able to connect and

00:21:42.967 --> 00:21:44.469
just kind of show like this is still

00:21:44.489 --> 00:21:45.309
a part of who we are,

00:21:45.349 --> 00:21:46.711
the DNA of what we're trying to create.

00:21:47.992 --> 00:21:48.153
Yeah.

00:21:48.192 --> 00:21:49.773
It sounds like instead of becoming a giant

00:21:49.834 --> 00:21:50.554
aircraft carrier,

00:21:50.574 --> 00:21:53.316
you became a group of speedboats.

00:21:53.715 --> 00:21:54.675
But when you're together,

00:21:54.976 --> 00:21:56.356
because each of them has autonomy,

00:21:56.777 --> 00:21:58.157
each of them has the area that they

00:21:58.258 --> 00:21:59.438
like and have.

00:21:59.617 --> 00:22:01.118
Well, you want to treat wrestlers, man,

00:22:01.138 --> 00:22:02.940
help me find the wrestlers and you could

00:22:02.960 --> 00:22:03.880
treat a hundred percent wrestlers,

00:22:03.920 --> 00:22:05.601
but show me how to do that.

00:22:06.060 --> 00:22:08.662
We can work together instead of I demand

00:22:08.741 --> 00:22:09.962
this and then you have to work.

00:22:10.042 --> 00:22:12.344
It's you're meeting them more than in the

00:22:12.384 --> 00:22:12.604
middle.

00:22:13.402 --> 00:22:13.821
Absolutely.

00:22:13.842 --> 00:22:15.042
And everything's a conversation.

00:22:15.103 --> 00:22:16.343
And I think that's something that's really

00:22:16.383 --> 00:22:18.443
good is between the coaching either my

00:22:18.483 --> 00:22:20.585
team gets with myself or with Tyler or

00:22:20.665 --> 00:22:22.086
anything and putting in the right people

00:22:22.105 --> 00:22:22.866
in the right seats.

00:22:23.727 --> 00:22:25.968
We run our business through what's called

00:22:26.008 --> 00:22:27.909
Traction by Gina Wickman.

00:22:27.949 --> 00:22:28.909
Fantastic book.

00:22:29.009 --> 00:22:29.609
And honestly,

00:22:29.630 --> 00:22:30.970
first time I read it starting up my

00:22:31.009 --> 00:22:31.391
business,

00:22:32.570 --> 00:22:34.011
all of it was completely over my head.

00:22:34.412 --> 00:22:35.972
But our investors at that time was like,

00:22:36.012 --> 00:22:37.012
this is the way that you need to

00:22:37.053 --> 00:22:37.333
do it.

00:22:37.493 --> 00:22:39.413
And even now to this date where both

00:22:39.473 --> 00:22:40.454
of those investors are

00:22:40.838 --> 00:22:42.579
bought out and gone it's also one of

00:22:42.599 --> 00:22:44.540
those things that's just like that was so

00:22:44.580 --> 00:22:46.682
valuable what they gave us is telling us

00:22:46.722 --> 00:22:48.743
like have the hard conversations have

00:22:48.784 --> 00:22:50.545
systems in place have the right people in

00:22:50.565 --> 00:22:52.486
the right seat that have the uh get

00:22:52.526 --> 00:22:54.186
it want a capacity to do it and

00:22:54.207 --> 00:22:55.988
then from there the business will take

00:22:56.028 --> 00:22:58.169
care of itself yeah do the small things

00:22:58.189 --> 00:23:00.730
and the biz the big things magic magically

00:23:00.770 --> 00:23:03.092
happen right it sounds like you knocked

00:23:03.132 --> 00:23:04.873
over the small dominoes first and then

00:23:04.992 --> 00:23:06.493
when you knock over the small ones the

00:23:06.753 --> 00:23:07.734
bigger ones will follow

00:23:08.356 --> 00:23:09.438
You said something interesting too.

00:23:09.498 --> 00:23:12.538
Burnout isn't always about volume.

00:23:12.959 --> 00:23:14.779
Sometimes it's about ownership,

00:23:14.859 --> 00:23:15.579
personal business.

00:23:15.599 --> 00:23:15.720
I mean,

00:23:15.759 --> 00:23:16.921
ownership can have a lot of words.

00:23:17.641 --> 00:23:18.361
Help me understand.

00:23:18.602 --> 00:23:20.622
Burnout isn't always about volume.

00:23:20.642 --> 00:23:21.603
Sometimes it's about ownership.

00:23:22.287 --> 00:23:22.567
Yeah.

00:23:22.606 --> 00:23:24.730
So, uh, I'll even talk to, uh,

00:23:24.970 --> 00:23:26.932
about kind of my own personal path and

00:23:26.951 --> 00:23:28.133
just like at the previous jobs,

00:23:28.153 --> 00:23:30.454
like I was not passionate about treating

00:23:30.494 --> 00:23:31.957
post-ops and like,

00:23:31.977 --> 00:23:33.178
doesn't mean I wasn't good at it.

00:23:33.238 --> 00:23:34.578
Doesn't mean that I wasn't capable of

00:23:34.618 --> 00:23:34.960
doing it,

00:23:35.279 --> 00:23:36.340
but it was one of those things that's

00:23:36.361 --> 00:23:37.662
just like another total knee,

00:23:37.682 --> 00:23:38.603
another total hip.

00:23:38.643 --> 00:23:39.084
And it was.

00:23:39.463 --> 00:23:41.506
kind of the ongoing repetition and it was

00:23:41.526 --> 00:23:42.307
just like, okay,

00:23:42.326 --> 00:23:45.390
so the surgery goes well and the PT

00:23:45.410 --> 00:23:45.971
goes well,

00:23:45.990 --> 00:23:48.512
all of a sudden the MD gets a

00:23:48.532 --> 00:23:48.913
shout out.

00:23:48.932 --> 00:23:50.795
But if PT starts going off track,

00:23:50.815 --> 00:23:52.096
then it's time for them to find another

00:23:52.156 --> 00:23:54.378
PT or the client would come in

00:23:54.838 --> 00:23:56.700
and think that this surgery was going to

00:23:57.759 --> 00:24:00.260
automatically turn up their lifestyle and

00:24:00.280 --> 00:24:01.221
their activity level.

00:24:01.721 --> 00:24:03.102
And it wasn't always the case.

00:24:03.301 --> 00:24:04.962
And just like seeing that up and downs

00:24:05.063 --> 00:24:06.522
of disappointment and going from there.

00:24:06.682 --> 00:24:08.604
And so I tried to get so much

00:24:08.644 --> 00:24:10.944
continued education to pigeonhole that I

00:24:10.964 --> 00:24:12.625
would just be seeing sports and

00:24:12.664 --> 00:24:14.046
performance and going from there.

00:24:14.486 --> 00:24:15.946
But then I realized it was just a

00:24:16.007 --> 00:24:17.827
ladder game and I needed to wait until

00:24:17.847 --> 00:24:19.489
the next year or two years or that

00:24:19.509 --> 00:24:21.690
person retires or this person's gone in

00:24:21.750 --> 00:24:22.851
order to move up from there.

00:24:23.391 --> 00:24:25.571
And then even in terms of other burnout,

00:24:25.612 --> 00:24:27.333
it's just like sometimes it was just like,

00:24:27.713 --> 00:24:30.015
how many units can you charge during this

00:24:30.055 --> 00:24:30.375
time?

00:24:30.454 --> 00:24:33.797
How many individuals can you bring in and

00:24:33.836 --> 00:24:35.438
pump out at the same time while still

00:24:35.718 --> 00:24:36.679
creating decent care?

00:24:37.159 --> 00:24:39.402
And a lot of times when that would

00:24:39.521 --> 00:24:40.102
show up,

00:24:40.343 --> 00:24:41.743
a lot of these individuals would just say,

00:24:41.763 --> 00:24:42.184
you know what,

00:24:42.464 --> 00:24:43.526
I'm not passionate about this,

00:24:43.566 --> 00:24:45.028
but I'm here for my eight to five

00:24:45.067 --> 00:24:45.568
paycheck.

00:24:45.628 --> 00:24:47.550
And then after that, I'm done.

00:24:47.911 --> 00:24:49.272
And there was no harmony to that.

00:24:49.313 --> 00:24:51.295
The balance was the start and end of

00:24:51.315 --> 00:24:51.736
the job.

00:24:52.115 --> 00:24:54.097
versus allowing for listening to clients

00:24:54.117 --> 00:24:55.659
that might need a treatment on a weekend

00:24:55.699 --> 00:24:57.401
or a weeknight or something like that in

00:24:57.421 --> 00:24:58.261
order to work with them.

