WEBVTT 00:00:03.583 --> 00:00:05.264 Broadcasting way too early from three 00:00:05.304 --> 00:00:06.985 separate Wi-Fi connections. 00:00:07.184 --> 00:00:10.526 It's PT Breakfast Club with Tony Meritato, 00:00:10.787 --> 00:00:13.429 Dave Kittle, and Jimmy McKay. 00:00:13.448 --> 00:00:18.891 All right. 00:00:18.931 --> 00:00:21.272 Happy Thursday morning to you guys. 00:00:22.114 --> 00:00:22.833 Tony Meritato. 00:00:22.853 --> 00:00:24.114 I believe Dave Kittle's coming in in a 00:00:24.214 --> 00:00:24.574 minute. 00:00:24.716 --> 00:00:25.076 I'm back. 00:00:25.876 --> 00:00:27.676 I missed like two or three, didn't I? 00:00:27.696 --> 00:00:29.018 Because I was on the road, I think. 00:00:29.077 --> 00:00:29.978 Yeah, you've been out. 00:00:30.039 --> 00:00:31.879 A little hot. 00:00:33.823 --> 00:00:34.805 We'll bring David in a minute. 00:00:34.845 --> 00:00:36.009 I'll shoot him a link right now. 00:00:36.088 --> 00:00:37.472 But how are you doing? 00:00:38.293 --> 00:00:38.695 Awesome. 00:00:38.975 --> 00:00:39.837 Got a new phone. 00:00:39.877 --> 00:00:41.259 Hopefully I have a better connection. 00:00:41.874 --> 00:00:43.094 Camera's very clear. 00:00:43.895 --> 00:00:44.314 Oh, nice. 00:00:44.774 --> 00:00:45.774 Which is totally great. 00:00:45.994 --> 00:00:47.396 So I got this like Sony, 00:00:47.415 --> 00:00:48.816 like really nice one or whatever. 00:00:49.636 --> 00:00:51.517 And every once in a while, 00:00:51.637 --> 00:00:54.018 like I have camera problems and I run 00:00:54.118 --> 00:00:55.037 with chat GPT. 00:00:55.057 --> 00:00:55.378 Of course, 00:00:55.417 --> 00:00:56.357 now I'm going to go to a YouTube 00:00:56.378 --> 00:00:57.439 video. 00:00:57.459 --> 00:00:58.098 This is happening. 00:00:58.139 --> 00:00:58.679 What do I do? 00:00:59.399 --> 00:01:00.279 And then finally, 00:01:00.298 --> 00:01:01.420 do you know what the solution was? 00:01:01.859 --> 00:01:02.619 What? 00:01:02.640 --> 00:01:03.899 Turn everything off and restart your 00:01:03.939 --> 00:01:04.700 computer. 00:01:04.801 --> 00:01:05.540 And it worked. 00:01:06.536 --> 00:01:06.995 It was like, 00:01:07.075 --> 00:01:09.278 go into this deep setting and 00:01:09.378 --> 00:01:11.180 da-da-da-da-da, the frame rate. 00:01:11.219 --> 00:01:11.620 And I'm like, 00:01:11.640 --> 00:01:12.400 I don't know what I'm doing, 00:01:12.420 --> 00:01:13.100 but it's right. 00:01:13.361 --> 00:01:14.762 And then eventually it was like, you know, 00:01:15.141 --> 00:01:16.944 we should probably just restart the 00:01:16.963 --> 00:01:17.483 computer. 00:01:17.524 --> 00:01:19.286 And then, poof, it worked. 00:01:19.965 --> 00:01:21.326 Dave, I have a question for you. 00:01:21.367 --> 00:01:23.588 How many Concierge Pain Relief hats do you 00:01:23.629 --> 00:01:23.849 have? 00:01:23.868 --> 00:01:24.569 How many different colors? 00:01:24.588 --> 00:01:25.390 I know you have black. 00:01:25.409 --> 00:01:26.370 I know you have gray. 00:01:27.951 --> 00:01:28.933 I have those colors. 00:01:29.313 --> 00:01:30.233 I want to give them – I'm just 00:01:30.254 --> 00:01:31.054 going to give them away, though. 00:01:31.093 --> 00:01:32.174 Like, I want to print more of them. 00:01:32.915 --> 00:01:33.195 Obviously, 00:01:33.256 --> 00:01:34.736 I'm going to keep a few for myself, 00:01:34.796 --> 00:01:36.940 but we're – 00:01:36.597 --> 00:01:36.757 You know, 00:01:36.778 --> 00:01:38.219 I wanna identify clients that are actually 00:01:38.239 --> 00:01:39.682 gonna wear it in Manhattan, right? 00:01:39.721 --> 00:01:41.625 So anyone that, I'm telling my therapist, 00:01:41.665 --> 00:01:43.867 anyone that already has a hat, tell me, 00:01:44.287 --> 00:01:45.129 we're gonna drop them off, 00:01:45.189 --> 00:01:46.731 send it to them, whatever. 00:01:48.593 --> 00:01:48.935 I don't know, 00:01:49.435 --> 00:01:50.677 but we're getting it out there. 00:01:50.716 --> 00:01:52.680 Okay. 00:01:52.700 --> 00:01:54.242 I do like the CPR idea. 00:01:55.724 --> 00:01:58.525 That feels, you know, it feels fitting. 00:01:58.546 --> 00:01:59.385 All right, Tony, 00:01:59.486 --> 00:02:00.525 what do you want to start off with 00:02:00.566 --> 00:02:00.926 today? 00:02:00.945 --> 00:02:02.587 You had dropped some ideas into the chat. 00:02:02.647 --> 00:02:05.406 You said China AI boyfriend. 00:02:05.807 --> 00:02:07.408 This is when you know you talk about 00:02:07.447 --> 00:02:08.147 interesting things. 00:02:08.548 --> 00:02:10.048 When you get a message that just says 00:02:10.388 --> 00:02:11.527 China AI boyfriend, 00:02:11.848 --> 00:02:13.729 women replacing boyfriends with AI, 00:02:14.209 --> 00:02:15.368 AI ultimate wingman. 00:02:15.549 --> 00:02:15.929 And I'm like, 00:02:15.968 --> 00:02:17.150 I think I know where this is going, 00:02:17.310 --> 00:02:18.490 but what are we talking about here? 00:02:20.354 --> 00:02:23.775 It is already blowing my mind, Dave. 00:02:25.496 --> 00:02:27.356 I think the people who are shaking their 00:02:27.396 --> 00:02:29.978 head like Dave just aren't using it in 00:02:29.997 --> 00:02:30.497 the right way. 00:02:30.518 --> 00:02:31.718 So let me give you a little context 00:02:31.799 --> 00:02:32.139 and I'll hit it. 00:02:35.742 --> 00:02:37.723 We've been trying to sell our commercial 00:02:37.764 --> 00:02:39.745 real estate for a while now. 00:02:40.545 --> 00:02:43.766 And when an offer comes in or something 00:02:43.787 --> 00:02:46.868 comes in, we go to ChatGPT, we brainstorm, 00:02:46.929 --> 00:02:49.289 my wife, myself, and ChatGPT. 00:02:50.230 --> 00:02:51.611 And what I noticed was... 00:02:52.799 --> 00:02:54.780 I could have an idea, good or bad, 00:02:56.539 --> 00:02:59.420 but my wife gets reassurance of my idea 00:02:59.461 --> 00:03:01.121 when she goes to chat GPT, 00:03:01.461 --> 00:03:02.681 good or bad. 00:03:02.822 --> 00:03:04.442 And so this morning, 00:03:04.741 --> 00:03:06.021 she and I were sitting there, 00:03:06.042 --> 00:03:07.022 we're having our coffee, 00:03:07.043 --> 00:03:08.823 we're talking about an offer that came in 00:03:08.862 --> 00:03:10.062 and I was like, no, 00:03:10.143 --> 00:03:11.403 this is a horrible offer. 00:03:11.544 --> 00:03:12.644 Don't stress out. 00:03:12.743 --> 00:03:14.084 There's no urgency. 00:03:15.025 --> 00:03:18.064 The buyer wants all of the protection. 00:03:18.465 --> 00:03:20.126 We're getting the short end of the stick. 00:03:20.705 --> 00:03:22.426 And of course, ChatGPT was like, 00:03:22.467 --> 00:03:24.489 Tony has a great point and, you know, 00:03:24.528 --> 00:03:25.408 he's totally right. 00:03:25.429 --> 00:03:26.949 And these are things to watch out for. 00:03:27.591 --> 00:03:28.770 So I was like, holy crap. 00:03:28.852 --> 00:03:29.271 I was like, 00:03:29.312 --> 00:03:31.532 if I was twenty and in the club, 00:03:31.752 --> 00:03:32.834 air quotes club, 00:03:33.495 --> 00:03:35.075 and you used to have the wingman who 00:03:35.096 --> 00:03:36.676 would like go out there and find the 00:03:36.697 --> 00:03:38.418 girl and talk you up and then you'd 00:03:38.437 --> 00:03:39.979 come in and the girl would be all 00:03:40.498 --> 00:03:42.080 primed and ready for you. 00:03:42.139 --> 00:03:43.320 And in her mind, 00:03:43.360 --> 00:03:45.383 you were like the amazing person. 00:03:46.103 --> 00:03:48.705 I'm like, that is what ChatGPT does. 00:03:49.737 --> 00:03:51.960 Then I'm driving to drop my kids off 00:03:51.979 --> 00:03:54.501 this morning and I hear a headline that 00:03:54.540 --> 00:03:58.003 in China, a big problem is women. 00:03:58.044 --> 00:03:58.864 There's a business, 00:03:58.883 --> 00:04:00.686 there's a company that's targeting women 00:04:00.725 --> 00:04:01.406 specifically. 00:04:01.425 --> 00:04:03.046 It used to be men, now it's women, 00:04:03.608 --> 00:04:04.587 where they're saying, look, 00:04:04.647 --> 00:04:05.929 we can replace men. 00:04:06.550 --> 00:04:09.171 We can give you a system that will 00:04:09.352 --> 00:04:10.872 answer all of your questions, 00:04:10.953 --> 00:04:12.713 listen to all of your complaints, 00:04:12.753 --> 00:04:14.495 talk to you about anything you want. 00:04:15.015 --> 00:04:17.377 Basically, and as you interact, 00:04:17.497 --> 00:04:19.199 it learns what you want. 00:04:19.678 --> 00:04:22.800 That dopamine, that dopamine, 00:04:23.540 --> 00:04:24.141 what's it called? 00:04:24.221 --> 00:04:27.562 Slot machine is kicking and it's becoming 00:04:27.581 --> 00:04:28.182 a problem. 00:04:28.242 --> 00:04:28.482 You know, 00:04:28.502 --> 00:04:30.023 we already know birth rates are down. 00:04:30.083 --> 00:04:31.862 We already know all of these other things, 00:04:31.942 --> 00:04:35.485 but like, so my thing would be, okay, 00:04:35.524 --> 00:04:37.766 let's not replace human relationships, 00:04:38.365 --> 00:04:40.365 but let's bring it AI in as the 00:04:40.425 --> 00:04:42.427 wingman, whether it's a husband and wife, 00:04:42.927 --> 00:04:44.288 a guy looking for a woman, 00:04:44.747 --> 00:04:46.629 a woman looking for a man or anything 00:04:46.668 --> 00:04:47.249 in between. 00:04:48.208 --> 00:04:48.668 And I'm like, 00:04:49.387 --> 00:04:52.608 AI is just this incredible influencer that 00:04:52.788 --> 00:04:54.189 never gets tired, 00:04:54.290 --> 00:04:56.009 never gets sick of you complaining. 00:04:56.410 --> 00:04:58.411 And obviously there are applications to 00:04:58.831 --> 00:05:00.411 selling your plans of care, 00:05:00.451 --> 00:05:02.052 to getting patient buy-in, 00:05:02.091 --> 00:05:04.213 to getting better outcomes in the physical 00:05:04.252 --> 00:05:06.413 therapy clinic. 00:05:06.492 --> 00:05:08.574 If your relationship sucks, just add AI. 00:05:08.653 --> 00:05:09.293 What could go wrong? 00:05:10.922 --> 00:05:12.742 I heard this phrase the other day, 00:05:12.762 --> 00:05:13.182 which is like, 00:05:13.223 --> 00:05:14.742 people want one of three things. 00:05:15.262 --> 00:05:18.704 They want to be hugged, heard, or helped. 00:05:18.723 --> 00:05:20.103 Nice. 00:05:20.144 --> 00:05:21.245 So if someone comes to you, it's like, 00:05:21.305 --> 00:05:23.245 do you just... Because guys, 00:05:23.324 --> 00:05:24.444 what they'll say is, guys, 00:05:24.545 --> 00:05:25.505 and I've been guilty of this. 00:05:25.605 --> 00:05:27.146 Once I realized this a couple years ago, 00:05:27.446 --> 00:05:28.346 I looked a lot smarter. 00:05:29.165 --> 00:05:30.726 Which is like, guys are typically like, 00:05:30.906 --> 00:05:31.507 what do you want me to do? 00:05:31.526 --> 00:05:32.826 You want me to break the guy's nose? 00:05:32.846 --> 00:05:33.728 Do you want me to go fix it? 00:05:33.747 --> 00:05:34.427 Do you want me to go... 00:05:34.507 --> 00:05:35.588 And the person on the other end, 00:05:35.687 --> 00:05:37.148 usually a female, is like, no, 00:05:37.367 --> 00:05:38.369 I just wanted to tell you about it. 00:05:38.389 --> 00:05:38.649 It's like, oh, 00:05:38.668 --> 00:05:39.348 you just want to be heard. 00:05:41.240 --> 00:05:42.620 And it sounds like AI does this, 00:05:42.862 --> 00:05:44.882 but if we relate this to healthcare and 00:05:44.923 --> 00:05:46.624 the other one hundred and sixty seven 00:05:46.663 --> 00:05:48.944 hours a week, what could this provide? 