00:24:58.682 --> 00:25:00.624
But then you don't mind it because it's

00:25:00.644 --> 00:25:01.805
somebody that you want to treat,

00:25:01.825 --> 00:25:02.705
that you're passionate about,

00:25:02.726 --> 00:25:05.067
that you become friends with over time,

00:25:05.087 --> 00:25:07.049
but still able to remain the professional

00:25:07.069 --> 00:25:08.451
in the room to keep them carrying on.

00:25:08.891 --> 00:25:10.553
And I've noticed that when you have the

00:25:10.593 --> 00:25:11.133
autonomy,

00:25:11.192 --> 00:25:11.413
whether

00:25:12.515 --> 00:25:14.576
the ownership in a company that you truly

00:25:14.616 --> 00:25:16.778
care in every single session especially in

00:25:16.798 --> 00:25:18.439
the cash based world has to be a

00:25:18.459 --> 00:25:20.079
hundred percent dialed in because these

00:25:20.099 --> 00:25:21.361
people are coming in to pay their cold

00:25:21.401 --> 00:25:23.222
hard cash so the experience has to be

00:25:23.462 --> 00:25:25.223
spot on the treatment has to be spot

00:25:25.304 --> 00:25:26.724
on and the value has to be there

00:25:27.184 --> 00:25:28.566
but then to take that a step further

00:25:28.686 --> 00:25:31.067
being employed within a cash based company

00:25:31.407 --> 00:25:33.250
is giving them the autonomy to see who

00:25:33.289 --> 00:25:35.111
they want and empowering them with that

00:25:35.451 --> 00:25:37.413
that next level and that next ability to

00:25:37.432 --> 00:25:38.673
say all right you want that i will

00:25:38.693 --> 00:25:40.275
lay out the path for you you chase

00:25:40.335 --> 00:25:41.796
it create the job that you want

00:25:42.135 --> 00:25:42.717
Yeah.

00:25:42.757 --> 00:25:42.876
Yeah.

00:25:42.896 --> 00:25:43.396
You've got it.

00:25:43.777 --> 00:25:44.698
If this is what you want,

00:25:45.179 --> 00:25:45.939
I can help you build it.

00:25:45.959 --> 00:25:47.681
But we sounds like you're creating a group

00:25:47.721 --> 00:25:49.061
of builders.

00:25:49.142 --> 00:25:49.702
Absolutely.

00:25:50.002 --> 00:25:50.442
Absolutely.

00:25:50.482 --> 00:25:52.865
I'm always into hiring the right person,

00:25:52.984 --> 00:25:54.145
even if it happens to be the wrong

00:25:54.165 --> 00:25:54.346
time.

00:25:55.185 --> 00:25:56.326
Very gut instinct.

00:25:56.467 --> 00:25:57.606
My business partner, Tyler,

00:25:57.626 --> 00:25:59.208
he's way more analytical on that.

00:25:59.607 --> 00:26:01.128
I'm way more gut instinct.

00:26:01.148 --> 00:26:02.209
This is who I think we need to

00:26:02.229 --> 00:26:02.809
hire next.

00:26:03.150 --> 00:26:04.049
They're fantastic.

00:26:04.109 --> 00:26:05.810
Let's stock them until they want to come

00:26:05.931 --> 00:26:06.632
on board.

00:26:06.672 --> 00:26:07.491
You got a good person.

00:26:07.652 --> 00:26:08.813
We'll figure out where to put them.

00:26:08.853 --> 00:26:09.932
Don't worry about it.

00:26:09.972 --> 00:26:11.253
The hard part is the diamond.

00:26:11.294 --> 00:26:12.453
We'll figure out what to do with the

00:26:12.493 --> 00:26:13.914
diamond if you've got one sitting in front

00:26:13.954 --> 00:26:14.154
of you.

00:26:14.615 --> 00:26:16.455
I want to say thanks to our friends

00:26:16.476 --> 00:26:18.017
at Empower, keeping the show on the air.

00:26:18.656 --> 00:26:19.958
Documentation shouldn't be the hardest

00:26:19.978 --> 00:26:20.577
part of your day.

00:26:20.857 --> 00:26:21.358
And if it is...

00:26:22.284 --> 00:26:23.044
You can change it.

00:26:23.203 --> 00:26:25.585
It sucks changing an EMR,

00:26:25.964 --> 00:26:27.204
but I'm telling you the juice is typically

00:26:27.244 --> 00:26:27.846
worth a squeeze.

00:26:28.425 --> 00:26:30.445
Empower EMR was built specifically for

00:26:30.486 --> 00:26:32.727
rehab therapy practices designed to match

00:26:32.747 --> 00:26:33.767
how PTs actually work.

00:26:34.007 --> 00:26:36.508
Simple workflows, clean documentation,

00:26:36.928 --> 00:26:38.269
and tools that make it easier to stay

00:26:38.288 --> 00:26:40.189
compliant without slowing you down.

00:26:40.229 --> 00:26:41.250
It's always frustrating.

00:26:41.569 --> 00:26:43.569
So if you're evaluating EMRs or just

00:26:43.730 --> 00:26:45.010
fighting with your current system,

00:26:45.111 --> 00:26:45.730
take a look.

00:26:46.501 --> 00:26:47.803
at Empower EMR.

00:26:48.002 --> 00:26:50.384
I know the change can be hectic.

00:26:50.484 --> 00:26:51.346
I understand that.

00:26:51.786 --> 00:26:53.027
But otherwise,

00:26:53.047 --> 00:26:53.948
you're going to use it every day.

00:26:54.028 --> 00:26:56.288
It's like it's sand in your bathing suits,

00:26:56.348 --> 00:26:56.789
my friend.

00:26:56.849 --> 00:26:57.730
So just take a look.

00:26:58.371 --> 00:26:59.751
Built for PTs, not accountants.

00:27:00.011 --> 00:27:02.173
Learn more at EmpowerEMR.com.

00:27:02.193 --> 00:27:03.575
That is Empower EMR.

00:27:06.406 --> 00:27:08.509
Cash-based physical therapy still feels

00:27:09.028 --> 00:27:11.250
intimidating for a lot of clinicians.

00:27:11.290 --> 00:27:11.471
Again,

00:27:11.510 --> 00:27:13.132
I mentioned I'm going down to one of

00:27:13.791 --> 00:27:15.653
Danny Maté's masterminds.

00:27:15.693 --> 00:27:15.993
Essentially,

00:27:16.013 --> 00:27:17.275
it's just a group of people who are

00:27:17.335 --> 00:27:19.096
somewhere in the process with him and his

00:27:19.135 --> 00:27:19.935
group of doing it.

00:27:20.817 --> 00:27:22.397
What misconceptions?

00:27:22.597 --> 00:27:23.838
Most of the time when people think

00:27:23.878 --> 00:27:25.980
something is hard or scary or impossible,

00:27:26.840 --> 00:27:29.002
it's a misconception and the funny part is

00:27:29.103 --> 00:27:30.363
once you get past that you turn around

00:27:30.384 --> 00:27:31.743
you look at it you're like that's what

00:27:31.763 --> 00:27:33.204
was holding me back that's what i was

00:27:33.224 --> 00:27:36.407
afraid of so what misconceptions do you

00:27:36.468 --> 00:27:38.689
see most often when people are like oh

00:27:38.729 --> 00:27:39.970
i could never do that or that wouldn't

00:27:39.990 --> 00:27:41.790
work here you're in south dakota man

00:27:43.432 --> 00:27:45.093
Price tag and demographics.

00:27:45.712 --> 00:27:46.554
For sure the price tag.

00:27:46.574 --> 00:27:49.015
So every time that I go to Briarcliff

00:27:49.055 --> 00:27:51.036
University or University of South Dakota

00:27:51.076 --> 00:27:52.576
and I teach a little portion of the

00:27:52.596 --> 00:27:53.155
business side,

00:27:53.236 --> 00:27:54.457
one of the first questions I ask is,

00:27:54.717 --> 00:27:55.758
how much do you think it costs for

00:27:55.778 --> 00:27:57.218
me to start up my own practice?

00:27:57.278 --> 00:27:58.838
And you get wild numbers.

00:27:59.259 --> 00:28:00.559
I think the highest I've ever heard was

00:28:00.619 --> 00:28:01.119
over a million.

00:28:01.759 --> 00:28:03.540
And some people are seven hundred fifty

00:28:03.580 --> 00:28:04.801
thousand, three hundred thousand,

00:28:04.842 --> 00:28:05.522
two hundred thousand.

00:28:05.542 --> 00:28:06.482
When I told them that I started up

00:28:06.522 --> 00:28:08.744
this whole business for less than four

00:28:08.765 --> 00:28:11.445
grand, they're like, are you serious?

00:28:11.465 --> 00:28:13.126
I was like, yeah,

00:28:13.147 --> 00:28:15.769
the cheaper materials in terms of a

00:28:15.808 --> 00:28:16.569
massage table,

00:28:16.769 --> 00:28:18.330
you need to be really highly skilled.

00:28:18.371 --> 00:28:19.672
Hopefully you have that prior to going

00:28:19.731 --> 00:28:20.291
into it.

00:28:20.951 --> 00:28:21.772
But then on top of that,

00:28:21.813 --> 00:28:23.854
dry needles was probably my highest cost.

00:28:23.933 --> 00:28:24.134
I mean,

00:28:24.214 --> 00:28:26.316
I almost didn't start the company because

00:28:26.355 --> 00:28:27.557
of two hundred dollars worth of foam

00:28:27.596 --> 00:28:27.876
rollers.

00:28:28.397 --> 00:28:30.181
And it was just like it's just like

00:28:30.320 --> 00:28:31.864
where you're at at that point in time

00:28:32.144 --> 00:28:33.767
and realizing it doesn't take that much.

00:28:33.807 --> 00:28:35.550
What it does take is the sweat equity.

00:28:35.952 --> 00:28:37.473
The sweat equity and the grit that goes

00:28:37.513 --> 00:28:39.354
with it, quite frankly,

00:28:39.374 --> 00:28:41.555
for the first two years of starting a

00:28:41.595 --> 00:28:42.994
company, you got to be a yes man.

00:28:43.316 --> 00:28:44.175
You're a yes woman.

00:28:44.195 --> 00:28:45.516
And you got to say yes to all

00:28:45.556 --> 00:28:47.557
these different things going on because

00:28:47.576 --> 00:28:48.797
you need that brand exposure.

00:28:48.817 --> 00:28:50.157
You got to let people know that you're

00:28:50.518 --> 00:28:52.138
there where these other companies can pay

00:28:52.179 --> 00:28:53.098
the money to put it up on the

00:28:53.138 --> 00:28:54.638
billboard that I can't afford.

00:28:54.920 --> 00:28:55.460
But you know what?

00:28:55.559 --> 00:28:56.059
I'm right here.

00:28:56.099 --> 00:28:56.680
I'm in your face.

00:28:56.700 --> 00:28:58.941
And I'm willing to have that conversation

00:28:58.961 --> 00:29:00.601
and provide as much value with you as

00:29:00.641 --> 00:29:01.142
possible.

00:29:01.561 --> 00:29:02.922
Yeah.

00:29:02.981 --> 00:29:03.603
It's funny.

00:29:04.123 --> 00:29:04.583
You get...

00:29:05.366 --> 00:29:06.448
real crafty.

00:29:07.048 --> 00:29:07.809
And then later on,

00:29:07.829 --> 00:29:09.892
when you do have the forty thousand square

00:29:09.912 --> 00:29:10.772
foot facility,

00:29:11.554 --> 00:29:14.297
you sort of hopefully you regain that you

00:29:14.336 --> 00:29:16.038
retain that sort of gritty mentality.

00:29:16.278 --> 00:29:17.240
I'll give you an example.

00:29:17.601 --> 00:29:19.282
The radio station that I want to finish

00:29:19.303 --> 00:29:21.464
in my career with started off as sort

00:29:21.484 --> 00:29:21.785
of like

00:29:22.445 --> 00:29:25.207
the third stepchild in the market.

00:29:25.507 --> 00:29:26.886
There were four radio stations in one

00:29:26.926 --> 00:29:27.707
building, but then, you know,

00:29:27.727 --> 00:29:29.347
there's fifteen other radio stations in

00:29:29.387 --> 00:29:29.847
the market.

00:29:30.627 --> 00:29:32.929
And nobody's going to put money into the

00:29:33.588 --> 00:29:35.868
third best rock station in an area.

00:29:36.390 --> 00:29:37.990
So my boss and I looked at me,

00:29:38.009 --> 00:29:39.190
I'm like, he's like, I'm like, well,

00:29:39.210 --> 00:29:40.951
we need billboards and we need you guys.

00:29:41.070 --> 00:29:41.891
I don't care what we need.

00:29:41.931 --> 00:29:43.171
We're getting it.

00:29:43.211 --> 00:29:45.771
So he taught me to look at what

00:29:45.811 --> 00:29:46.211
do we got?

00:29:46.251 --> 00:29:46.892
He's like, well,

00:29:47.511 --> 00:29:49.373
we've got a van with a big logo

00:29:49.452 --> 00:29:49.673
on it.

00:29:50.938 --> 00:29:52.338
They'll give us as much gas as we

00:29:52.358 --> 00:29:52.499
want.

00:29:52.519 --> 00:29:53.460
We've got a gas card.

00:29:54.819 --> 00:29:56.801
And then we've got a Xerox machine.

00:29:56.821 --> 00:29:59.383
We've got a copier and as much paper

00:29:59.423 --> 00:30:00.022
as we want.

00:30:00.463 --> 00:30:02.545
So we drove around and we'd make funny

00:30:02.585 --> 00:30:04.826
posters, almost like band posters.

00:30:05.486 --> 00:30:07.528
These were memes before memes were memes.

00:30:08.107 --> 00:30:10.249
And we would drive around and we'd go

00:30:10.269 --> 00:30:12.730
to TGI Fridays and we'd just put them

00:30:12.770 --> 00:30:13.810
under windshield wipers.

00:30:14.491 --> 00:30:16.112
And there's no way to measure that ROI

00:30:16.132 --> 00:30:16.472
properly.

00:30:17.252 --> 00:30:19.253
at all especially in radio especially back

00:30:19.294 --> 00:30:23.015
then but you just you you you i

00:30:23.055 --> 00:30:24.674
think it was eisenhower said you don't go

00:30:24.694 --> 00:30:25.714
to war with what you need you go

00:30:25.734 --> 00:30:28.155
to war with what you have so amen

00:30:28.215 --> 00:30:29.635
i got two hands and i got a

00:30:29.695 --> 00:30:32.457
table all right like what can i do

00:30:32.497 --> 00:30:34.817
with this and the funny part is i

00:30:34.857 --> 00:30:35.978
still act like that

00:30:36.698 --> 00:30:37.377
Which is, well,

00:30:37.397 --> 00:30:38.439
now we have some more resources.

00:30:38.499 --> 00:30:39.440
I go, yeah, yeah, yeah.

00:30:39.720 --> 00:30:41.340
But are we just using it because we

00:30:41.401 --> 00:30:41.861
have it?

00:30:41.961 --> 00:30:42.981
Or is it the best option?

00:30:43.021 --> 00:30:45.462
Is the best option to be a little

00:30:45.502 --> 00:30:47.104
MacGyver-y or be a little,

00:30:47.544 --> 00:30:48.765
you're dropped on a desert island,

00:30:49.045 --> 00:30:49.905
figure it out-y.

00:30:50.006 --> 00:30:51.467
And you get some really interesting,

00:30:51.487 --> 00:30:53.087
that's how you differentiate because you

00:30:53.127 --> 00:30:54.568
get some really different solutions that

00:30:54.628 --> 00:30:55.788
most people don't see.

00:30:55.828 --> 00:30:57.190
A hundred percent.

00:30:57.289 --> 00:30:58.471
And taking that from,

00:30:58.830 --> 00:31:00.692
and I think that's why this company is

00:31:00.711 --> 00:31:02.012
just like so special is because

00:31:02.425 --> 00:31:04.365
it does have that grassroots mentality.

00:31:04.425 --> 00:31:05.886
And there was plenty of times like

00:31:06.307 --> 00:31:08.027
weekends and different things that you're

00:31:08.047 --> 00:31:09.387
saying yes to that typically you wouldn't.

00:31:09.688 --> 00:31:11.147
There's several times that I'd show up to

00:31:11.188 --> 00:31:13.568
people's houses for a home call at seven

00:31:13.608 --> 00:31:14.209
thirty p.m.

00:31:14.249 --> 00:31:14.628
at night.

00:31:14.669 --> 00:31:16.028
And it was like cutting in.

00:31:16.068 --> 00:31:16.729
But at the same time,

00:31:16.749 --> 00:31:18.109
it was the best exposure that I had.

00:31:18.170 --> 00:31:19.750
And a few of those things is and

00:31:19.769 --> 00:31:20.809
one of the things that I coach on

00:31:20.869 --> 00:31:22.211
now is just like, hey,

00:31:22.250 --> 00:31:25.111
what is your what is your current small

00:31:25.151 --> 00:31:27.132
bubble that you're just comfortable in and

00:31:27.172 --> 00:31:28.771
how do you push that capacity to get

00:31:28.832 --> 00:31:29.071
more?