00:05:49.365 --> 00:05:50.505 I think is what we're saying, right? 00:05:50.526 --> 00:05:52.526 Because I was going to bring up a 00:05:52.586 --> 00:05:53.826 topic and we can still get to it 00:05:53.867 --> 00:05:56.269 about sort of luxury and wearables. 00:05:56.309 --> 00:05:57.588 These things look like they relate, 00:05:57.629 --> 00:05:59.670 which is they're all pointed at the purse 00:05:59.891 --> 00:06:01.752 to say AI isn't going to touch healthcare 00:06:01.771 --> 00:06:02.791 is to say AI is just going to 00:06:02.992 --> 00:06:03.952 go away tomorrow. 00:06:06.175 --> 00:06:08.516 So AI, AI cannot do the hugs though. 00:06:08.555 --> 00:06:09.276 So it can, it can, 00:06:10.036 --> 00:06:11.336 it can do the hearing. 00:06:11.516 --> 00:06:12.538 It can do the helping. 00:06:13.098 --> 00:06:14.017 It can't do the hugs. 00:06:14.278 --> 00:06:17.420 And also like the hug is like also 00:06:17.500 --> 00:06:19.000 in this context, like sort of like, 00:06:19.281 --> 00:06:20.201 it's okay. 00:06:20.620 --> 00:06:22.021 Like you're not wrong. 00:06:22.101 --> 00:06:25.182 Like that sort of thing. 00:06:25.423 --> 00:06:25.584 Yeah. 00:06:25.603 --> 00:06:26.504 I mean, that's a little more, 00:06:26.564 --> 00:06:27.043 I don't know if you, 00:06:27.103 --> 00:06:28.884 I guess you could prime some of these 00:06:29.425 --> 00:06:31.146 AI bots to do that type of stuff, 00:06:31.185 --> 00:06:32.447 but I don't know. 00:06:32.466 --> 00:06:33.086 I, I, 00:06:34.154 --> 00:06:35.536 I didn't know what we're stepping into 00:06:35.576 --> 00:06:36.336 today with this topic. 00:06:36.416 --> 00:06:37.197 I don't know where we go from here, 00:06:37.437 --> 00:06:38.197 to be quite honest. 00:06:38.218 --> 00:06:40.959 Dave, you're totally right. 00:06:41.000 --> 00:06:44.262 And this goes back to the human contact, 00:06:44.281 --> 00:06:46.463 the physical touch is what we can still 00:06:46.502 --> 00:06:46.983 deliver. 00:06:47.764 --> 00:06:50.766 But I mean, I'm in the clinic yesterday. 00:06:50.826 --> 00:06:52.127 I'm working a full day. 00:06:52.588 --> 00:06:54.468 I've said this a hundred times on social 00:06:54.488 --> 00:06:54.809 media. 00:06:55.108 --> 00:06:57.550 I am not the same therapist at four 00:06:57.591 --> 00:06:58.071 p.m. 00:06:58.190 --> 00:07:00.552 in the clinic that I was at nine 00:07:00.572 --> 00:07:01.434 thirty in the morning. 00:07:01.934 --> 00:07:02.713 I'm just not. 00:07:02.793 --> 00:07:03.995 I don't have the tolerance. 00:07:04.095 --> 00:07:06.456 I don't have the capacity to listen and 00:07:06.596 --> 00:07:07.297 empathize. 00:07:07.357 --> 00:07:12.358 And I am rolling my eyes and sighing 00:07:12.379 --> 00:07:14.680 when I see that four-fifteen patient 00:07:14.699 --> 00:07:15.701 walking in the door. 00:07:16.420 --> 00:07:17.841 And nothing is going to change that. 00:07:17.862 --> 00:07:19.322 But AI isn't that. 00:07:19.382 --> 00:07:22.343 So let me be the fleshy part that 00:07:22.384 --> 00:07:23.283 rubs your back, 00:07:23.324 --> 00:07:26.245 that touches you and does the things that 00:07:26.264 --> 00:07:26.865 you want. 00:07:27.466 --> 00:07:30.786 and let AI be the empathetic listener who 00:07:30.887 --> 00:07:31.968 never gets tired, 00:07:32.367 --> 00:07:33.809 who never gets frustrated, 00:07:33.869 --> 00:07:35.750 who will always crack a joke, 00:07:36.129 --> 00:07:38.850 who will always listen and respond when 00:07:38.870 --> 00:07:39.370 you want, 00:07:39.730 --> 00:07:41.632 shut up when you don't want a response. 00:07:42.872 --> 00:07:45.134 That's the combination of the two coming 00:07:45.173 --> 00:07:45.533 together. 00:07:45.553 --> 00:07:50.136 Yeah. 00:07:50.235 --> 00:07:50.696 I don't disagree. 00:07:50.716 --> 00:07:52.276 I don't think this is a great... 00:07:55.113 --> 00:07:57.394 projection of where society should go. 00:07:57.995 --> 00:07:59.196 Maybe these tools can help, 00:07:59.336 --> 00:08:02.177 but in terms of some of the relational 00:08:02.237 --> 00:08:03.358 stuff, I'm not sure. 00:08:04.817 --> 00:08:05.358 Specifically, 00:08:05.418 --> 00:08:06.939 either personal relationships, 00:08:07.418 --> 00:08:10.821 I think it can help where you have 00:08:10.880 --> 00:08:12.461 some deficiencies or weaknesses, 00:08:12.502 --> 00:08:14.041 and maybe you learn from that over time, 00:08:14.461 --> 00:08:16.062 and then you unplug the AI so that 00:08:16.103 --> 00:08:17.223 you are now a better... 00:08:17.983 --> 00:08:19.764 partner, spouse, business partner, 00:08:19.805 --> 00:08:20.505 therapist, whatever. 00:08:20.805 --> 00:08:23.348 Okay, maybe that would make sense, Tony. 00:08:24.389 --> 00:08:25.949 I'm trying to meet you where you're at, 00:08:25.990 --> 00:08:26.370 Tony. 00:08:26.470 --> 00:08:27.610 I feel like I'm too far away. 00:08:28.512 --> 00:08:29.471 I agree with you. 00:08:29.552 --> 00:08:31.774 It's probably the end of society as we 00:08:31.834 --> 00:08:32.274 know it. 00:08:32.414 --> 00:08:33.916 I don't know what the future for my 00:08:33.956 --> 00:08:35.015 kids is going to be like. 00:08:36.857 --> 00:08:39.399 But regardless of whether it's good or bad 00:08:39.419 --> 00:08:40.279 for humanity, 00:08:40.460 --> 00:08:42.221 I do think this is the direction it's 00:08:42.261 --> 00:08:42.522 going. 00:08:44.453 --> 00:08:44.594 Yeah. 00:08:44.614 --> 00:08:45.695 And what we know about a lot of 00:08:45.735 --> 00:08:47.376 things is when things sort of start, 00:08:47.496 --> 00:08:48.597 you said this is out of China. 00:08:49.099 --> 00:08:49.198 Yeah. 00:08:49.219 --> 00:08:49.739 Out of Asia. 00:08:50.159 --> 00:08:50.279 Yeah. 00:08:50.299 --> 00:08:50.419 Well, 00:08:50.440 --> 00:08:52.682 we know is like first we mock it. 00:08:53.923 --> 00:08:55.184 And then I forget what the next step 00:08:55.264 --> 00:08:56.485 is and the next step is and then 00:08:56.746 --> 00:08:57.606 we're doing it right. 00:08:57.687 --> 00:08:59.730 I mean, a cliche, 00:08:59.769 --> 00:09:02.331 a stereotype of people of Asian people in 00:09:02.451 --> 00:09:04.453 eighties movies was they just walked 00:09:04.494 --> 00:09:06.537 around with cameras on a stick in groups 00:09:06.557 --> 00:09:07.697 and took pictures of themselves. 00:09:10.018 --> 00:09:10.077 Oh, 00:09:10.097 --> 00:09:11.499 that looks a lot like us right now. 00:09:11.719 --> 00:09:13.299 But we, it was like, it was, 00:09:14.179 --> 00:09:17.400 it was every eighties cliche in movies. 00:09:17.461 --> 00:09:18.461 And now it's like, well, 00:09:19.201 --> 00:09:20.743 and what we see there is people pay 00:09:20.763 --> 00:09:22.323 a lot about a lot of attention to 00:09:22.344 --> 00:09:23.083 those markets, 00:09:23.144 --> 00:09:25.184 to the Eastern markets and what happens 00:09:25.225 --> 00:09:27.546 there eventually makes its way to our 00:09:27.566 --> 00:09:27.905 shores. 00:09:30.066 --> 00:09:32.246 So Jimmy, you were somewhere recently. 00:09:32.287 --> 00:09:33.207 You want to talk about that? 00:09:33.628 --> 00:09:35.068 I was two somewheres. 00:09:35.089 --> 00:09:37.169 So last weekend, I went to... 00:09:37.890 --> 00:09:39.051 You guys know Danny Matei. 00:09:40.052 --> 00:09:41.732 He's PT Biz. 00:09:41.753 --> 00:09:43.072 He wrote the book, Fuck Insurance. 00:09:43.113 --> 00:09:43.933 He's written other books. 00:09:44.833 --> 00:09:47.355 And he has this group, PT Biz, 00:09:47.375 --> 00:09:50.857 which essentially is a couple hundred cash 00:09:50.878 --> 00:09:52.719 pay practices for 00:09:53.066 --> 00:09:54.606 that are essentially in this coaching 00:09:54.647 --> 00:09:55.788 program that go from, 00:09:55.908 --> 00:09:57.009 I have no idea what I'm doing, 00:09:57.048 --> 00:09:57.870 but this looks cool. 00:09:57.909 --> 00:09:59.772 And I'm frustrated with the same things 00:09:59.812 --> 00:10:00.172 too. 00:10:00.692 --> 00:10:02.653 Now I'm a cash pay practice and I 00:10:02.673 --> 00:10:04.556 am not only supporting myself, 00:10:04.576 --> 00:10:05.096 but other people. 00:10:05.910 --> 00:10:07.072 And he was he's been asking me for 00:10:07.111 --> 00:10:08.511 years to come to twice a year they 00:10:08.552 --> 00:10:09.932 get in person most of the time. 00:10:09.972 --> 00:10:11.293 Ninety nine percent of the time it's sort 00:10:11.313 --> 00:10:12.934 of remote and a program. 00:10:13.414 --> 00:10:14.235 And they've been asking me, like, 00:10:14.254 --> 00:10:14.816 come in person. 00:10:14.875 --> 00:10:15.735 And I'm like, why? 00:10:15.895 --> 00:10:16.115 And like, 00:10:16.155 --> 00:10:17.197 I don't have you guys ever hung out 00:10:17.216 --> 00:10:17.876 with Danny before? 00:10:17.937 --> 00:10:18.798 You ever talk to him before? 00:10:19.378 --> 00:10:20.057 Like, no, 00:10:20.158 --> 00:10:21.418 just I don't know where he grew up, 00:10:21.458 --> 00:10:23.399 but he's just got the ultimate like West 00:10:23.440 --> 00:10:24.259 Coast vibe. 00:10:24.320 --> 00:10:24.921 He's just like. 00:10:25.921 --> 00:10:27.062 Because they're because you're cool and 00:10:27.142 --> 00:10:28.241 other people are cool and everybody's 00:10:28.282 --> 00:10:28.442 cool. 00:10:28.462 --> 00:10:30.302 And I'm like, so finally, I'm like, OK, 00:10:30.443 --> 00:10:30.724 I don't know. 00:10:30.783 --> 00:10:31.504 So people are like, 00:10:31.524 --> 00:10:32.264 what are you going there for? 00:10:32.283 --> 00:10:33.105 I'm like, hang out. 00:10:34.500 --> 00:10:35.100 So essentially, 00:10:35.140 --> 00:10:37.243 it was two hundred practice owners for two 00:10:37.283 --> 00:10:39.504 days, like getting together, 00:10:39.625 --> 00:10:41.287 rubbing elbows, but learning. 00:10:41.687 --> 00:10:43.428 And I walked into like sort of their 00:10:43.489 --> 00:10:46.152 group, like going to lurk on the walls. 00:10:46.211 --> 00:10:46.511 Right. 00:10:47.033 --> 00:10:49.455 And I was expecting to see these super 00:10:49.514 --> 00:10:50.576 complex systems. 00:10:50.615 --> 00:10:51.777 And here we're doing this and this and 00:10:51.817 --> 00:10:52.018 this. 00:10:52.457 --> 00:10:54.039 And it was like basic stuff. 00:10:54.759 --> 00:10:56.642 It was more about like the person. 00:10:58.125 --> 00:10:58.985 It was about business, 00:10:59.005 --> 00:10:59.686 but it was more about, 00:11:00.005 --> 00:11:01.086 are you holding yourself accountable? 00:11:01.187 --> 00:11:02.447 How do you hold your staff accountable? 00:11:02.687 --> 00:11:03.548 And here in these people, 00:11:03.567 --> 00:11:04.607 they have name tags. 00:11:05.148 --> 00:11:06.168 Everybody there has a name tag, 00:11:06.349 --> 00:11:08.129 but the background color of the name tag 00:11:08.169 --> 00:11:10.471 corresponds to your business revenue. 00:11:10.571 --> 00:11:11.870 So you sort of figure out who you're 00:11:11.890 --> 00:11:13.672 talking to because different sized 00:11:13.711 --> 00:11:15.673 businesses are in different phases, 00:11:15.712 --> 00:11:16.614 have different problems. 00:11:16.994 --> 00:11:18.053 So it's kind of cool. 00:11:18.114 --> 00:11:20.134 It's almost like if you're in Taekwondo or 00:11:20.154 --> 00:11:21.275 whatever, if you're like, oh, 00:11:21.296 --> 00:11:21.975 I'm a white belt. 00:11:23.000 --> 00:11:24.381 people with like the black belts are 00:11:24.402 --> 00:11:25.582 looking at you and they're like that's 00:11:25.682 --> 00:11:27.323 that's i was there like three years ago 00:11:27.565 --> 00:11:28.806 so it's like cool seeing different 00:11:28.846 --> 00:11:30.267 versions but then they're also able to 00:11:30.287 --> 00:11:32.028 spin the conversation and be like so your 00:11:32.048 --> 00:11:34.129 biggest problem is abc like how'd you know 00:11:34.149 --> 00:11:35.289 you're like i just told you i was 00:11:35.309 --> 00:11:37.371 there three years ago these are not random 00:11:37.412 --> 00:11:40.173 problems so listening to them of course 00:11:40.514 --> 00:11:43.976 over drinks or pizzas at night is where 00:11:44.037 --> 00:11:45.077 i was like listening to these 00:11:45.118 --> 00:11:46.798 conversations and i'm like oh these are 00:11:46.859 --> 00:11:48.980 people problems these are human problems 00:11:50.361 --> 00:11:51.645 So it was kind of interesting to listen 00:11:51.686 --> 00:11:52.006 to that, 00:11:52.067 --> 00:11:53.409 especially because they're sort of outside 00:11:53.450 --> 00:11:54.273 the insurance model. 00:11:54.432 --> 00:11:55.495 Like Dave, you would geek out. 00:11:55.556 --> 00:11:55.696 I mean, 00:11:55.755 --> 00:11:58.082 I think you would have just like, 00:11:58.123 --> 00:11:58.683 you would love that. 00:12:00.177 --> 00:12:03.618 Yeah, they're all cash practices. 00:12:04.038 --> 00:12:05.359 Yeah, I've never spoken with him. 00:12:05.438 --> 00:12:06.859 I've seen kind of what they're doing from 00:12:06.899 --> 00:12:07.198 afar. 00:12:08.000 --> 00:12:09.620 I've spoken with the other guy, Vees, 00:12:09.700 --> 00:12:10.760 a little bit over the years, 00:12:10.801 --> 00:12:11.640 but not too much. 00:12:11.681 --> 00:12:14.682 So he's like, his first name is spelled, 00:12:14.841 --> 00:12:15.402 I think it's French. 00:12:15.422 --> 00:12:16.942 It's like Y-V-E-S. 00:12:17.302 --> 00:12:18.082 Yeah, Eve. 00:12:18.182 --> 00:12:18.802 Oh, Eve, Eve. 00:12:18.903 --> 00:12:19.163 Sorry. 00:12:19.323 --> 00:12:19.683 Yeah. 00:12:20.504 --> 00:12:21.264 bad pronunciation. 00:12:21.304 --> 00:12:23.846 So I talked to him a little bit, 00:12:23.865 --> 00:12:26.788 but I understand kind of like that. 00:12:26.888 --> 00:12:28.609 It's kind of like their version of like 00:12:29.068 --> 00:12:31.971 Paul golf and Greg Todd and Jared Carter 00:12:32.030 --> 00:12:33.010 and all that. 00:12:33.030 --> 00:12:33.892 The funny part is I put out a 00:12:33.912 --> 00:12:34.572 couple of videos, 00:12:34.591 --> 00:12:35.732 like sort of like a thank you, 00:12:35.972 --> 00:12:37.333 but also like all the videos were good. 00:12:37.413 --> 00:12:38.014 I asked him three. 00:12:38.134 --> 00:12:39.355 I asked a bunch of people at happy 00:12:39.394 --> 00:12:39.654 hour. 00:12:39.674 --> 00:12:41.296 I like wait until everybody like hits like 00:12:41.316 --> 00:12:42.236 drink one and a half. 00:12:42.517 --> 00:12:43.197 And then I'm like, Hey, 00:12:43.217 --> 00:12:43.817 you want to do a video? 00:12:44.278 --> 00:12:45.379 And I just asked him three questions. 00:12:45.399 --> 00:12:46.679 What was something before you started your 00:12:46.720 --> 00:12:48.100 practice you thought was going to be easy 00:12:48.120 --> 00:12:48.980 to turn out to be hard? 00:12:49.832 --> 00:12:50.712 What was something you thought was going 00:12:50.732 --> 00:12:51.813 to be hard turned out to be easy? 00:12:51.874 --> 00:12:53.154 And then what's your goal in five years? 00:12:53.934 --> 00:12:56.076 And none of the answers were the same, 00:12:56.475 --> 00:12:57.657 which is cool, right? 00:12:57.716 --> 00:12:57.917 Like, 00:12:58.177 --> 00:12:59.398 I just assumed they were all going to 00:12:59.418 --> 00:12:59.918 be the same. 00:12:59.937 --> 00:13:00.658 But then, of course, 00:13:01.298 --> 00:13:02.658 once I thought about it, of course not. 00:13:02.719 --> 00:13:04.879 So it was cool when watching two hundred 00:13:04.919 --> 00:13:06.400 practice owners like come together for two 00:13:06.421 --> 00:13:08.601 days and like commiserate over the same 00:13:08.621 --> 00:13:08.942 things, 00:13:08.981 --> 00:13:10.383 but also like walk away and they're like, 00:13:10.523 --> 00:13:10.663 oh, 00:13:11.163 --> 00:13:12.504 I've been coming to this for I've done 00:13:12.764 --> 00:13:13.224 seven of these. 00:13:13.303 --> 00:13:14.183 I've done eleven of these. 00:13:14.424 --> 00:13:15.644 They've only been around for like eight 00:13:15.664 --> 00:13:15.924 years. 00:13:16.024 --> 00:13:16.725 They meet twice a year. 00:13:16.765 --> 00:13:17.265 It's kind of cool. 00:13:18.586 --> 00:13:19.846 Again, 00:13:19.866 --> 00:13:21.167 this was left to us eight years ago. 00:13:21.187 --> 00:13:21.707 I wonder, 00:13:21.727 --> 00:13:24.467 because I know we're kind of in the 00:13:24.508 --> 00:13:25.028 circle. 00:13:26.128 --> 00:13:28.928 We have contacts within this community, 00:13:29.009 --> 00:13:29.889 these communities. 00:13:30.448 --> 00:13:32.490 But for the therapist outside looking in, 00:13:32.529 --> 00:13:35.450 from both of you guys, you know, 00:13:35.690 --> 00:13:37.309 like Dave said, you've got Paul Goff, 00:13:37.350 --> 00:13:39.230 you've got Joey Alberton, 00:13:39.311 --> 00:13:44.292 you've got Danny Matei, you, Greg Todd, 00:13:44.312 --> 00:13:44.432 like... 00:13:46.351 --> 00:13:46.993 Yeah, yeah. 00:13:47.592 --> 00:13:49.474 And I'm not too connected. 00:13:49.533 --> 00:13:51.995 I know Jordan Mather with Ben, I think. 00:13:52.035 --> 00:13:53.076 I don't even really know him that well. 00:13:53.096 --> 00:13:53.336 But yeah, 00:13:53.356 --> 00:13:54.577 you see their names pop up once you 00:13:54.597 --> 00:13:55.518 start clicking these things. 00:13:56.078 --> 00:13:59.301 So like somebody on the outside looking 00:13:59.640 --> 00:14:02.582 in, I mean, how do they decide like, 00:14:02.643 --> 00:14:02.842 hey, 00:14:02.883 --> 00:14:04.244 I want to connect with this community. 00:14:04.264 --> 00:14:05.404 You got David Bailiff. 00:14:05.985 --> 00:14:06.164 Like, 00:14:06.365 --> 00:14:08.225 I want to connect with this community. 00:14:08.605 --> 00:14:10.566 These guys are speaking my language. 00:14:11.046 --> 00:14:12.086 What do you guys think? 00:14:12.126 --> 00:14:13.567 If you were going to give somebody advice, 00:14:13.586 --> 00:14:14.447 somebody who's like, hey, 00:14:14.547 --> 00:14:16.447 I need a community around me, 00:14:16.508 --> 00:14:17.528 maybe a mentor. 00:14:17.908 --> 00:14:18.849 Where do I go? 00:14:19.168 --> 00:14:20.129 How do they decide? 00:14:20.528 --> 00:14:22.190 Call all of them and have a conversation 00:14:22.210 --> 00:14:22.789 with all of them. 00:14:23.250 --> 00:14:24.909 Because I don't think any of them are 00:14:24.929 --> 00:14:26.811 going to tell you anything drastically 00:14:26.870 --> 00:14:27.250 different. 00:14:27.270 --> 00:14:27.870 Do you know what I mean? 00:14:28.370 --> 00:14:28.910 So I think it's like, 00:14:28.931 --> 00:14:31.172 do you want to take economics at this 00:14:31.211 --> 00:14:32.451 school, this school, or this school? 00:14:32.952 --> 00:14:33.812 Go test it out. 00:14:33.932 --> 00:14:34.173 Like... 00:14:34.991 --> 00:14:36.393 I went to a few PT schools, 00:14:36.972 --> 00:14:38.374 not necessarily just for interviews, 00:14:38.394 --> 00:14:39.173 but before that, 00:14:39.214 --> 00:14:40.554 when I was deciding where to apply. 00:14:40.975 --> 00:14:41.794 And I remember too, I mean, 00:14:41.815 --> 00:14:42.535 I won't say what school, 00:14:42.576 --> 00:14:42.916 but I was like, 00:14:43.115 --> 00:14:43.836 I don't want to be here. 00:14:43.975 --> 00:14:44.236 Why? 00:14:44.456 --> 00:14:44.956 I don't know. 00:14:45.076 --> 00:14:46.977 I just don't, this doesn't taste good. 00:14:47.418 --> 00:14:49.298 Call all of them if that's your thing. 00:14:49.318 --> 00:14:50.700 And then test, trust me, 00:14:50.720 --> 00:14:52.961 they'll all have a discovery call for 00:14:53.000 --> 00:14:54.402 someone in their program and then just 00:14:54.442 --> 00:14:54.922 test it out. 00:14:56.543 --> 00:14:57.024 Yeah, definitely. 00:14:57.163 --> 00:14:58.725 Definitely a discovery call with all the 00:14:58.745 --> 00:15:00.326 different coaches and companies out there. 00:15:00.826 --> 00:15:02.969 But then also what I would do is 00:15:03.168 --> 00:15:05.291 I would look at who are they highlighting 00:15:05.471 --> 00:15:07.172 as like their testimonials and success 00:15:07.192 --> 00:15:07.533 stories. 00:15:07.893 --> 00:15:09.514 I would DM them or email them directly, 00:15:09.594 --> 00:15:10.495 get them on a phone call, 00:15:10.514 --> 00:15:12.035 get them on a Zoom call and then 00:15:12.136 --> 00:15:14.759 ask them when you join this coaching, 00:15:15.418 --> 00:15:17.081 this one coach or this coaching company. 00:15:17.701 --> 00:15:20.744 where were you in revenue and profit and 00:15:20.764 --> 00:15:21.344 team size? 00:15:21.384 --> 00:15:22.725 Where were you then when you started? 00:15:23.145 --> 00:15:23.946 Where are you now? 00:15:24.346 --> 00:15:25.187 And I would do that. 00:15:25.366 --> 00:15:26.207 It takes time and effort. 00:15:26.368 --> 00:15:27.068 I would do that for, 00:15:27.408 --> 00:15:28.730 especially if you're going to pay ten, 00:15:28.750 --> 00:15:30.630 twenty grand or however much these guys 00:15:30.671 --> 00:15:31.131 charge. 00:15:31.772 --> 00:15:36.355 I would be speaking to the success stories 00:15:36.456 --> 00:15:37.537 or even some of the other people that 00:15:37.576 --> 00:15:39.658 are in these groups that maybe are not. 00:15:39.739 --> 00:15:40.458 I want to hear the good and the 00:15:40.479 --> 00:15:40.759 bad. 00:15:42.421 --> 00:15:44.783 And a lot of the bad kind of 00:15:44.923 --> 00:15:45.903 ends up being on the 00:15:46.940 --> 00:15:48.740 the participant side because maybe they're 00:15:48.760 --> 00:15:49.821 not putting enough effort in, 00:15:49.961 --> 00:15:51.121 maybe they're lying to themselves, 00:15:51.682 --> 00:15:52.942 maybe they're not meant to be in business, 00:15:52.982 --> 00:15:54.384 maybe they're in a challenging market, 00:15:54.443 --> 00:15:56.845 maybe they have some self-limiting 00:15:56.884 --> 00:15:57.904 beliefs, whatever it might be. 00:15:58.004 --> 00:16:00.927 So I would be reaching out and speaking 00:16:00.947 --> 00:16:02.267 to other people that are already in their 00:16:02.307 --> 00:16:04.148 group, the bigger ones, the whales, 00:16:04.288 --> 00:16:05.389 the ones that are doing really well. 00:16:06.328 --> 00:16:06.950 And then ask them, 00:16:07.309 --> 00:16:08.812 is this the only coaching that you've done 00:16:08.851 --> 00:16:10.013 or did you like did you kind of 00:16:10.033 --> 00:16:12.975 stair step or stepping stone from across a 00:16:12.995 --> 00:16:14.356 bunch of them and in what order? 00:16:14.736 --> 00:16:14.957 Right. 00:16:14.998 --> 00:16:17.120 So then then I can triangulate. 