00:31:29.372 --> 00:31:30.292
Because quite frankly,

00:31:30.313 --> 00:31:32.093
like I hate being on social media.

00:31:33.413 --> 00:31:35.874
But at the time, especially during COVID,

00:31:35.894 --> 00:31:37.454
it was one of those things that a

00:31:37.494 --> 00:31:39.075
lot of people were like, hey, yeah,

00:31:39.095 --> 00:31:39.535
I'm stuck at home.

00:31:39.555 --> 00:31:40.536
Let's check out what's going on.

00:31:40.576 --> 00:31:41.455
So putting up workouts,

00:31:41.496 --> 00:31:42.895
putting up social media posts,

00:31:42.976 --> 00:31:44.156
then putting yourself out there.

00:31:44.196 --> 00:31:45.836
And some people absolutely loved it.

00:31:45.856 --> 00:31:46.737
Other people didn't like it,

00:31:46.777 --> 00:31:47.877
but we've realized that we're not for

00:31:47.917 --> 00:31:48.317
everybody.

00:31:48.718 --> 00:31:50.538
Then once you start to get okay with

00:31:50.558 --> 00:31:52.138
that feeling that you're not for everybody

00:31:52.558 --> 00:31:53.759
or that the worst that somebody can

00:31:53.798 --> 00:31:54.839
actually tell you is no,

00:31:55.119 --> 00:31:56.279
then you just move on to the next

00:31:56.460 --> 00:31:58.480
one and you provide values to the ones

00:31:58.641 --> 00:31:59.441
that want it.

00:31:59.820 --> 00:32:01.461
That's what's pretty cool about the whole

00:32:01.501 --> 00:32:01.942
process.

00:32:02.388 --> 00:32:02.729
Yeah.

00:32:02.808 --> 00:32:04.250
If I could hack someone's brain,

00:32:04.590 --> 00:32:07.333
it would be that sort of fear of...

00:32:07.633 --> 00:32:08.954
It's not even fear of failure.

00:32:09.234 --> 00:32:11.296
It's fear of the embarrassment from the

00:32:11.336 --> 00:32:11.817
failure.

00:32:12.718 --> 00:32:13.577
You failing...

00:32:13.798 --> 00:32:14.679
And this is a buddy of mine who's

00:32:14.719 --> 00:32:15.500
a psychologist.

00:32:15.619 --> 00:32:16.039
He's like,

00:32:16.661 --> 00:32:18.501
the difference between shame and guilt

00:32:19.123 --> 00:32:19.343
is...

00:32:20.604 --> 00:32:22.045
uh shame is you feel like you've done

00:32:22.065 --> 00:32:23.605
a bad thing and guilt is you feel

00:32:23.625 --> 00:32:24.946
like you are a bad person and i

00:32:24.967 --> 00:32:26.346
was like oh wow i used to use

00:32:26.367 --> 00:32:28.169
those words interchangeably so there's a

00:32:28.249 --> 00:32:30.250
parallel there which is like someone

00:32:30.269 --> 00:32:33.111
saying no isn't saying anything about you

00:32:33.271 --> 00:32:34.932
it's saying they don't need that you're

00:32:34.952 --> 00:32:37.854
not bad right so i think that that

00:32:37.894 --> 00:32:38.634
probably held

00:32:39.972 --> 00:32:41.693
uh holds a lot of people back myself

00:32:41.713 --> 00:32:44.174
included which is what if they say no

00:32:44.234 --> 00:32:45.875
what does that say about me we're not

00:32:45.895 --> 00:32:47.757
talking about you this isn't about you

00:32:47.797 --> 00:32:49.057
they didn't say no to you they said

00:32:49.077 --> 00:32:50.618
no to the thing you were offering for

00:32:50.659 --> 00:32:52.940
whatever reason ask fifty more i mean

00:32:52.960 --> 00:32:55.461
there's a great uh professor i think he's

00:32:55.480 --> 00:32:56.622
at duke or unc

00:32:57.942 --> 00:33:00.844
um his whole class is about failure where

00:33:00.884 --> 00:33:02.585
he teaches you a hundred ways to fail

00:33:03.005 --> 00:33:05.267
but the thing is a hundred along that

00:33:05.287 --> 00:33:08.048
way you understand how to be successful i

00:33:08.087 --> 00:33:09.229
mean i had jobs back in the day

00:33:09.249 --> 00:33:10.410
where i had to make phone calls for

00:33:10.450 --> 00:33:14.051
a university and uh the guy in charge

00:33:14.092 --> 00:33:15.752
gave us a deal he said if you

00:33:15.792 --> 00:33:17.334
get ten no's in a row you can

00:33:17.374 --> 00:33:18.295
take an hour break

00:33:19.229 --> 00:33:20.671
How fast do you think we made those

00:33:20.711 --> 00:33:21.372
ten calls?

00:33:21.392 --> 00:33:22.693
But he goes, if you get one yes,

00:33:22.773 --> 00:33:24.096
if the ninth call is a yes,

00:33:24.596 --> 00:33:26.018
your counter goes back to zero.

00:33:26.278 --> 00:33:27.540
But it put it in a different mindset,

00:33:27.560 --> 00:33:29.663
which what if I'm trying to get the,

00:33:29.763 --> 00:33:30.565
what if it's just like,

00:33:30.944 --> 00:33:31.746
now it's a game.

00:33:31.946 --> 00:33:33.248
All right, let's have some fun with this.

00:33:33.509 --> 00:33:34.810
And it changes your attitude,

00:33:35.270 --> 00:33:36.353
and that's sort of the point.

00:33:37.173 --> 00:33:37.752
Absolutely.

00:33:38.113 --> 00:33:39.814
And that that fear of failure and kind

00:33:39.874 --> 00:33:42.315
of going through that process, man,

00:33:42.434 --> 00:33:43.816
it's I actually had to go through my

00:33:43.855 --> 00:33:45.415
own business coaching because I realized

00:33:45.435 --> 00:33:48.617
that I was going through and I was

00:33:48.637 --> 00:33:49.678
creating stories in my head.

00:33:49.978 --> 00:33:51.459
And it was just like this person said

00:33:51.538 --> 00:33:51.818
no,

00:33:52.298 --> 00:33:54.220
because maybe they had a bad experience.

00:33:54.339 --> 00:33:56.161
And then now they're these other people

00:33:56.221 --> 00:33:57.480
are coming in because they talk to those

00:33:57.520 --> 00:33:58.001
other people.

00:33:58.301 --> 00:33:59.382
And then I realized that it was just

00:33:59.402 --> 00:34:00.663
like I was self catastrophizing.

00:34:01.103 --> 00:34:02.804
And how much headspace was I actually

00:34:02.864 --> 00:34:04.903
wasting where I could have been putting it

00:34:04.923 --> 00:34:06.285
towards something more productive?

00:34:06.760 --> 00:34:07.921
Yep.

00:34:07.961 --> 00:34:09.581
We are the cause of,

00:34:09.641 --> 00:34:12.101
but solution to our own problems.

00:34:12.181 --> 00:34:13.382
We have to be, right?

00:34:13.643 --> 00:34:14.603
A hundred percent.

00:34:14.643 --> 00:34:15.722
Failure is the best thing that could have

00:34:15.742 --> 00:34:16.224
happened to us.

00:34:16.264 --> 00:34:18.083
Like you strike out one, two, three times,

00:34:18.364 --> 00:34:19.463
but then it makes you look at the

00:34:19.483 --> 00:34:20.945
next pitch just a little bit different.

00:34:20.965 --> 00:34:22.105
And you start to think, okay,

00:34:22.465 --> 00:34:23.585
I made the decision here.

00:34:23.646 --> 00:34:25.266
How can I make the small corrective action

00:34:25.306 --> 00:34:25.746
to go forward?

00:34:25.766 --> 00:34:27.686
Because it's not about a good decision or

00:34:27.706 --> 00:34:28.246
a bad decision.

00:34:28.266 --> 00:34:29.907
It's about, hey, I made the decision.

00:34:30.166 --> 00:34:31.228
Now what's the next thing that I can

00:34:31.268 --> 00:34:32.807
do to correct it the way that I

00:34:32.847 --> 00:34:35.568
want or keep it accelerating at the rate

00:34:35.588 --> 00:34:36.048
that we're going?

00:34:36.416 --> 00:34:36.617
Yeah.

00:34:36.717 --> 00:34:36.876
Yeah.

00:34:36.916 --> 00:34:38.018
What's the next best thing?

00:34:38.518 --> 00:34:43.440
So move you is very different than empower

00:34:43.481 --> 00:34:43.661
you.

00:34:44.400 --> 00:34:46.422
What have you learned about their

00:34:46.442 --> 00:34:47.262
different businesses?