00:16:18.020 --> 00:16:19.201 Am I the best fit for one of 00:16:19.221 --> 00:16:20.802 these other programs based off of the 00:16:20.842 --> 00:16:22.384 other success stories and kind of like 00:16:22.424 --> 00:16:23.024 where I want to go? 00:16:23.065 --> 00:16:23.765 Where am I now? 00:16:24.086 --> 00:16:24.886 Where do I want to go? 00:16:25.908 --> 00:16:29.090 regardless most pts i mean i think tony 00:16:29.110 --> 00:16:30.331 and i are a little different with like 00:16:30.691 --> 00:16:32.871 pre-physical therapy like businesses and 00:16:33.052 --> 00:16:35.254 entrepreneurship right so a lot of pts are 00:16:35.274 --> 00:16:37.495 getting into the world and they haven't 00:16:37.514 --> 00:16:38.936 been smacked in the face yet in business 00:16:38.956 --> 00:16:40.476 they haven't had a lot of adversity they 00:16:40.517 --> 00:16:42.717 haven't had side hustles and things that 00:16:42.758 --> 00:16:44.938 failed and where they got in trouble or 00:16:45.340 --> 00:16:46.879 things that happened that were before 00:16:46.900 --> 00:16:48.461 physical therapy school right so they're 00:16:48.841 --> 00:16:50.523 stepping in a private practice in business 00:16:50.623 --> 00:16:52.344 and they're like on 00:16:53.183 --> 00:16:55.083 step zero and they haven't gone into any 00:16:55.105 --> 00:16:56.904 of this so of course they would need 00:16:56.965 --> 00:17:00.066 a coach Ben Ben is asking if these 00:17:00.086 --> 00:17:01.485 guys are so sure of themselves why not 00:17:01.666 --> 00:17:03.346 a model of no up for money up 00:17:03.385 --> 00:17:07.307 front they what does JV mean joint venture 00:17:08.747 --> 00:17:10.867 equity share uh yeah I would say the 00:17:10.887 --> 00:17:12.288 same thing so if you're a physical 00:17:12.327 --> 00:17:14.128 therapist take no money up front only get 00:17:14.169 --> 00:17:15.429 paid when the person gets better 00:17:16.141 --> 00:17:18.804 Well, let's shout out Joey Albritton. 00:17:18.943 --> 00:17:21.686 Let's shout out Joey Albritton and Robbie 00:17:21.987 --> 00:17:23.608 because they do, I think, 00:17:23.648 --> 00:17:25.310 twenty eight days free up front. 00:17:25.590 --> 00:17:25.691 Now, 00:17:25.711 --> 00:17:27.333 they're not it's not it's not exchanging 00:17:27.472 --> 00:17:30.195 equity because these coaches are in the 00:17:30.236 --> 00:17:32.458 cash flow business, the coaching business. 00:17:32.479 --> 00:17:34.119 They're not looking to have a whole bunch 00:17:34.180 --> 00:17:35.201 of like. 00:17:35.741 --> 00:17:37.804 the disparate practices with equity all 00:17:37.864 --> 00:17:38.403 over the country. 00:17:38.564 --> 00:17:39.945 I, Ben, I like that idea. 00:17:40.205 --> 00:17:41.386 Like, I don't know, maybe, maybe, 00:17:41.527 --> 00:17:42.548 maybe breakfast club, 00:17:42.667 --> 00:17:43.548 a private equity fund. 00:17:43.608 --> 00:17:44.410 All of a sudden we, 00:17:44.450 --> 00:17:45.369 we got a bunch of, uh, 00:17:45.770 --> 00:17:47.692 locations all over, but you have, 00:17:47.731 --> 00:17:50.615 then we would have to vet the therapist. 00:17:50.654 --> 00:17:51.836 Is it worth our time? 00:17:51.895 --> 00:17:52.336 All that. 00:17:52.395 --> 00:17:55.058 So there's, I mean, the thing that, 00:17:55.159 --> 00:17:55.778 I mean, I'll, 00:17:55.878 --> 00:17:57.181 I'll say this and I've been friends with 00:17:57.221 --> 00:17:59.962 Danny for ten years and they sell, 00:18:00.002 --> 00:18:00.784 they sell community. 00:18:02.174 --> 00:18:03.457 What they do is they create, 00:18:03.656 --> 00:18:06.060 here's a bunch of people wanting to do 00:18:06.101 --> 00:18:06.721 the same thing. 00:18:07.082 --> 00:18:08.865 And here's a bunch of people who were 00:18:08.884 --> 00:18:10.146 there and are now here. 00:18:11.788 --> 00:18:14.012 So the other thing is personality. 00:18:14.713 --> 00:18:16.076 If you don't like Danny's vibe, 00:18:16.336 --> 00:18:16.797 don't join. 00:18:17.797 --> 00:18:18.877 if you don't like him a little bit 00:18:18.938 --> 00:18:19.917 don't join you're gonna get a lot of 00:18:19.959 --> 00:18:22.039 danny or the other coaches so i would 00:18:22.099 --> 00:18:23.340 ask who am i gonna be working with 00:18:23.560 --> 00:18:25.521 and then what's the structure am i going 00:18:25.541 --> 00:18:27.002 to follow through with this workout do i 00:18:27.042 --> 00:18:28.644 like the trainer and do i like the 00:18:28.663 --> 00:18:30.625 workouts uh we're gonna meet every day at 00:18:30.664 --> 00:18:33.247 five thirty jimmy's out we're gonna do it 00:18:33.547 --> 00:18:35.429 in the afternoon thumbs up let's do it 00:18:35.509 --> 00:18:37.970 like so it's structure so i and don't 00:18:37.990 --> 00:18:40.132 quote me but for danny's and pt biz 00:18:40.711 --> 00:18:41.853 it was twice a month 00:18:42.926 --> 00:18:45.269 But then you're given things to do between 00:18:45.388 --> 00:18:46.871 and then you've got these resources, 00:18:46.911 --> 00:18:48.711 this sort of app or whatever that you 00:18:48.731 --> 00:18:50.933 can go into and get resources and things 00:18:50.973 --> 00:18:51.314 like that. 00:18:51.535 --> 00:18:52.715 If that doesn't work for you, 00:18:52.736 --> 00:18:53.997 if you need something more or less 00:18:54.017 --> 00:18:55.157 structured, don't join. 00:18:56.298 --> 00:18:57.160 You know, Jimmy, 00:18:57.220 --> 00:18:59.521 you put out that it was a picture 00:18:59.582 --> 00:19:01.743 of a map of the USA and you 00:19:01.784 --> 00:19:03.545 had like different colored states and 00:19:03.585 --> 00:19:05.126 stuff for schools, I think. 00:19:07.082 --> 00:19:08.323 I saw that and I thought, 00:19:08.442 --> 00:19:10.964 that is SEO gold. 00:19:11.005 --> 00:19:13.226 That's the kind of thing that on a 00:19:13.266 --> 00:19:15.508 website would draw people in, 00:19:15.607 --> 00:19:16.749 optimize for Google, 00:19:16.828 --> 00:19:17.628 all that kind of stuff. 00:19:18.349 --> 00:19:21.592 Creating a list of all of these different 00:19:21.632 --> 00:19:24.534 programs and then doing a breakdown of 00:19:25.035 --> 00:19:26.776 whatever information is publicly 00:19:26.816 --> 00:19:27.537 available. 00:19:27.557 --> 00:19:28.017 Yeah, yeah. 00:19:28.297 --> 00:19:29.538 But exactly what you said, 00:19:29.577 --> 00:19:31.980 like Greg Todd's vibe is completely 00:19:32.020 --> 00:19:33.541 different than Paul Goff's, 00:19:33.762 --> 00:19:34.963 different than Ron Miller. 00:19:34.983 --> 00:19:36.444 I don't know if Ron's still doing it, 00:19:37.006 --> 00:19:38.647 but like everybody's going to have a 00:19:38.708 --> 00:19:39.568 different vibe. 00:19:39.628 --> 00:19:40.890 Everybody's going to have a different 00:19:40.930 --> 00:19:41.431 approach. 00:19:42.090 --> 00:19:44.874 And if somebody made a centralized 00:19:44.953 --> 00:19:48.136 resource that listed all of these, yeah, 00:19:48.218 --> 00:19:50.038 I think that would be such an awesome 00:19:50.098 --> 00:19:50.400 asset. 00:19:51.044 --> 00:19:52.223 I've hung out with Greg Todd several 00:19:52.263 --> 00:19:52.503 times, 00:19:52.544 --> 00:19:53.523 been on the show a bunch of times. 00:19:53.625 --> 00:19:55.924 If you don't like his vibe listening on 00:19:55.964 --> 00:19:57.065 my show, don't join. 00:19:57.164 --> 00:19:58.464 And Greg would tell you the same thing. 00:19:58.505 --> 00:19:58.765 He's like, 00:19:59.026 --> 00:20:00.145 if you don't like a little bit of 00:20:00.205 --> 00:20:00.425 me, 00:20:00.865 --> 00:20:02.425 don't pay to get a lot of me. 00:20:02.846 --> 00:20:03.885 And Greg doesn't... I mean, 00:20:03.986 --> 00:20:04.987 from what I know about Greg, 00:20:05.207 --> 00:20:07.247 he doesn't want to work with someone who 00:20:07.346 --> 00:20:08.606 isn't a good fit because then they're 00:20:08.626 --> 00:20:10.268 going to go away and be like, oh, 00:20:10.288 --> 00:20:11.728 Greg, it didn't work with Greg. 00:20:12.008 --> 00:20:13.627 No, you and Greg didn't work. 00:20:13.788 --> 00:20:15.249 So I think you get to a point 00:20:15.588 --> 00:20:16.868 where like, Dave, you probably... 00:20:17.669 --> 00:20:19.510 How do you deal with a patient? 00:20:20.070 --> 00:20:22.012 Do you fire patients if you're like, 00:20:22.053 --> 00:20:23.094 this is going to be... 00:20:23.273 --> 00:20:24.394 We've talked a little bit about this 00:20:24.434 --> 00:20:26.656 before, like one recently that didn't... 00:20:27.076 --> 00:20:28.659 But if you know it's not going to 00:20:28.679 --> 00:20:29.358 be a good fit, 00:20:29.400 --> 00:20:30.621 do you sort of try to back and 00:20:30.701 --> 00:20:32.602 paint yourself out of that corner when 00:20:32.622 --> 00:20:32.863 you're like, 00:20:32.883 --> 00:20:34.324 this is going to be more worth, 00:20:34.784 --> 00:20:36.546 more squeeze than juice? 00:20:38.443 --> 00:20:39.584 Yeah, once in a while we have to, 00:20:39.703 --> 00:20:40.045 I mean, 00:20:40.065 --> 00:20:42.105 we're usually firing clients if they are 00:20:42.164 --> 00:20:44.425 unprofessional, they're cursing, 00:20:44.486 --> 00:20:46.346 maybe they have some mental health 00:20:46.386 --> 00:20:49.768 component or some like neuropsychosocial 00:20:49.867 --> 00:20:51.208 something kind of component. 00:20:51.248 --> 00:20:52.989 So yeah, once in a while we do, 00:20:53.028 --> 00:20:53.989 we kind of offload them, 00:20:54.048 --> 00:20:55.328 we'll refer them elsewhere, 00:20:55.409 --> 00:20:56.670 we'll give them names, numbers, 00:20:56.730 --> 00:20:58.210 we'll try to give them a heads up, 00:20:58.230 --> 00:20:59.550 trying to manage their expectations. 00:20:59.611 --> 00:21:00.411 But yeah, absolutely. 00:21:02.684 --> 00:21:03.685 I usually agree with Ben, 00:21:03.945 --> 00:21:05.467 but I would say they're trading their 00:21:05.626 --> 00:21:06.166 services. 00:21:06.247 --> 00:21:07.488 I would say, if you don't want it, 00:21:07.647 --> 00:21:08.367 don't sign up. 00:21:08.887 --> 00:21:10.249 I think that's too deep. 00:21:10.548 --> 00:21:12.611 Going in on practice, I wouldn't want to. 00:21:12.691 --> 00:21:13.570 I'd be like, who are you? 00:21:13.730 --> 00:21:14.191 No, no, no. 00:21:14.250 --> 00:21:15.612 I'll take your advice and then I'll blow 00:21:15.692 --> 00:21:16.873 up. 00:21:16.893 --> 00:21:18.473 What did that last comment just say? 00:21:18.534 --> 00:21:19.734 I can't see it on the phone. 00:21:19.755 --> 00:21:20.515 It says, 00:21:20.575 --> 00:21:21.776 if these guys are so sure of themselves, 00:21:22.435 --> 00:21:23.477 why not a model of no money up 00:21:23.537 --> 00:21:23.817 front? 00:21:24.636 --> 00:21:25.018 Essentially, 00:21:25.038 --> 00:21:26.898 just get equity share and only vest upon 00:21:26.919 --> 00:21:27.739 meeting milestones. 00:21:27.759 --> 00:21:29.180 I feel like that's too much commitment. 00:21:31.201 --> 00:21:31.560 Well, I mean, 00:21:31.601 --> 00:21:33.142 we don't we don't get enough cash. 00:21:33.422 --> 00:21:33.561 I mean, 00:21:33.602 --> 00:21:35.782 it takes forever for us to get cash 00:21:35.844 --> 00:21:37.443 in exchange for our time and effort up 00:21:37.505 --> 00:21:37.724 front. 00:21:37.744 --> 00:21:38.424 Right. 00:21:38.805 --> 00:21:39.625 I understand what Ben's saying, 00:21:39.645 --> 00:21:40.266 but I had Tony. 00:21:41.547 --> 00:21:41.646 Yeah. 00:21:41.666 --> 00:21:41.747 Yeah. 00:21:41.826 --> 00:21:42.807 To two things. 00:21:43.228 --> 00:21:44.929 Going back to Jimmy's question about 00:21:45.388 --> 00:21:46.890 patients like Dave, 00:21:47.309 --> 00:21:48.750 what if you have a patient that doesn't 00:21:48.790 --> 00:21:50.211 fit the culture, fit the vibe? 00:21:50.792 --> 00:21:52.933 I think that's where professionalism comes 00:21:53.054 --> 00:21:53.233 in. 00:21:53.933 --> 00:21:55.675 I've got patients in my clinic. 00:21:55.855 --> 00:21:57.457 Not a lot, but we still get them. 00:21:58.257 --> 00:22:00.218 absolutely do not fit the culture 00:22:00.657 --> 00:22:03.259 absolutely you know are not the right 00:22:03.279 --> 00:22:05.800 patients for where we are but as a 00:22:05.861 --> 00:22:09.222 professional and hopefully this is reality 00:22:09.262 --> 00:22:12.263 and not just my imagination I can come 00:22:12.304 --> 00:22:14.785 to that patient visit I can dread it 00:22:15.025 --> 00:22:18.686 all day long to two fifty nine but 00:22:18.747 --> 00:22:21.528 at three o'clock professional Tony comes 00:22:21.709 --> 00:22:21.848 out 00:22:22.469 --> 00:22:24.510 I go and I deliver the best experience 00:22:24.570 --> 00:22:26.713 no matter how much I was dreading it 00:22:26.834 --> 00:22:27.734 up to that minute. 00:22:28.134 --> 00:22:28.415 Now, 00:22:28.655 --> 00:22:30.637 that's not a patient I'm trying to extend. 00:22:30.678 --> 00:22:32.259 That's not a patient I'm going to try 00:22:32.299 --> 00:22:33.881 to keep in the culture and keep in 00:22:33.902 --> 00:22:34.481 the clinic. 00:22:35.143 --> 00:22:37.065 If you got a referral for six visits, 00:22:37.085 --> 00:22:37.865 you're getting six. 00:22:38.125 --> 00:22:38.486 you know, 00:22:38.526 --> 00:22:40.307 and then I'm going to move you on 00:22:40.406 --> 00:22:42.767 and hopefully you find what you need. 00:22:43.406 --> 00:22:45.147 But that's the difference between a 00:22:45.208 --> 00:22:48.587 professional coming to do the job versus 00:22:48.647 --> 00:22:49.808 somebody who's just, 00:22:50.269 --> 00:22:51.888 I love being a therapist and I just 00:22:51.909 --> 00:22:53.069 want to do what I want to do. 00:22:53.130 --> 00:22:54.630 And this is my passion and I'm not 00:22:54.670 --> 00:22:55.329 going to, you know, 00:22:55.809 --> 00:22:57.451 do something that doesn't make me feel 00:22:57.471 --> 00:22:57.971 fulfilled. 00:22:59.631 --> 00:23:01.310 To Ben's comment, though, 00:23:01.351 --> 00:23:03.152 about don't pay up front. 00:23:03.911 --> 00:23:05.511 Let's go into this as a partnership. 00:23:06.092 --> 00:23:08.333 I do think the reality is most are 00:23:08.353 --> 00:23:09.012 going to fail, 00:23:09.532 --> 00:23:10.913 but that's just small business. 00:23:10.953 --> 00:23:11.273 You know, 00:23:11.413 --> 00:23:12.913 most people aren't going to do what you 00:23:12.953 --> 00:23:13.694 tell them to do. 00:23:14.214 --> 00:23:17.276 So I think it's a level of commitment 00:23:17.395 --> 00:23:19.856 on the consumer side to say, hey, 00:23:19.977 --> 00:23:21.057 I'm a practice owner. 00:23:21.156 --> 00:23:21.817 I'm coming in. 00:23:22.317 --> 00:23:23.557 When we first did it, 00:23:23.718 --> 00:23:25.278 we paid thirty thousand dollars. 00:23:25.338 --> 00:23:27.221 No, the first one was was a thousand. 00:23:27.260 --> 00:23:28.603 Then we went to twelve thousand. 00:23:28.623 --> 00:23:30.085 Then it went to thirty thousand. 00:23:30.885 --> 00:23:33.769 And when we originally like twenty years 00:23:33.808 --> 00:23:34.990 ago did, you know, 00:23:36.152 --> 00:23:37.913 joined a community like this, 00:23:38.335 --> 00:23:39.816 learned how to run a business, 00:23:39.855 --> 00:23:42.480 like got into that world, coaching, 00:23:42.519 --> 00:23:43.961 mentorship, that kind of stuff. 00:23:44.682 --> 00:23:47.663 And if we wouldn't have paid at the 00:23:47.743 --> 00:23:49.786 front, we would not have done it. 00:23:50.846 --> 00:23:51.886 We would have looked at it and be 00:23:51.906 --> 00:23:52.948 like, wait, 00:23:53.728 --> 00:23:55.710 I could have said I should charge more. 00:23:55.930 --> 00:23:57.330 I didn't need to pay thirty thousand 00:23:57.371 --> 00:23:58.791 dollars for you to tell me to charge 00:23:58.872 --> 00:24:00.553 more like that's common sense. 00:24:01.594 --> 00:24:02.694 But if you don't pay, 00:24:03.335 --> 00:24:04.736 you don't pay attention and you don't 00:24:04.776 --> 00:24:05.557 value it. 00:24:05.876 --> 00:24:07.298 So I do think there's a level of 00:24:07.357 --> 00:24:10.160 commitment that that comes with the price 00:24:10.180 --> 00:24:11.280 tag and accountability. 00:24:11.340 --> 00:24:13.261 Sure. 00:24:14.163 --> 00:24:14.904 I mean, 00:24:14.944 --> 00:24:16.005 look at what we do for a living. 00:24:16.144 --> 00:24:17.925 I could have just Googled and said, 00:24:17.986 --> 00:24:18.586 what do I do? 00:24:18.606 --> 00:24:19.487 And then I could have done it. 00:24:19.748 --> 00:24:20.788 Why don't I do it on my own? 00:24:20.807 --> 00:24:22.788 We don't do it on our own. 00:24:22.888 --> 00:24:23.250 I don't know. 00:24:25.070 --> 00:24:26.271 Real quick, Jimmy, 00:24:26.332 --> 00:24:28.492 was your participation in this, 00:24:28.932 --> 00:24:31.335 was that part of Gitmo, GTMO? 00:24:32.392 --> 00:24:33.092 No, this was... 00:24:33.132 --> 00:24:36.013 So I introduced Danny to my friend Megan 00:24:36.054 --> 00:24:37.174 Brown years ago. 00:24:37.214 --> 00:24:38.855 And Megan is just a business owner, 00:24:39.296 --> 00:24:41.376 like ruthless in a good way. 00:24:41.856 --> 00:24:43.917 And then they became like best friends. 00:24:44.258 --> 00:24:45.598 And then she's been like, you should come. 00:24:45.739 --> 00:24:46.618 You'd fit in right here. 00:24:46.659 --> 00:24:47.259 And I go, but what? 00:24:47.279 --> 00:24:48.380 I don't run a practice. 00:24:49.181 --> 00:24:50.240 And she was like, just come, just come, 00:24:50.280 --> 00:24:50.540 just come. 00:24:50.560 --> 00:24:52.102 And the fun part was I would watch 00:24:52.122 --> 00:24:54.262 these super confident and skilled business 00:24:54.303 --> 00:24:55.983 owners with different name tags, right? 00:24:56.003 --> 00:24:57.365 Who've been doing it, are growing. 00:24:58.045 --> 00:24:58.326 And... 00:24:59.205 --> 00:25:01.366 The internal and external communications 00:25:01.567 --> 00:25:02.988 are where they struggled because they did 00:25:03.028 --> 00:25:05.608 this thing like this quiz online and we're 00:25:05.628 --> 00:25:07.029 at a table sharing our results. 00:25:07.049 --> 00:25:07.289 And I'm like, 00:25:07.529 --> 00:25:09.030 how is communication weak on everybody? 00:25:09.050 --> 00:25:10.231 And they're like, I don't know. 00:25:10.352 --> 00:25:10.811 And Megan's like, 00:25:11.031 --> 00:25:12.373 because they don't do it. 00:25:13.113 --> 00:25:14.413 The muscle's weak because they don't do 00:25:14.473 --> 00:25:14.594 it. 00:25:14.614 --> 00:25:15.314 I'm like, oh, 00:25:15.654 --> 00:25:16.974 so my job now is to figure out 00:25:16.994 --> 00:25:17.234 like, well, 00:25:17.255 --> 00:25:18.496 how do I help you a little bit, 00:25:18.556 --> 00:25:19.717 a lot? 00:25:19.737 --> 00:25:20.737 You need me to do it for you 00:25:20.777 --> 00:25:22.097 or teach you like which one? 00:25:23.279 --> 00:25:25.681 I don't want to be a full-time employee 00:25:25.701 --> 00:25:26.382 at any of these places, 00:25:26.422 --> 00:25:27.662 but do I have something? 00:25:28.321 --> 00:25:29.863 So I've got some follow-ups with a few 00:25:29.903 --> 00:25:30.103 of them. 00:25:30.143 --> 00:25:31.223 They're like, just do it for me. 00:25:31.423 --> 00:25:32.805 And I'm like, all right, cool. 00:25:33.244 --> 00:25:34.625 But they understand they don't want to do 00:25:34.664 --> 00:25:34.765 it. 00:25:34.785 --> 00:25:35.766 But if it's done right, 00:25:36.086 --> 00:25:39.327 it leads to more money for them. 00:25:39.508 --> 00:25:40.968 I think I'm jaded by the scale of 00:25:41.028 --> 00:25:42.729 what some of these businesses actually 00:25:42.769 --> 00:25:43.549 bring in. 00:25:43.609 --> 00:25:45.230 I don't think I understood the size of 00:25:45.269 --> 00:25:45.631 them. 00:25:45.671 --> 00:25:46.211 I don't think I did. 00:25:47.423 --> 00:25:48.443 Of the cash practices? 00:25:48.523 --> 00:25:48.644 What, 00:25:48.663 --> 00:25:49.463 you thought it was just going to be, 00:25:49.483 --> 00:25:51.424 like, a poverty conference or something? 00:25:51.565 --> 00:25:53.786 Not poverty, but, like, I didn't... 00:25:54.205 --> 00:25:55.547 I mean, come on. 00:25:55.567 --> 00:25:56.968 We're out here making real money, Jimmy. 00:25:56.988 --> 00:25:58.167 We're supporting families. 00:25:58.209 --> 00:25:58.588 No, no, no. 00:25:58.648 --> 00:26:01.609 No, because eight years ago, I think, 00:26:01.630 --> 00:26:03.151 like, it was blasphemous, like, 00:26:03.171 --> 00:26:04.152 to take a dot, like, 00:26:04.192 --> 00:26:05.932 to take touch paper money. 00:26:05.971 --> 00:26:07.093 What are you talking about? 00:26:07.133 --> 00:26:08.253 Everything's that, right? 00:26:08.753 --> 00:26:10.335 But, like, to watch some of them, like... 00:26:11.454 --> 00:26:13.356 uh it was number of employees right like 00:26:13.376 --> 00:26:14.397 that was the thing where i was like 00:26:14.857 --> 00:26:16.880 oh huh like to me i was like 00:26:17.400 --> 00:26:19.801 i didn't understand it or i didn't 00:26:19.821 --> 00:26:21.143 understand what they were good or bad at 00:26:21.182 --> 00:26:22.044 i just figured they were good at 00:26:22.084 --> 00:26:23.765 everything i was like well you don't need 00:26:23.805 --> 00:26:25.125 anything you're good at this if you can 00:26:25.385 --> 00:26:26.988 if you can convince someone to pay 00:26:28.436 --> 00:26:30.480 cash, even if you have insurance, 00:26:31.601 --> 00:26:31.840 what else? 00:26:31.881 --> 00:26:32.842 What are you bad at? 00:26:32.862 --> 00:26:33.563 You're good at everything. 00:26:34.203 --> 00:26:35.704 You can communicate, you can sell, 00:26:35.744 --> 00:26:36.726 you can treat. 00:26:37.307 --> 00:26:37.767 That's it. 00:26:37.988 --> 00:26:39.209 You can get attention, 00:26:39.769 --> 00:26:41.490 have the conversation to communicate 00:26:41.510 --> 00:26:44.233 value, deliver the value, repeat. 00:26:44.394 --> 00:26:45.055 There's the circle. 00:26:45.075 --> 00:26:46.016 So I was like, 00:26:46.036 --> 00:26:46.936 what do you guys need me for? 00:26:46.957 --> 00:26:47.617 You're doing it. 00:26:47.758 --> 00:26:48.499 And they're like, well, 00:26:48.538 --> 00:26:49.980 we're better and worse at some of those 00:26:50.020 --> 00:26:50.260 things. 00:26:52.133 --> 00:26:52.633 Yeah, I mean, 00:26:52.673 --> 00:26:53.554 some of us don't want to, like, 00:26:54.394 --> 00:26:56.256 I don't like doing, like, 00:26:56.296 --> 00:26:58.018 payroll and a lot of admin. 00:26:58.417 --> 00:26:59.219 Do you pay? 00:27:00.619 --> 00:27:02.421 No, I do it right now, right? 00:27:02.480 --> 00:27:04.102 So social media, 00:27:04.142 --> 00:27:06.364 like I said last week to someone else, 00:27:06.384 --> 00:27:08.266 like, I want to offload social media. 