00:34:47.282 --> 00:34:48.202
They might seem similar,

00:34:48.222 --> 00:34:49.583
but eventually they're going to teach you

00:34:49.623 --> 00:34:50.284
different things.

00:34:50.605 --> 00:34:52.286
What are some things that you've learned

00:34:52.326 --> 00:34:55.507
about those different models that have

00:34:55.547 --> 00:34:56.927
taught you or guided the other?

00:34:56.947 --> 00:34:58.568
Like one thing, if you're learning,

00:34:58.608 --> 00:34:59.528
it's teaching you on both ends,

00:34:59.550 --> 00:35:00.650
but what are some of the things that

00:35:00.670 --> 00:35:01.329
you didn't expect?

00:35:01.369 --> 00:35:02.791
I love similarities and differences.

00:35:02.811 --> 00:35:03.612
That's why I love this too.

00:35:04.371 --> 00:35:04.833
Sadly,

00:35:04.873 --> 00:35:06.675
it took us like up until just last

00:35:06.715 --> 00:35:08.115
year, like this business is about three,

00:35:08.135 --> 00:35:08.976
three and a half years old,

00:35:08.996 --> 00:35:10.278
but it wasn't until a year ago that

00:35:10.298 --> 00:35:12.902
we realized that we couldn't just treat

00:35:12.981 --> 00:35:14.923
cash based physical therapy the same as

00:35:15.043 --> 00:35:16.786
cash based occupational therapy,

00:35:16.826 --> 00:35:18.007
because that's what it was at the time

00:35:18.027 --> 00:35:18.688
of the genesis.

00:35:19.369 --> 00:35:20.931
And for so long, it was like, hey,

00:35:20.951 --> 00:35:21.570
yeah, we can do this.

00:35:21.610 --> 00:35:23.032
We just implemented and empower you.

00:35:23.052 --> 00:35:23.994
Now we're going to do the same thing

00:35:24.034 --> 00:35:24.414
and move you.

00:35:25.014 --> 00:35:27.059
But then we started that noticing like a

00:35:27.119 --> 00:35:29.043
lot of these kiddos actually needed care

00:35:29.103 --> 00:35:30.887
longer than what we could originally

00:35:31.027 --> 00:35:31.309
offer.

00:35:31.389 --> 00:35:32.893
And then those price tags add up and

00:35:32.913 --> 00:35:34.335
that's just definitely something you have

00:35:34.356 --> 00:35:34.836
to consider.

00:35:35.545 --> 00:35:38.927
So it wasn't until Q three for sure,

00:35:38.947 --> 00:35:40.608
where we started having more discussions

00:35:40.628 --> 00:35:41.048
about like,

00:35:41.088 --> 00:35:42.409
how do we help more of these kiddos

00:35:42.429 --> 00:35:43.690
for a longer period of time?

00:35:43.731 --> 00:35:44.990
Because cash base,

00:35:45.231 --> 00:35:47.032
we have the Google reviews,

00:35:47.072 --> 00:35:48.213
we have the experience,

00:35:48.233 --> 00:35:49.873
we have the rock climbing wall,

00:35:49.914 --> 00:35:52.175
the trampoline, the rainbow room,

00:35:52.215 --> 00:35:53.896
we have all this stuff to make it

00:35:53.916 --> 00:35:55.396
an incredible experience where it doesn't

00:35:55.416 --> 00:35:56.918
even feel like treatment for these kiddos,

00:35:57.318 --> 00:35:58.719
but it's more felt by the parents.

00:35:59.139 --> 00:36:01.362
So then we started thinking that Empower

00:36:01.422 --> 00:36:03.344
You is going to be more your, hey,

00:36:03.385 --> 00:36:04.746
yeah, you can feel it in one session.

00:36:04.927 --> 00:36:06.309
And then that's our buy in our pre

00:36:06.349 --> 00:36:07.050
and our post test.

00:36:07.090 --> 00:36:08.052
But over at Move You,

00:36:08.331 --> 00:36:09.773
it's much more of an emotional brand.

00:36:10.134 --> 00:36:11.416
So we had to put ourselves in the

00:36:11.436 --> 00:36:13.278
shoes of these parents and my kids have

00:36:13.318 --> 00:36:14.119
gone there as well.

00:36:15.021 --> 00:36:16.081
and seeing like, okay,

00:36:16.641 --> 00:36:18.224
maybe it doesn't need to be a hundred

00:36:18.244 --> 00:36:19.204
percent cash base.

00:36:19.244 --> 00:36:21.226
So it started as a hundred percent cash

00:36:21.266 --> 00:36:23.708
base and it wasn't until Q one of

00:36:23.728 --> 00:36:25.148
this year did we actually move it to

00:36:25.168 --> 00:36:25.610
a hybrid?

00:36:25.929 --> 00:36:27.291
So it's a cash led hybrid where we're

00:36:27.311 --> 00:36:29.532
only taking one insurance provider and we

00:36:29.552 --> 00:36:30.592
went from seeing like

00:36:31.414 --> 00:36:33.673
Forty to forty five visits treatment week

00:36:33.713 --> 00:36:35.434
between two OTs,

00:36:35.635 --> 00:36:37.355
one speech therapist and one PT.

00:36:37.755 --> 00:36:39.996
Now we're cooking at like ninety plus per

00:36:40.036 --> 00:36:42.655
week because now more people are coming in

00:36:42.896 --> 00:36:44.577
that are talking more about the brand and

00:36:44.677 --> 00:36:46.077
all the individuals that are coming in

00:36:46.336 --> 00:36:47.777
aren't just insurance based.

00:36:47.876 --> 00:36:49.818
They're just talking about the experience

00:36:49.838 --> 00:36:51.097
and the success that they're seeing in

00:36:51.117 --> 00:36:53.637
their kiddos with what move you can offer.

00:36:53.797 --> 00:36:55.318
And then now they're starting to tell

00:36:55.378 --> 00:36:56.579
other people and more people are starting

00:36:56.599 --> 00:36:57.539
to gravitate towards it.

00:36:58.376 --> 00:36:58.996
That's a big,

00:37:00.556 --> 00:37:03.358
sometimes hard lesson to learn,

00:37:03.398 --> 00:37:04.719
which is sometimes you have to look at

00:37:04.759 --> 00:37:05.518
yourself and go,

00:37:05.878 --> 00:37:07.659
what do I need to change?

00:37:07.679 --> 00:37:09.081
I mean, you can wish,

00:37:09.780 --> 00:37:11.181
you could yell at the tide all day.

00:37:11.802 --> 00:37:12.942
It's still gonna come in tomorrow.

00:37:13.262 --> 00:37:14.282
If you can go get a broom,

00:37:14.862 --> 00:37:16.143
it's just gonna come in.

00:37:16.483 --> 00:37:16.884
But yeah,

00:37:16.923 --> 00:37:18.204
sometimes there's that thing is why don't

00:37:18.224 --> 00:37:19.045
people get this?

00:37:20.445 --> 00:37:21.585
Um, people are stupid.

00:37:21.606 --> 00:37:23.407
Their attention spans are short.

00:37:23.666 --> 00:37:24.827
They don't see value.

00:37:24.907 --> 00:37:25.867
And you have to stop and be like,

00:37:26.128 --> 00:37:27.208
how am I showing it?

00:37:27.849 --> 00:37:28.550
In what ways?

00:37:28.710 --> 00:37:29.630
How do I improve it?

00:37:29.851 --> 00:37:30.010
Cause,

00:37:30.811 --> 00:37:33.293
cause wanting them to change or that

00:37:33.313 --> 00:37:34.773
doesn't, that doesn't cause the change.

00:37:35.233 --> 00:37:36.934
You are the thing that you can control,

00:37:37.054 --> 00:37:39.295
focus on the things that you can control.

00:37:39.675 --> 00:37:42.518
And then magically success follows just

00:37:42.617 --> 00:37:43.639
after that.

00:37:43.719 --> 00:37:44.099
Absolutely.

00:37:44.119 --> 00:37:45.880
So Q four of last year was when

00:37:45.900 --> 00:37:47.621
we started to have to make like a

00:37:47.681 --> 00:37:47.920
lot of

00:37:48.449 --> 00:37:50.811
hard decisions hard decision is being at

00:37:50.851 --> 00:37:52.130
first like yeah we're never taking

00:37:52.170 --> 00:37:53.711
insurance but then leaning into the fact

00:37:53.751 --> 00:37:55.092
like yeah this is actually just better for

00:37:55.112 --> 00:37:56.353
the clientele that's over there it's

00:37:56.432 --> 00:37:57.672
better for the families and this is how

00:37:57.713 --> 00:37:59.373
we help more individuals then we're

00:37:59.853 --> 00:38:02.474
essentially making no profit q three and q

00:38:02.514 --> 00:38:04.956
four to actually turning a profit now now

00:38:04.996 --> 00:38:07.376
we can reinvest back into our team and

00:38:07.396 --> 00:38:08.916
then we start to get better raises we

00:38:08.936 --> 00:38:10.657
can start to improve the facility a little

00:38:10.677 --> 00:38:11.657
bit more and we've actually started

00:38:11.697 --> 00:38:13.619
talking about what does move you look like

00:38:13.639 --> 00:38:14.438
in another community

00:38:15.039 --> 00:38:17.101
Yeah, now you can look downfield.