00:27:08.286 --> 00:27:08.865 And they're like, oh, well, 00:27:08.885 --> 00:27:09.646 you can do Claude. 00:27:09.666 --> 00:27:10.708 And there's all these apps. 00:27:10.807 --> 00:27:12.209 And I'm like, I know there's... 00:27:12.909 --> 00:27:14.910 I notice all the scheduling stuff and all 00:27:15.049 --> 00:27:15.190 that, 00:27:15.230 --> 00:27:17.211 but I don't want to be clicking publish. 00:27:17.290 --> 00:27:18.971 I want posts to just go up. 00:27:19.270 --> 00:27:20.291 And then I look at my phone, 00:27:20.311 --> 00:27:21.672 I'm like, oh, another post. 00:27:21.811 --> 00:27:23.113 Oh, another post, like three a day, 00:27:23.153 --> 00:27:23.853 five a day, whatever. 00:27:24.732 --> 00:27:26.574 So Andrea and I don't know if you've 00:27:26.594 --> 00:27:27.074 listened, Dave. 00:27:27.094 --> 00:27:28.454 I know Tony jumps in every once in 00:27:28.474 --> 00:27:28.694 a while. 00:27:28.875 --> 00:27:31.635 Andrea is like a fractional VP of 00:27:31.695 --> 00:27:32.056 marketing. 00:27:32.076 --> 00:27:32.715 She's a friend of mine. 00:27:32.736 --> 00:27:34.096 We work together at a couple of projects. 00:27:34.701 --> 00:27:37.045 we came up with a ninety day content 00:27:37.065 --> 00:27:38.105 plan like what would i do if i 00:27:38.145 --> 00:27:39.948 walked into a practice tomorrow i'm like i 00:27:39.968 --> 00:27:41.829 would do these and i i just stole 00:27:41.869 --> 00:27:43.852 it i'm i did a mash-up of what 00:27:43.912 --> 00:27:46.394 gary vee and alex hormozy would say not 00:27:46.434 --> 00:27:47.996 even an ai i just literally sat there 00:27:48.016 --> 00:27:49.958 i was like if gary v and hormozy 00:27:49.978 --> 00:27:51.059 were sitting across from a table with the 00:27:51.079 --> 00:27:53.201 practice owner i was like here's the ten 00:27:53.402 --> 00:27:54.083 here's what i would do 00:27:55.455 --> 00:27:57.237 And we laid that program out. 00:27:57.757 --> 00:28:00.237 I now understand that Dave understands 00:28:00.257 --> 00:28:01.698 that there are great lawnmowers. 00:28:01.897 --> 00:28:03.117 He doesn't want to even look at the 00:28:03.137 --> 00:28:03.657 lawnmower. 00:28:04.038 --> 00:28:05.659 He wants to drive by his own lawn 00:28:05.679 --> 00:28:08.759 and watch it mowed, right? 00:28:08.839 --> 00:28:09.960 No, I want my – yes, 00:28:10.539 --> 00:28:11.160 I want the result. 00:28:11.240 --> 00:28:13.020 I want my lawn mowed. 00:28:13.121 --> 00:28:13.480 I want it done. 00:28:13.820 --> 00:28:13.941 Right. 00:28:14.510 --> 00:28:15.672 Everybody's out there going, but Dave, 00:28:15.692 --> 00:28:17.034 there's Claude and there's publishing. 00:28:17.054 --> 00:28:17.394 And you're like, 00:28:17.494 --> 00:28:19.797 I don't want to own a lawnmower, 00:28:20.218 --> 00:28:21.880 but I need the lawnmower. 00:28:22.079 --> 00:28:23.060 I'm on to other things. 00:28:23.582 --> 00:28:24.903 I have a hard time understanding that 00:28:24.923 --> 00:28:25.923 because this is fun to me and I 00:28:25.983 --> 00:28:26.404 like it. 00:28:26.625 --> 00:28:28.287 So I assume everybody else likes it. 00:28:28.988 --> 00:28:30.809 So I need to listen to my own 00:28:30.849 --> 00:28:31.770 advice, which is like, 00:28:32.392 --> 00:28:34.213 people don't pay to have their lawnmowed. 00:28:35.147 --> 00:28:36.828 They pay so they don't have to mow 00:28:36.848 --> 00:28:37.430 their lawn. 00:28:37.509 --> 00:28:38.391 They can do it. 00:28:38.691 --> 00:28:40.011 They're like, I don't want to do it. 00:28:40.251 --> 00:28:41.173 I actually heard a great guy, 00:28:41.192 --> 00:28:41.972 forget who it was, 00:28:42.073 --> 00:28:43.354 one of those guys on Instagram who's great 00:28:43.374 --> 00:28:44.095 at framing things. 00:28:44.776 --> 00:28:46.576 And he goes, don't sell lawn mowed. 00:28:47.277 --> 00:28:47.718 Sell, 00:28:47.998 --> 00:28:49.219 do you want to have the best looking 00:28:49.239 --> 00:28:52.040 lawn in the neighborhood and do nothing 00:28:52.101 --> 00:28:52.521 for it? 00:28:52.821 --> 00:28:54.002 And then he goes, sell the future. 00:28:54.462 --> 00:28:55.782 You thinking about selling your house in a 00:28:55.823 --> 00:28:56.423 couple of years? 00:28:56.884 --> 00:28:57.663 And he's like, yeah. 00:28:57.683 --> 00:28:58.624 And he's like, great. 00:28:58.884 --> 00:29:00.224 I'm going to over the next couple of 00:29:00.265 --> 00:29:02.266 years, I'm going to do landscaping, 00:29:02.286 --> 00:29:03.145 which is maintenance. 00:29:03.405 --> 00:29:04.766 And we're going to do hardscaping, 00:29:04.786 --> 00:29:06.767 which is changing what this looks like. 00:29:07.106 --> 00:29:09.728 So he plays everybody within the 00:29:09.847 --> 00:29:10.327 neighborhood. 00:29:10.347 --> 00:29:10.948 He's like, well, 00:29:10.968 --> 00:29:12.009 I saw that guy up the street. 00:29:12.048 --> 00:29:13.189 He's got a great one. 00:29:13.469 --> 00:29:14.328 So I could come in and be like, 00:29:14.369 --> 00:29:16.869 it's going to be the ego and status 00:29:16.930 --> 00:29:18.691 of keeping up with the Joneses. 00:29:19.090 --> 00:29:20.632 So what this guy did was smart. 00:29:20.672 --> 00:29:22.093 He goes, instead of saying, hey, 00:29:22.153 --> 00:29:23.253 for fifty grand, 00:29:23.473 --> 00:29:24.614 me and my team will come in for 00:29:24.673 --> 00:29:26.194 two weeks and do everything and you'll get 00:29:26.214 --> 00:29:28.175 a waterfall and the lights and the trees. 00:29:28.195 --> 00:29:29.856 He goes, let's do this. 00:29:29.998 --> 00:29:31.719 Let's start off at a thousand dollars a 00:29:31.778 --> 00:29:32.118 month. 00:29:32.959 --> 00:29:34.920 We'll maintain and then we'll slowly. 00:29:34.980 --> 00:29:36.000 And he goes, in three years, 00:29:36.101 --> 00:29:36.961 if you want to sell, 00:29:37.021 --> 00:29:38.742 you'll have a lawn better than that, guys. 00:29:39.083 --> 00:29:40.784 But it's not fifty grand right now. 00:29:41.163 --> 00:29:43.445 It's fifteen hundred dollars a month times 00:29:43.506 --> 00:29:44.086 three years. 00:29:44.546 --> 00:29:46.027 And I was like, oh, that's smarter. 00:29:46.086 --> 00:29:47.407 Sell the change again. 00:29:49.126 --> 00:29:49.646 Love it. 00:29:49.666 --> 00:29:51.008 I have a segue since we're talking about 00:29:51.048 --> 00:29:51.788 home services. 00:29:51.848 --> 00:29:54.349 So the other day I met in person 00:29:54.369 --> 00:29:55.891 with this guy named Ismael. 00:29:55.911 --> 00:29:56.771 I don't know if you guys saw the 00:29:56.811 --> 00:29:58.512 social media posts, but the tub cut. 00:29:58.593 --> 00:30:01.275 So basically they will take they will take 00:30:01.575 --> 00:30:02.536 your existing tubs. 00:30:02.756 --> 00:30:05.577 And if you are having balance issues, 00:30:05.617 --> 00:30:06.758 maybe you're sixty, seventy, eighty, 00:30:06.798 --> 00:30:09.279 ninety years old and you want to convert 00:30:09.319 --> 00:30:12.842 now eventually like stepping into a tub to 00:30:13.001 --> 00:30:14.804 you can't get a bath because your balance 00:30:14.844 --> 00:30:16.144 issues, you had a stroke, Parkinson's, 00:30:16.163 --> 00:30:16.684 whatever it might be. 00:30:18.038 --> 00:30:18.920 your father right now, right? 00:30:18.980 --> 00:30:22.741 So if you guys had only one tub 00:30:22.821 --> 00:30:24.784 where he was bathing and you're like, 00:30:24.884 --> 00:30:26.125 I want to convert it to a shower 00:30:26.144 --> 00:30:28.086 for him, it's going to cost you twenty, 00:30:28.125 --> 00:30:29.967 thirty grand, forty grand, fifty grand, 00:30:29.987 --> 00:30:30.667 depending on where. 00:30:30.988 --> 00:30:31.847 It's more plumbing. 00:30:32.067 --> 00:30:33.429 You got to have the water turned off. 00:30:34.089 --> 00:30:34.890 That's one option. 00:30:35.069 --> 00:30:36.671 There's another option called Tub Cut. 00:30:36.731 --> 00:30:37.632 This guy, Ismael, 00:30:37.672 --> 00:30:40.334 is like a franchise owner of the New 00:30:40.354 --> 00:30:41.555 York City metro area. 00:30:41.575 --> 00:30:42.315 I met him in person. 00:30:42.355 --> 00:30:43.336 I got a referral by one of my 00:30:43.375 --> 00:30:44.396 staff physical therapists. 00:30:45.196 --> 00:30:47.679 they have the same exact ideal client as 00:30:47.719 --> 00:30:49.941 we do and we don't overlap with services 00:30:50.000 --> 00:30:51.221 so that's why we met up to try 00:30:51.261 --> 00:30:52.663 to do referrals but 00:30:53.737 --> 00:30:55.498 His service will all in one day, 00:30:55.637 --> 00:30:56.898 it's incredible, all in one day, 00:30:57.419 --> 00:30:58.180 cut your tub, 00:30:58.799 --> 00:31:00.401 put custom molding inside of it, 00:31:00.740 --> 00:31:02.643 have some type of, I can't, 00:31:02.682 --> 00:31:04.002 I try to remember all the jargon, 00:31:04.344 --> 00:31:06.285 some type of a compound or something that 00:31:06.305 --> 00:31:07.865 like makes it almost seamless. 00:31:07.885 --> 00:31:10.586 Like you can't even really see or feel 00:31:10.827 --> 00:31:11.807 where the cut was. 00:31:12.409 --> 00:31:14.230 Now your father, Jimmy, 00:31:14.549 --> 00:31:17.050 only has to step up three inches instead 00:31:17.090 --> 00:31:18.672 of over the tub, which is what, like, 00:31:18.692 --> 00:31:19.093 like a big step. 00:31:23.452 --> 00:31:24.614 stepping into the tub, 00:31:25.153 --> 00:31:28.155 just up three inches and in to take 00:31:28.175 --> 00:31:29.738 a shower and then step out of it, 00:31:29.758 --> 00:31:31.739 whether you have a shower chair inside the 00:31:31.778 --> 00:31:32.559 tub or not. 00:31:33.413 --> 00:31:35.813 So it's decreasing falls in the shower. 00:31:36.354 --> 00:31:37.913 There's some stat that Ismael said, 00:31:37.933 --> 00:31:39.634 I think like one person in the U.S. 00:31:39.673 --> 00:31:42.214 dies per day from falling in the shower. 00:31:42.234 --> 00:31:43.414 And there's other stats like it. 00:31:43.934 --> 00:31:46.335 And so then, Jimmy, 00:31:46.375 --> 00:31:48.915 let's say you guys move, whatever, 00:31:49.576 --> 00:31:50.435 you want to put it back. 00:31:50.615 --> 00:31:51.756 They do the reversal. 00:31:51.796 --> 00:31:53.477 They'll put the cut back in the tub. 00:31:54.057 --> 00:31:54.957 They'll put it back in. 00:31:55.297 --> 00:31:58.097 They'll make it all buffed and everything. 00:31:58.157 --> 00:31:59.778 And it's as if it was never cut 00:31:59.857 --> 00:31:59.978 out. 00:32:00.657 --> 00:32:01.378 in the first place. 00:32:01.538 --> 00:32:03.201 It's, it's incredible. 00:32:03.461 --> 00:32:04.402 He shows up in person. 00:32:04.422 --> 00:32:05.123 We met at Starbucks. 00:32:05.143 --> 00:32:06.223 We met, we met in person. 00:32:06.483 --> 00:32:07.865 He shows up with like a tote bag 00:32:07.884 --> 00:32:09.086 with like marketing materials and 00:32:09.126 --> 00:32:09.686 brochures. 00:32:10.048 --> 00:32:10.907 And I'm like, I'm sorry. 00:32:10.948 --> 00:32:12.309 I only have my business cards. 00:32:12.349 --> 00:32:14.172 Like you, you, you, you are, 00:32:14.192 --> 00:32:14.872 you are a true. 00:32:14.912 --> 00:32:16.634 I brought you this hat. 00:32:16.713 --> 00:32:16.994 Here we go. 00:32:17.015 --> 00:32:20.597 I wore it for you. 00:32:20.637 --> 00:32:21.259 I got it warm. 00:32:22.239 --> 00:32:23.902 So since we were talking about landscaping 00:32:23.922 --> 00:32:24.682 and home services, 00:32:24.762 --> 00:32:26.125 I have to mention that segue. 00:32:26.685 --> 00:32:28.528 But they're the same thing because I don't 00:32:28.588 --> 00:32:29.830 want, I need it done. 00:32:30.010 --> 00:32:32.914 I don't want to do done, not do. 00:32:34.335 --> 00:32:34.654 Correct. 00:32:34.694 --> 00:32:36.836 And it's like, if you hire the, 00:32:36.915 --> 00:32:39.877 it's like two grand as opposed to twenty, 00:32:39.917 --> 00:32:41.959 thirty grand to go from to rip a 00:32:41.999 --> 00:32:43.900 whole tub out and to make it a 00:32:44.401 --> 00:32:46.501 shower, like a walk in shower, 00:32:46.602 --> 00:32:48.542 like literally like tile to tile, 00:32:48.583 --> 00:32:50.064 like some of the hotels where there's no 00:32:50.124 --> 00:32:50.784 step up at all. 00:32:51.384 --> 00:32:53.085 That's going to be twenty, thirty grand, 00:32:53.125 --> 00:32:53.546 forty grand, 00:32:53.566 --> 00:32:55.086 depending on size and where you're at in 00:32:55.106 --> 00:32:55.767 the plumbing. 00:32:56.106 --> 00:32:56.867 If you're in New York City, 00:32:57.448 --> 00:32:58.749 the paperwork is going to take a lot 00:32:58.788 --> 00:33:00.209 longer for that with insurance and 00:33:00.229 --> 00:33:00.509 everything. 00:33:00.930 --> 00:33:02.391 So instead, this company 00:33:03.570 --> 00:33:05.531 uh this guy ismail is like the franchise 00:33:05.571 --> 00:33:06.952 owner of the new york city area and 00:33:06.992 --> 00:33:08.614 they get they have to buy all their 00:33:08.673 --> 00:33:10.835 own custom materials from the hq like the 00:33:10.875 --> 00:33:13.096 main tub cut company which obviously 00:33:13.115 --> 00:33:14.737 that's part of like the whole franchise 00:33:15.257 --> 00:33:16.137 you know set up and everything 00:33:17.219 --> 00:33:19.599 And now he is what I am, 00:33:19.640 --> 00:33:21.320 which is he's got a guy that does 00:33:21.340 --> 00:33:23.701 all the cuts and the reversals and he's 00:33:23.761 --> 00:33:24.863 out there drumming up business, 00:33:24.883 --> 00:33:25.643 business development. 00:33:25.702 --> 00:33:27.023 And so he and I were at the 00:33:27.044 --> 00:33:28.824 Starbucks, we're talking and I'm like, 00:33:29.184 --> 00:33:30.424 we're literally like the same. 00:33:30.464 --> 00:33:32.165 Like I am not really treating patients 00:33:32.185 --> 00:33:32.586 anymore. 00:33:32.885 --> 00:33:33.906 And I'm trying to be doing this. 00:33:33.987 --> 00:33:35.788 I'm trying to refer patients and clients 00:33:35.827 --> 00:33:37.607 and, and build partnerships and all that. 00:33:37.667 --> 00:33:39.209 So that's exactly like, 00:33:39.269 --> 00:33:40.069 we're in the same boat. 00:33:40.349 --> 00:33:42.351 And I even pitched him, I go, 00:33:42.711 --> 00:33:43.330 and maybe you guys, 00:33:43.510 --> 00:33:44.592 you guys would have come up with this, 00:33:44.632 --> 00:33:44.811 but. 00:33:45.571 --> 00:33:46.977 he'll have like an itemized receipt for 00:33:47.017 --> 00:33:48.923 someone when he sends them a proposal of 00:33:48.962 --> 00:33:50.969 like the cost and i'm like trying to 00:33:51.009 --> 00:33:52.173 whisper i'm like so 00:33:54.205 --> 00:33:54.906 If you wanted, 00:33:55.227 --> 00:33:57.568 you could put on in the itemized bill, 00:33:57.628 --> 00:33:57.888 like, 00:33:58.148 --> 00:33:59.710 and this also comes with an eighty percent 00:33:59.809 --> 00:34:01.510 off concierge pain relief consult. 00:34:01.971 --> 00:34:04.813 And then it's lead gen for us because 00:34:05.314 --> 00:34:06.954 we're going to charge them even if we 00:34:06.994 --> 00:34:08.596 charge them some nominal fee or it was 00:34:08.615 --> 00:34:10.056 just included in the proposal. 00:34:10.117 --> 00:34:11.018 Now we're getting lead. 00:34:11.197 --> 00:34:12.498 We're getting lead gen by someone that 00:34:12.619 --> 00:34:14.659 obviously has stepping issues, 00:34:14.699 --> 00:34:16.800 balance issues, safety issues, all that. 00:34:17.282 --> 00:34:19.583 And so maybe they already have an existing 00:34:19.663 --> 00:34:21.284 Medicare covered physical therapist. 00:34:21.304 --> 00:34:22.505 And that certainly could be the case. 00:34:24.065 --> 00:34:24.806 Maybe they don't. 00:34:26.088 --> 00:34:27.190 Or even if they do, hey, 00:34:27.429 --> 00:34:28.871 let's have one of ours go in there. 00:34:29.192 --> 00:34:30.112 Now they can compare. 00:34:30.373 --> 00:34:32.355 Then you go from there and the consumer 00:34:32.394 --> 00:34:33.516 can choose which is best for them. 00:34:34.079 --> 00:34:34.518 Yeah, 00:34:34.579 --> 00:34:36.739 that's like when you move and you change 00:34:36.760 --> 00:34:37.960 your address, like the U.S. 00:34:38.000 --> 00:34:40.101 Postal Service is great at a couple of 00:34:40.121 --> 00:34:40.481 things. 00:34:40.581 --> 00:34:41.782 Mail is sometimes one of them. 00:34:42.282 --> 00:34:43.621 But the other is when you move in 00:34:43.641 --> 00:34:44.503 the next month, 00:34:44.583 --> 00:34:47.784 you get like storage facilities and lawn 00:34:47.824 --> 00:34:50.065 care and everything you'd need to like, 00:34:50.085 --> 00:34:50.284 you know, 00:34:50.364 --> 00:34:53.726 direct TV and sighting and insurance like 00:34:53.746 --> 00:34:53.826 that. 00:34:54.326 --> 00:34:55.905 It just sounds like they just sold you 00:34:56.065 --> 00:34:56.646 a thing. 00:34:57.367 --> 00:34:58.246 Do you know how to use it? 00:34:58.266 --> 00:34:59.527 Do you know how to use it safe? 00:34:59.626 --> 00:35:00.927 Why are you getting this? 00:35:01.068 --> 00:35:02.628 You're getting this for a reason. 00:35:03.148 --> 00:35:03.668 Got it. 00:35:04.027 --> 00:35:04.927 You'll also need, 00:35:04.947 --> 00:35:07.728 this is one degree away from Kevin Bacon, 00:35:07.768 --> 00:35:09.188 where Kevin Bacon is your tub now, 00:35:09.208 --> 00:35:11.269 your new tub now. 00:35:11.309 --> 00:35:13.369 How is this guy getting his clients? 00:35:13.590 --> 00:35:15.771 What's his main intake? 00:35:17.574 --> 00:35:18.295 I love the question. 00:35:18.474 --> 00:35:21.398 He said that the HQ is spending like 00:35:21.438 --> 00:35:22.619 forty, fifty grand a month. 00:35:23.298 --> 00:35:25.521 And if it's in the location like like 00:35:25.840 --> 00:35:27.862 the HQ must have like their own website 00:35:27.882 --> 00:35:29.864 and then he has like his own tub 00:35:29.905 --> 00:35:30.085 cut. 00:35:30.105 --> 00:35:31.346 I forget what it is like tub cut 00:35:31.565 --> 00:35:32.887 and why dot com or whatever, 00:35:32.907 --> 00:35:33.427 something like that. 00:35:34.644 --> 00:35:36.146 So there's like the local websites that 00:35:36.166 --> 00:35:37.528 are for like the franchise owners, 00:35:37.889 --> 00:35:40.454 but the HQ website will funnel them leads 00:35:40.514 --> 00:35:42.036 based off of those locations. 00:35:42.416 --> 00:35:44.980 And obviously he's doing his own 00:35:45.420 --> 00:35:45.800 marketing, 00:35:45.840 --> 00:35:47.163 which is like the business development 00:35:47.182 --> 00:35:48.525 that he's doing with me. 00:35:48.565 --> 00:35:48.905 Right. 00:35:48.985 --> 00:35:49.666 I mean- 00:35:50.597 --> 00:35:53.018 So when does he bring you out to 00:35:53.139 --> 00:35:55.278 one of the sites and the two of 00:35:55.298 --> 00:35:57.460 you guys do a video together where you're 00:35:57.480 --> 00:36:00.460 talking about from a PT perspective, 00:36:00.500 --> 00:36:00.980 you know, 00:36:01.019 --> 00:36:02.880 the benefits and all this kind of stuff. 00:36:02.920 --> 00:36:03.161 Yeah. 00:36:03.181 --> 00:36:03.681 I mean, 00:36:03.740 --> 00:36:05.581 I'm sure he's got it in his house, 00:36:05.702 --> 00:36:08.121 if not a client's house and you go 00:36:08.222 --> 00:36:09.282 out there and you, I mean, 00:36:09.322 --> 00:36:11.862 this is like pure video content. 00:36:11.882 --> 00:36:14.704 And is there, are there some upsells? 00:36:14.744 --> 00:36:15.503 So like, Hey, 00:36:15.923 --> 00:36:17.684 do you know where to put grab bars? 00:36:17.903 --> 00:36:19.264 Cause I could tell you where to put 00:36:19.324 --> 00:36:19.985 grab bars. 00:36:20.514 --> 00:36:21.539 And he does grab bars. 00:36:21.760 --> 00:36:23.204 And I could tell you what type of 00:36:23.344 --> 00:36:26.155 mat to use outside the tub and inside 00:36:26.195 --> 00:36:26.617 the tub. 00:36:27.443 --> 00:36:29.043 And I could tell you a shower chair 00:36:29.103 --> 00:36:31.184 you might actually need to have on hand. 00:36:31.603 --> 00:36:32.744 There was a husband and wife. 00:36:32.784 --> 00:36:33.724 I should find them again. 00:36:34.045 --> 00:36:35.704 He's a general contractor and she was a 00:36:35.764 --> 00:36:36.264 PT. 00:36:36.646 --> 00:36:37.545 So that's what they did. 00:36:37.905 --> 00:36:38.246 You're like, 00:36:38.686 --> 00:36:41.266 mom needs unsafe in the bathroom. 00:36:41.847 --> 00:36:43.387 Wife would walk in and be like this, 00:36:43.407 --> 00:36:43.867 this, this. 00:36:43.907 --> 00:36:44.967 She'd put tape everywhere. 00:36:45.108 --> 00:36:46.407 And the husband knew exactly what all 00:36:46.427 --> 00:36:47.668 these little bits of tape meant. 00:36:48.048 --> 00:36:48.648 Next thing you know, 00:36:48.668 --> 00:36:49.949 you walk in one day. 00:36:50.148 --> 00:36:51.489 All these tub things are always one day. 00:36:51.909 --> 00:36:52.469 Want to know why? 00:36:53.010 --> 00:36:55.150 because when i a guy who owns a 00:36:55.190 --> 00:36:56.952 hammer and two screwdrivers here's 00:36:57.311 --> 00:36:59.753 bathroom renovation i think a month you 00:36:59.793 --> 00:37:01.713 tell me one day i go where do 00:37:01.793 --> 00:37:04.893 i swipe one day no dust one day 00:37:04.934 --> 00:37:06.295 no dust don't worry about it we got 00:37:06.335 --> 00:37:08.255 it take and oh by the way you 00:37:08.275 --> 00:37:10.115 want i'll sell you a mattress we'll get 00:37:10.135 --> 00:37:11.496 rid of your old mattress for free because 00:37:11.516 --> 00:37:13.217 that's the next problem you're like 00:37:14.398 --> 00:37:15.557 especially if you live in new york i 00:37:15.577 --> 00:37:17.159 don't have a car where are we gonna 00:37:17.179 --> 00:37:17.559 put that 00:37:19.500 --> 00:37:20.561 Solve all my problems. 00:37:21.081 --> 00:37:22.702 Show me you understand my problems. 00:37:23.023 --> 00:37:24.202 Show me you can solve them. 00:37:24.443 --> 00:37:26.744 I'll throw money at you. 00:37:27.184 --> 00:37:28.565 Yeah. 00:37:28.606 --> 00:37:29.447 Go ahead, Tony. 00:37:29.626 --> 00:37:30.887 No, no, go ahead. 00:37:33.139 --> 00:37:35.201 I was just going to say this is 00:37:35.221 --> 00:37:37.463 what I did the other day on, 00:37:37.543 --> 00:37:39.925 was it Tuesday or yesterday, Wednesday? 00:37:39.965 --> 00:37:40.405 No, Tuesday. 00:37:40.445 --> 00:37:40.885 It was Tuesday. 00:37:42.146 --> 00:37:43.527 I did two things the whole day for 00:37:43.547 --> 00:37:44.927 the business in terms of like, 00:37:44.967 --> 00:37:46.548 so one was meeting with him in person. 00:37:47.108 --> 00:37:49.030 Another was meeting in person for lunch 00:37:49.510 --> 00:37:50.931 with one of the main, 00:37:50.992 --> 00:37:54.293 like the sales manager of a self-pay home 00:37:54.994 --> 00:37:56.896 agents, like a home nursing agency. 