00:38:17.402 --> 00:38:19.503
You're being pro and not just reactive.

00:38:20.222 --> 00:38:22.485
Now you're mentoring clinicians who want

00:38:22.505 --> 00:38:26.047
to start practices themselves in many

00:38:26.146 --> 00:38:27.288
ways, shapes, and forms.

00:38:28.027 --> 00:38:30.168
What mistakes do you see young PT

00:38:30.349 --> 00:38:32.170
entrepreneurs or OT entrepreneurs or

00:38:32.210 --> 00:38:33.411
speech therapist entrepreneurs,

00:38:34.012 --> 00:38:35.333
what kind of mistakes do you see them

00:38:35.373 --> 00:38:36.373
making early?

00:38:36.413 --> 00:38:37.594
And this isn't to call them out.

00:38:37.614 --> 00:38:39.695
This is pattern recognition, right?

00:38:40.135 --> 00:38:42.016
If you can spot the common mistakes

00:38:42.827 --> 00:38:45.349
we can educate to alleviate this.

00:38:45.389 --> 00:38:46.650
So what are some of the common mistakes

00:38:46.969 --> 00:38:48.530
you seeing entrepreneurs making?

00:38:49.831 --> 00:38:51.233
I would definitely say that a lot of

00:38:51.253 --> 00:38:51.952
these individuals,

00:38:52.353 --> 00:38:53.554
they ride the high highs,

00:38:53.614 --> 00:38:54.996
but then they hit the oh shit button

00:38:55.036 --> 00:38:55.596
way too soon.

00:38:56.056 --> 00:38:57.757
And a lot of that is because when

00:38:57.777 --> 00:38:58.557
you're a solopreneur,

00:38:58.577 --> 00:38:59.858
especially in the cash-based world,

00:39:00.418 --> 00:39:01.860
and definitely starting out, it's like,

00:39:01.900 --> 00:39:04.322
hey, new evaluation, new client comes in,

00:39:04.621 --> 00:39:05.382
and then all of a sudden you see

00:39:05.402 --> 00:39:06.344
a spike in revenue.

00:39:06.664 --> 00:39:07.684
But then most of the time,

00:39:07.724 --> 00:39:09.846
whether they're not selling a package plan

00:39:10.005 --> 00:39:10.907
or anything like that,

00:39:11.266 --> 00:39:12.907
then they're kind of ups and down all

00:39:12.987 --> 00:39:13.588
over the place.

00:39:13.708 --> 00:39:15.309
And then during their downs, they're like,

00:39:15.389 --> 00:39:16.610
oh man, I'm not feeling good.

00:39:16.670 --> 00:39:17.510
I don't know what to do.

00:39:17.831 --> 00:39:18.610
Well, most of the times,

00:39:18.630 --> 00:39:19.711
because they didn't leave the money

00:39:19.771 --> 00:39:21.893
setting into their company to reinvest

00:39:21.952 --> 00:39:23.554
into it or to make it through those

00:39:23.574 --> 00:39:24.554
kind of thinner months,

00:39:24.594 --> 00:39:25.554
especially starting out.

00:39:26.275 --> 00:39:27.735
And I'd probably say that was that is

00:39:27.896 --> 00:39:28.956
one of the biggest mistakes.

00:39:28.996 --> 00:39:29.777
And then secondly,

00:39:29.858 --> 00:39:31.759
is not being involved enough in the

00:39:31.798 --> 00:39:32.280
community.

00:39:32.539 --> 00:39:34.942
Too many times they'll start off what

00:39:34.981 --> 00:39:36.682
they're doing and think that their

00:39:36.902 --> 00:39:38.744
Instagram or their Facebook should pop off

00:39:38.784 --> 00:39:39.746
based on the support.

00:39:40.106 --> 00:39:40.726
But honestly,

00:39:40.786 --> 00:39:42.228
the people that are yelling from the

00:39:42.268 --> 00:39:44.389
nickel bleachers at first are people that

00:39:44.429 --> 00:39:46.130
are actually just your friends and family,

00:39:46.431 --> 00:39:47.592
and they're not actually willing to come

00:39:47.612 --> 00:39:48.152
in to see you.

00:39:48.552 --> 00:39:50.014
They're the ones, yeah, cheering you on,

00:39:50.054 --> 00:39:51.855
but they're not the ideal clientele.

00:39:51.894 --> 00:39:53.235
So at first it feels like this big

00:39:53.275 --> 00:39:53.516
hype.

00:39:53.836 --> 00:39:54.637
Congratulations.

00:39:54.677 --> 00:39:55.297
Moving from there.

00:39:55.478 --> 00:39:56.278
And then all of a sudden you get

00:39:56.318 --> 00:39:57.260
crickets on the back end.

00:39:57.559 --> 00:39:59.282
But those crickets are going to keep going

00:39:59.603 --> 00:40:00.943
unless you go out there and you start

00:40:00.963 --> 00:40:02.085
to get involved in the community.

00:40:02.106 --> 00:40:03.246
You start to put yourself out there,

00:40:03.286 --> 00:40:05.088
get outside of your comfort zone and show

00:40:05.108 --> 00:40:05.630
them like, hey,

00:40:05.670 --> 00:40:07.070
this is the value that I can offer.

00:40:07.110 --> 00:40:08.793
And quite frankly, do it for free,

00:40:08.833 --> 00:40:10.554
do it for cheap so that people can

00:40:10.635 --> 00:40:12.677
understand who you are and go from there.

00:40:13.018 --> 00:40:13.237
Yeah.

00:40:13.378 --> 00:40:14.199
Show, don't tell.

00:40:15.059 --> 00:40:16.519
Listen, views and likes,

00:40:16.780 --> 00:40:19.981
they are a beauty pageant metric, right?

00:40:20.101 --> 00:40:22.483
It feels... Listen, it is what it is.

00:40:22.503 --> 00:40:23.324
It's a dopamine hit.

00:40:23.643 --> 00:40:24.864
Can it lead to things?

00:40:25.085 --> 00:40:25.746
Absolutely.

00:40:26.166 --> 00:40:28.146
But people connect with who they connect

00:40:28.186 --> 00:40:29.708
with, right?

00:40:30.047 --> 00:40:32.949
So is it all one thing or don't

00:40:32.989 --> 00:40:33.610
do any meat?

00:40:33.690 --> 00:40:33.949
No.

00:40:34.030 --> 00:40:35.291
The answer is probably a little bit of

00:40:35.331 --> 00:40:35.731
both.

00:40:36.251 --> 00:40:38.452
And the funny part is when you show

00:40:38.492 --> 00:40:39.233
up to connect...

00:40:40.094 --> 00:40:42.976
that's uh it's a high commitment low cost

00:40:43.476 --> 00:40:45.016
right like I was I was talking with

00:40:45.036 --> 00:40:46.918
someone every day who was like we started

00:40:46.958 --> 00:40:48.340
a running group and I said how many

00:40:48.360 --> 00:40:49.521
people did you start with and they said

00:40:49.780 --> 00:40:51.442
two it was it was my it was

00:40:51.501 --> 00:40:53.983
my uncle me and my uncle and I

00:40:54.023 --> 00:40:55.545
said what'd you do and they said we

00:40:55.684 --> 00:40:57.005
we shot a bunch of pictures and talked

00:40:57.025 --> 00:40:58.146
about how cool it was and the next

00:40:58.186 --> 00:40:59.728
week there was one extra person I was

00:40:59.748 --> 00:41:01.588
like I gotta be honest man uh that's

00:41:01.608 --> 00:41:02.789
a thirty three percent increase that's

00:41:02.809 --> 00:41:03.170
pretty good

00:41:04.172 --> 00:41:05.072
What are you going to do about next

00:41:05.112 --> 00:41:05.293
week?

00:41:05.552 --> 00:41:06.753
How do you get one next week?

00:41:06.914 --> 00:41:08.315
Everybody wants to start on third base.

00:41:08.434 --> 00:41:08.835
I get it.

00:41:08.914 --> 00:41:10.215
Everybody wants to start off with forty

00:41:10.255 --> 00:41:12.358
thousand square feet and turf and a rock

00:41:12.378 --> 00:41:12.918
climbing wall.

00:41:12.938 --> 00:41:13.998
All right.

00:41:14.139 --> 00:41:15.300
You can take out the loan,

00:41:15.500 --> 00:41:16.800
but you still now you don't have the

00:41:16.840 --> 00:41:18.181
experience and how to fill it.

00:41:18.822 --> 00:41:19.001
Yes.

00:41:19.081 --> 00:41:19.282
Right.

00:41:19.603 --> 00:41:20.804
Everybody wants to start, you know,

00:41:20.864 --> 00:41:21.963
born on third base,

00:41:22.003 --> 00:41:22.824
thought I hit a triple.

00:41:23.965 --> 00:41:26.568
Earn it like be gritty, be MacGyver.

00:41:26.648 --> 00:41:27.807
Like, you know,

00:41:27.929 --> 00:41:29.590
do you have to be the best teacher

00:41:29.630 --> 00:41:31.050
is uncomfortableness and failure.

00:41:31.070 --> 00:41:31.190
Yeah.

00:41:31.775 --> 00:41:33.675
Man, I love that third base analogy.

00:41:33.775 --> 00:41:34.876
I think that is a great,

00:41:35.235 --> 00:41:37.157
great just like gut check.

00:41:37.177 --> 00:41:38.376
And especially as people are going out

00:41:38.396 --> 00:41:38.998
because, I mean,

00:41:39.018 --> 00:41:40.117
you got to see the pitches coming in.

00:41:40.137 --> 00:41:41.018
You got to be able to get there,

00:41:41.077 --> 00:41:41.898
whether it's going to be a bump,

00:41:41.938 --> 00:41:42.778
whether it's going to be a single.

00:41:43.018 --> 00:41:44.278
You got to take each win as each

00:41:44.318 --> 00:41:44.559
win.

00:41:44.579 --> 00:41:46.019
You got to know like, hey, yeah,

00:41:46.059 --> 00:41:46.920
these are things that working.

00:41:47.320 --> 00:41:47.940
And you know what?

00:41:47.981 --> 00:41:49.181
Sometimes what don't work,

00:41:49.541 --> 00:41:50.822
it's still an experience that you're

00:41:50.862 --> 00:41:52.481
gaining and something that you can use

00:41:52.541 --> 00:41:54.402
moving forward to continue to move your

00:41:54.422 --> 00:41:54.922
business forward.

00:41:55.137 --> 00:41:55.956
Yep, yep.

00:41:55.976 --> 00:41:58.277
You learn something and that's a whole

00:41:58.338 --> 00:42:00.217
idea around stoicism, which is like,

00:42:00.518 --> 00:42:02.137
instead of why is this happening to me,

00:42:02.599 --> 00:42:03.619
what is this teaching me?

00:42:03.918 --> 00:42:04.719
And trust me, man,

00:42:04.978 --> 00:42:06.159
when you just got your ass kicked by

00:42:06.199 --> 00:42:06.458
life,

00:42:06.699 --> 00:42:07.940
you don't want someone leaning in your ear

00:42:07.960 --> 00:42:09.559
going, what did you learn from this?

00:42:11.500 --> 00:42:12.621
You don't want that.

00:42:12.900 --> 00:42:14.440
And that's why I usually give a twenty

00:42:14.460 --> 00:42:15.260
four hour grace period.

00:42:15.380 --> 00:42:17.121
I can bitch about something for twenty

00:42:17.141 --> 00:42:19.302
four hours and then I what is it

00:42:19.422 --> 00:42:19.581
out?

00:42:19.702 --> 00:42:20.222
Are you done?

00:42:20.822 --> 00:42:22.081
What are we going to do about it?

00:42:22.101 --> 00:42:22.663
Life doesn't care.

00:42:22.862 --> 00:42:23.503
It does not care.

00:42:23.802 --> 00:42:24.563
So we need to fix it.

00:42:25.023 --> 00:42:26.543
All right, let's play a quick game.

00:42:26.684 --> 00:42:27.724
Startup reality check.

00:42:27.985 --> 00:42:29.686
Three fast scenarios.

00:42:29.766 --> 00:42:31.186
Just answer whatever it is.

00:42:32.367 --> 00:42:33.889
I hand you two thousand dollars in the

00:42:33.929 --> 00:42:35.829
treatment table tomorrow.

00:42:36.690 --> 00:42:37.431
Where are you going?

00:42:37.510 --> 00:42:39.313
What's what's what's in your first day?

00:42:39.552 --> 00:42:40.052
What are you doing?

00:42:40.072 --> 00:42:40.733
Where are you going to?

00:42:40.914 --> 00:42:42.195
You got two grand on a treatment table.

00:42:42.215 --> 00:42:42.534
What do you do?

00:42:43.327 --> 00:42:43.947
Two grand.

00:42:44.409 --> 00:42:44.789
Honestly,

00:42:44.849 --> 00:42:46.829
I'm probably holding on to the two grand

00:42:46.949 --> 00:42:48.590
in order to make it through the days.

00:42:48.911 --> 00:42:50.532
And I've taken my treatment table and I'm

00:42:50.572 --> 00:42:52.653
probably going to two to three different

00:42:52.673 --> 00:42:53.554
gyms in that day.

00:42:53.594 --> 00:42:55.135
And I'm going to the top person in

00:42:55.155 --> 00:42:56.476
that gym, whether it's the owner,

00:42:56.536 --> 00:42:58.157
whether it is one of their top trainers.

00:42:58.458 --> 00:42:59.978
And I'm demonstrating to that person in a

00:43:00.018 --> 00:43:02.000
free session what it is I can do.

00:43:02.380 --> 00:43:04.422
I'm using that two grand to elongate my

00:43:04.461 --> 00:43:06.282
business as much as possible until people

00:43:06.322 --> 00:43:07.744
realize the value that I have for them.

00:43:08.068 --> 00:43:08.409
Yep.

00:43:08.628 --> 00:43:08.889
Yeah.

00:43:08.909 --> 00:43:09.590
Money is a tool.

00:43:09.750 --> 00:43:10.929
You don't always have to use it, though.

00:43:11.150 --> 00:43:12.251
You can hold that, right?

00:43:12.490 --> 00:43:13.751
Until you find something, right?

00:43:13.771 --> 00:43:14.452
Until you're like, okay,

00:43:14.632 --> 00:43:15.711
this is something to invest in.

00:43:16.393 --> 00:43:17.733
Scenario two.

00:43:18.173 --> 00:43:21.014
What's one thing new clinic owners obsess

00:43:21.074 --> 00:43:24.016
about that actually doesn't matter early?

00:43:24.135 --> 00:43:26.217
A thing that they obsess about that

00:43:26.317 --> 00:43:27.878
doesn't actually matter early?

00:43:28.869 --> 00:43:29.728
I think that we kind of hit it

00:43:29.768 --> 00:43:30.849
earlier is social media,

00:43:31.210 --> 00:43:32.030
like social media.

00:43:32.050 --> 00:43:34.471
They want it to look all just like

00:43:34.550 --> 00:43:36.271
perfect and pretty and all that other

00:43:36.291 --> 00:43:36.452
stuff.

00:43:36.472 --> 00:43:38.632
But people relate to grit like that.

00:43:39.193 --> 00:43:40.753
What does your day look like in different

00:43:40.773 --> 00:43:41.353
things like that?

00:43:41.434 --> 00:43:42.673
What are the struggles that you're going

00:43:42.693 --> 00:43:42.893
through?

00:43:43.094 --> 00:43:44.755
It doesn't have to look perfect by putting

00:43:44.775 --> 00:43:45.735
the different things out there.

00:43:45.934 --> 00:43:47.175
Just put content up,

00:43:47.436 --> 00:43:49.356
relate to people and people will find you

00:43:49.396 --> 00:43:50.737
as long as you're out in the community

00:43:51.056 --> 00:43:52.137
and then be able to relate to you

00:43:52.157 --> 00:43:52.717
that much more.

00:43:53.271 --> 00:43:54.391
Be real.

00:43:54.952 --> 00:43:55.572
Third scenario,

00:43:56.472 --> 00:43:59.434
one decision that matters way more than

00:43:59.514 --> 00:44:01.554
people think when building a practice.

00:44:01.835 --> 00:44:03.295
I feel like I could answer for you,

00:44:03.335 --> 00:44:04.255
but I want to hear your answer.

00:44:04.295 --> 00:44:06.976
So a decision that matters way more than

00:44:07.036 --> 00:44:08.898
people think when building a practice.

00:44:09.465 --> 00:44:10.864
Honestly, finding a good coach,

00:44:11.065 --> 00:44:11.985
finding a good coach,

00:44:12.005 --> 00:44:15.226
because that is something that it can take

00:44:15.286 --> 00:44:16.746
away a lot of the bumps and bruises

00:44:16.766 --> 00:44:18.407
that you're going to feel along the way.

00:44:18.786 --> 00:44:20.407
And then the second side of that is

00:44:20.507 --> 00:44:21.568
if you're going to choose to have a

00:44:21.608 --> 00:44:22.327
business partner,

00:44:22.668 --> 00:44:23.748
you got to date him for a long

00:44:23.789 --> 00:44:24.088
time.

00:44:24.128 --> 00:44:25.228
You got to make sure that they are

00:44:25.248 --> 00:44:27.250
the right person because divorces are

00:44:27.369 --> 00:44:27.690
ugly.

00:44:27.789 --> 00:44:28.889
And this is somebody that you're into a

00:44:28.929 --> 00:44:29.909
business marriage with.

00:44:30.269 --> 00:44:30.829
And quite frankly,

00:44:30.889 --> 00:44:32.050
it can be just as hard as a

00:44:32.110 --> 00:44:33.110
real life divorce sometimes.

00:44:33.710 --> 00:44:35.293
I'll throw in an answer for you,

00:44:35.333 --> 00:44:37.795
which is don't always rely on analytics

00:44:37.894 --> 00:44:39.876
when you're judging a person, right?

00:44:39.896 --> 00:44:41.358
Love that.

00:44:41.378 --> 00:44:41.458
Yes.

00:44:41.557 --> 00:44:41.838
I mean,

00:44:41.998 --> 00:44:44.400
I was more of a fit person than

00:44:44.420 --> 00:44:46.782
a, well, that person's resume is.

00:44:46.802 --> 00:44:48.023
And I'm like, I don't know, man,

00:44:48.063 --> 00:44:49.324
I got to hang out with this person.

00:44:49.364 --> 00:44:52.306
And I feel like that person gets it

00:44:52.367 --> 00:44:52.867
right now.

00:44:53.487 --> 00:44:54.869
Give me the personality with a little

00:44:54.909 --> 00:44:56.269
mental agility and that's going to go a

00:44:56.309 --> 00:44:56.570
long way.

00:44:56.590 --> 00:44:58.311
And we'll teach if you can be coachable.

00:44:58.371 --> 00:44:59.333
I mean, that's a skill, right?

00:44:59.353 --> 00:45:00.452
Being coachable.

00:45:01.094 --> 00:45:01.434
All right.

00:45:01.474 --> 00:45:02.094
Parting shot.

00:45:04.407 --> 00:45:05.630
This is The Parting Shot.

00:45:06.110 --> 00:45:07.512
One last mic drop moment.

00:45:08.193 --> 00:45:08.994
No pressure.

00:45:09.434 --> 00:45:11.557
Just your legacy on the line.

00:45:12.867 --> 00:45:13.806
A quick thank you to U.S.

00:45:13.847 --> 00:45:15.748
Physical Therapy for supporting the show.

00:45:15.887 --> 00:45:17.789
USPH partners with clinic owners and

00:45:17.809 --> 00:45:18.949
leaders across the country to help

00:45:18.969 --> 00:45:21.070
practices grow while maintaining strong

00:45:21.110 --> 00:45:22.992
clinic culture and operational support.

00:45:23.331 --> 00:45:24.853
They've built one of the largest networks

00:45:24.873 --> 00:45:26.472
of outpatient physical therapy clinics in

00:45:26.492 --> 00:45:26.793
the U.S.,

00:45:26.932 --> 00:45:27.893
and most of the time you don't even

00:45:27.914 --> 00:45:29.454
know because the brands stay their own

00:45:29.474 --> 00:45:29.855
brands.

00:45:29.875 --> 00:45:30.695
It's really kind of wild.

00:45:31.074 --> 00:45:32.235
So if you're a clinic owner thinking about

00:45:32.255 --> 00:45:33.516
the future of your practice, growth,

00:45:33.556 --> 00:45:34.637
partnership, or success,

00:45:34.996 --> 00:45:36.538
learn more at USPH.com.

00:45:36.557 --> 00:45:38.559
That is USPH.com.

00:45:39.099 --> 00:45:39.398
All right,

00:45:39.498 --> 00:45:43.422
so if a PT listening right now feels

00:45:43.541 --> 00:45:45.382
stuck in what we'll call a traditional

00:45:45.443 --> 00:45:46.503
job, nothing wrong with that,

00:45:46.963 --> 00:45:48.885
but if they have an idea for something

00:45:48.945 --> 00:45:49.485
different,

00:45:49.945 --> 00:45:52.807
what would you want them to know before

00:45:52.847 --> 00:45:53.909
they take that leap?

00:45:53.989 --> 00:45:56.590
What's Nathan whispering in the ear?

00:45:57.130 --> 00:45:58.711
I would say clarity usually follows

00:45:58.751 --> 00:45:59.172
courage.

00:45:59.693 --> 00:46:01.833
Most of the things that changed my life

00:46:01.893 --> 00:46:03.135
didn't start with certainty.

00:46:03.474 --> 00:46:04.376
They started with a decision.

00:46:04.940 --> 00:46:06.161
just being able to pull the trigger on

00:46:06.181 --> 00:46:08.242
that decision and then you just see what

00:46:08.282 --> 00:46:10.204
life throws at you at that point clarity

00:46:10.244 --> 00:46:12.905
follows courage and motion uh creates

00:46:12.945 --> 00:46:14.626
emotion like you got to move first guys

00:46:14.686 --> 00:46:15.847
listen this is coming from a guy who

00:46:15.887 --> 00:46:19.630
hosts a podcast it's great to listen but

00:46:19.670 --> 00:46:22.271
go do you got to do listen all

00:46:22.291 --> 00:46:23.853
right you could do that or even better

00:46:23.893 --> 00:46:26.175
hey man podcasts are portable listen while

00:46:26.195 --> 00:46:27.916
you do listen take us in the in

00:46:27.936 --> 00:46:29.317
your in your headphones and listen while

00:46:29.336 --> 00:46:30.918
you do hey if somebody wants to connect

00:46:30.978 --> 00:46:31.938
where do you want to send them what's

00:46:31.978 --> 00:46:32.458
the website

00:46:33.438 --> 00:46:35.599
Go check out TheEmpowerU.com.

00:46:36.039 --> 00:46:37.942
You can check us out at EmpowerU

00:46:38.081 --> 00:46:41.344
underscore SD on Instagram or check us out

00:46:41.364 --> 00:46:42.965
at TheEmpowerU on Facebook.

00:46:42.985 --> 00:46:43.806
We'd love to connect.

00:46:44.146 --> 00:46:44.746
Biggest ask,

00:46:44.887 --> 00:46:46.867
but just let's have a conversation.

00:46:47.228 --> 00:46:47.648
Perfect.

00:46:48.028 --> 00:46:48.688
Appreciate the time.

00:46:48.708 --> 00:46:49.570
Thanks for telling the story.

00:46:49.630 --> 00:46:50.550
Thanks for doing what you do.

00:46:50.590 --> 00:46:51.471
And I don't know, man,

00:46:51.550 --> 00:46:52.911
I feel like we check in in a

00:46:52.952 --> 00:46:53.333
year or two.

00:46:53.353 --> 00:46:54.213
We're going to have a lot more to

00:46:54.253 --> 00:46:54.673
talk about.

00:46:55.554 --> 00:46:56.775
I would very much welcome that

00:46:56.815 --> 00:46:57.275
opportunity.

00:46:57.335 --> 00:46:58.856
I appreciate you having me on the podcast.

00:46:58.956 --> 00:46:59.737
Love the podcast.

00:46:59.757 --> 00:47:01.117
Love everything that you're doing, Jimmy.

00:47:01.599 --> 00:47:01.858
Thanks, man.

00:47:03.378 --> 00:47:04.480
That's it for this one,

00:47:04.739 --> 00:47:06.400
but we're just getting warmed up.

00:47:06.882 --> 00:47:08.782
Smash follow, send it to a friend,

00:47:09.003 --> 00:47:10.664
or crank up the next episode.

00:47:11.184 --> 00:47:12.045
Want to go deeper?

00:47:12.545 --> 00:47:16.588
Hit us at pgpinecast.com or find us on

00:47:16.628 --> 00:47:19.170
YouTube and socials at pgpinecast.

00:47:19.610 --> 00:47:21.893
And legally, none of this was advice.

00:47:21.972 --> 00:47:23.733
It's for entertainment purposes only.

00:47:25.376 --> 00:47:25.936
See, Keith?

00:47:26.155 --> 00:47:27.237
We read the script.

00:47:27.516 --> 00:47:28.197
Happy now?