00:37:57.315 --> 00:37:58.717 And she refers to us and we refer 00:37:58.737 --> 00:37:58.976 to them. 00:37:59.478 --> 00:37:59.697 Right. 00:38:00.338 --> 00:38:00.918 And I want to just, 00:38:01.239 --> 00:38:02.860 I want to just nicely nudge Tony. 00:38:03.780 --> 00:38:04.960 not that I'm pushing your face on you, 00:38:04.981 --> 00:38:06.322 but I'm just saying like this, 00:38:06.481 --> 00:38:08.543 like this is going to be for millennia. 00:38:09.244 --> 00:38:10.704 There's nothing that's going to change the 00:38:10.744 --> 00:38:12.547 ability for me to connect with a new 00:38:12.586 --> 00:38:14.108 business owner like this guy, Ismael. 00:38:14.387 --> 00:38:17.570 I had no idea that this service even 00:38:17.610 --> 00:38:18.070 existed. 00:38:18.951 --> 00:38:19.871 We talked over the phone. 00:38:20.192 --> 00:38:21.032 We texted a bunch. 00:38:21.092 --> 00:38:21.931 We emailed a bunch. 00:38:22.391 --> 00:38:23.452 And all that was great. 00:38:23.913 --> 00:38:25.614 And then it's like we met in person. 00:38:25.914 --> 00:38:28.434 And now it's like the click is the 00:38:28.474 --> 00:38:28.994 close, 00:38:29.295 --> 00:38:31.635 like the approximation to potential 00:38:31.695 --> 00:38:33.336 referrals and partnerships back and forth 00:38:33.356 --> 00:38:34.257 where we're referring to people. 00:38:35.577 --> 00:38:37.239 is now accelerated after meeting in 00:38:37.278 --> 00:38:37.619 person. 00:38:37.659 --> 00:38:38.480 And I'm joking, Tony, 00:38:38.519 --> 00:38:40.081 because of the whole AI thing and 00:38:40.541 --> 00:38:41.762 artificial intelligence and all that. 00:38:42.684 --> 00:38:44.505 And the same thing with Trish from 00:38:44.585 --> 00:38:45.266 Eldercare. 00:38:45.666 --> 00:38:46.686 She referred to me in the past. 00:38:46.726 --> 00:38:47.648 I'm going to try to refer to them. 00:38:47.668 --> 00:38:49.088 But then it's like we meet in person. 00:38:49.349 --> 00:38:50.869 We met at this Greek restaurant. 00:38:51.451 --> 00:38:51.871 I paid. 00:38:51.931 --> 00:38:52.992 I said, it's going to be on me. 00:38:53.532 --> 00:38:57.755 And now we talked – we communicated and 00:38:57.795 --> 00:38:59.257 talked about so many things in between of 00:38:59.277 --> 00:38:59.577 like, hey, 00:38:59.617 --> 00:39:01.629 what a – 00:39:00.764 --> 00:39:01.885 what are your nurses like? 00:39:01.905 --> 00:39:02.585 What, what are your, 00:39:02.885 --> 00:39:04.547 what is your team like in terms of 00:39:04.586 --> 00:39:05.626 like communication? 00:39:06.228 --> 00:39:07.728 And can I, Trish, can I refer, 00:39:08.007 --> 00:39:09.248 can I send your number? 00:39:09.268 --> 00:39:10.188 Can I give your number out? 00:39:10.228 --> 00:39:10.949 Or like, 00:39:11.010 --> 00:39:12.771 we talked about like some of the nuances 00:39:13.030 --> 00:39:15.371 of referrals and partnerships and all 00:39:15.411 --> 00:39:15.552 that. 00:39:15.572 --> 00:39:17.373 And it's like none, like, yes, 00:39:17.813 --> 00:39:19.034 you could do some of this over zoom 00:39:19.173 --> 00:39:20.894 video calls, but it's like the, the, 00:39:21.574 --> 00:39:24.155 the confirmation or like the, the, 00:39:24.195 --> 00:39:28.097 the final click of building a relationship 00:39:28.197 --> 00:39:30.179 is still in person and 00:39:30.518 --> 00:39:31.559 And I don't know if that's ever going 00:39:31.579 --> 00:39:31.940 to change. 00:39:31.960 --> 00:39:32.161 I mean, 00:39:32.201 --> 00:39:34.143 you can only do so much over video 00:39:34.182 --> 00:39:36.684 calls and forget it in terms of behind 00:39:36.704 --> 00:39:37.887 a chat GPT. 00:39:39.481 --> 00:39:40.342 Hopefully it doesn't. 00:39:40.523 --> 00:39:44.505 I really, I swear, like hopefully I do. 00:39:45.166 --> 00:39:46.748 I would even go as far as to 00:39:46.788 --> 00:39:49.010 say, like, I think there's genuine, 00:39:49.289 --> 00:39:51.612 my voice is different through a microphone 00:39:51.632 --> 00:39:53.632 than it is in person, right? 00:39:53.753 --> 00:39:54.554 My skin, 00:39:54.853 --> 00:39:56.996 I look different in person than I do 00:39:57.096 --> 00:39:57.777 on video. 00:39:58.237 --> 00:39:59.577 The way somebody smells, 00:39:59.617 --> 00:40:01.900 like the chemicals, the pheromones, 00:40:01.940 --> 00:40:03.320 like all of that kind of stuff. 00:40:03.420 --> 00:40:06.103 I mean, we are humans, animals, 00:40:07.123 --> 00:40:10.545 We make these connections, body language, 00:40:10.686 --> 00:40:11.246 all of it. 00:40:11.646 --> 00:40:13.007 You can't replace that. 00:40:13.128 --> 00:40:14.989 Yeah, you can't replace that. 00:40:15.048 --> 00:40:17.951 So I totally, totally get it and agree. 00:40:18.251 --> 00:40:24.054 I'm saying right now, April second, 00:40:24.215 --> 00:40:25.275 twenty twenty six, 00:40:25.775 --> 00:40:27.936 the in-person of anything. 00:40:29.123 --> 00:40:30.284 will never change. 00:40:31.664 --> 00:40:34.545 I don't care how many ChatGPT version 00:40:34.585 --> 00:40:36.485 number, a hundred and seventeen, 00:40:36.867 --> 00:40:37.427 I don't care. 00:40:37.547 --> 00:40:41.827 It's Claude, ChatGPT, Gemini, 00:40:42.467 --> 00:40:43.648 all these companies are gonna create, 00:40:43.688 --> 00:40:43.869 you know, 00:40:43.909 --> 00:40:45.728 Facebook comes out with Facebook, AI, 00:40:45.789 --> 00:40:47.590 Gemini, Claude, Meta, whatever. 00:40:48.989 --> 00:40:50.010 It'll never change. 00:40:51.266 --> 00:40:53.268 yes you're different in person tony i'm 00:40:53.327 --> 00:40:55.228 sure i'm the i'm the same way it's 00:40:55.248 --> 00:40:57.469 like the full effect the body language 00:40:57.909 --> 00:40:59.869 does the person care about being there are 00:40:59.889 --> 00:41:01.150 they looking to put their best foot 00:41:01.190 --> 00:41:03.231 forward to build a service-based business 00:41:03.271 --> 00:41:07.032 in person this will never change in person 00:41:07.072 --> 00:41:12.514 i think ai will change like like it 00:41:12.534 --> 00:41:15.036 will change and it will alter like meeting 00:41:16.126 --> 00:41:16.847 Like a second ago, 00:41:16.907 --> 00:41:17.708 Tony gave me a night. 00:41:17.768 --> 00:41:17.989 No, no, no. 00:41:18.009 --> 00:41:18.829 What I mean is like, 00:41:18.869 --> 00:41:20.050 maybe you would never would have found 00:41:20.110 --> 00:41:20.672 that guy, 00:41:20.992 --> 00:41:22.833 but now that that thing led to that, 00:41:22.853 --> 00:41:23.474 that's what I mean. 00:41:23.574 --> 00:41:24.295 Like it'll change. 00:41:24.556 --> 00:41:25.496 But I, but I found, 00:41:25.637 --> 00:41:26.777 but I found him through my staff 00:41:26.797 --> 00:41:28.099 therapist, Andrew, who said at, 00:41:28.219 --> 00:41:30.202 he's like at my previous company, we, 00:41:30.762 --> 00:41:32.925 the social worker had this guy's name, 00:41:32.965 --> 00:41:33.786 tub cut, whatever. 00:41:34.347 --> 00:41:34.726 And he, 00:41:35.027 --> 00:41:36.907 he referred to me and then he like 00:41:36.927 --> 00:41:38.347 let me met in person so but you 00:41:38.387 --> 00:41:39.268 know what tony and i are going to 00:41:39.288 --> 00:41:40.748 tell you to do now is go to 00:41:40.789 --> 00:41:43.128 chat gpt and explain that situation and go 00:41:43.230 --> 00:41:44.949 give me three other people that i would 00:41:44.969 --> 00:41:46.469 have never thought of that i should 00:41:46.489 --> 00:41:48.791 connect with like tub cut there's no way 00:41:48.811 --> 00:41:50.331 you're going to sit down and i agree 00:41:50.452 --> 00:41:52.992 i love that to use chat gpt or 00:41:53.132 --> 00:41:56.893 ai to then prompt how can i nicely 00:41:56.954 --> 00:41:58.614 exploit this who am i who am i 00:41:58.673 --> 00:42:00.215 overlooking what other what other whatever 00:42:00.815 --> 00:42:01.155 whatever 00:42:01.934 --> 00:42:02.856 what are my blind spots? 00:42:02.896 --> 00:42:05.257 But then it will still come back to 00:42:05.338 --> 00:42:07.318 in-person to make the legitimate 00:42:07.739 --> 00:42:10.202 connection and partnerships and referrals. 00:42:10.922 --> 00:42:11.882 That's, that's my whole point. 00:42:11.902 --> 00:42:12.322 That's what I mean. 00:42:12.382 --> 00:42:14.505 Until we're plugged in like the matrix and 00:42:14.525 --> 00:42:15.226 we're batteries. 00:42:15.266 --> 00:42:16.527 Yeah, I think, I think you're right. 00:42:17.067 --> 00:42:19.588 And then we'll try to unplug. 00:42:19.608 --> 00:42:19.728 Right. 00:42:19.909 --> 00:42:21.411 Um, so then I went to, 00:42:21.510 --> 00:42:23.211 I went to prompts headquarters yesterday. 00:42:23.231 --> 00:42:24.572 That's why I was missing on Tuesday, 00:42:24.612 --> 00:42:24.972 Tuesday. 00:42:24.994 --> 00:42:26.594 I was there Tuesday, Thursday. 00:42:26.675 --> 00:42:27.014 Yeah. 00:42:27.054 --> 00:42:27.896 I was there on Tuesday. 00:42:28.556 --> 00:42:28.695 Um, 00:42:29.757 --> 00:42:32.179 Their office is a cliche in all the 00:42:32.199 --> 00:42:32.639 best ways. 00:42:32.880 --> 00:42:34.440 It's exactly what you think of a tech 00:42:34.460 --> 00:42:34.701 company. 00:42:34.740 --> 00:42:37.543 There's beanbag chairs, a putting green. 00:42:38.164 --> 00:42:40.744 They've got a hyperized station with 00:42:41.126 --> 00:42:42.445 vibrating couches. 00:42:44.128 --> 00:42:45.068 But again, 00:42:45.188 --> 00:42:47.030 a majority of their team doesn't work 00:42:47.050 --> 00:42:48.409 there because they're all over the 00:42:48.530 --> 00:42:50.311 country, remote and stuff like that. 00:42:51.612 --> 00:42:53.713 So I did some episodes there that will 00:42:53.733 --> 00:42:55.135 come out and I think some things will 00:42:55.155 --> 00:42:56.615 come out of there as well. 00:42:57.096 --> 00:42:58.836 So that was kind of cool to see. 00:43:00.197 --> 00:43:01.438 where the technology is. 00:43:01.539 --> 00:43:02.960 Although it's just a bunch of people with 00:43:03.000 --> 00:43:03.679 monitors, guys. 00:43:03.719 --> 00:43:06.641 Like there's no giant mainframe computer 00:43:06.661 --> 00:43:07.242 or anything like that. 00:43:07.262 --> 00:43:08.362 Everything's sort of in the cloud. 00:43:10.123 --> 00:43:13.206 So that was sort of fun. 00:43:13.226 --> 00:43:14.206 We were teasing. 00:43:14.246 --> 00:43:15.907 Dave, we teased something and we said, 00:43:15.947 --> 00:43:17.507 let's wait for Jimmy to get back. 00:43:17.588 --> 00:43:18.248 But I can't, 00:43:18.409 --> 00:43:20.090 I'm trying to remember what we were 00:43:20.130 --> 00:43:20.909 talking about. 00:43:21.309 --> 00:43:23.130 We'll have to go through a transcript from 00:43:23.170 --> 00:43:23.592 Tuesday. 00:43:24.952 --> 00:43:25.152 Yeah. 00:43:25.213 --> 00:43:25.452 Tony, 00:43:25.512 --> 00:43:27.353 I'm coming to Ohio in like a week. 00:43:28.197 --> 00:43:30.597 Yeah, so when are you actually here? 00:43:31.137 --> 00:43:32.278 I'm flying in. 00:43:32.639 --> 00:43:33.139 This is great. 00:43:33.818 --> 00:43:34.659 I have to tell you a story. 00:43:34.980 --> 00:43:35.960 Flying to Danny's, 00:43:36.239 --> 00:43:37.780 I got to make fun of myself or 00:43:37.820 --> 00:43:39.240 else I'm not being honest. 00:43:40.742 --> 00:43:42.222 So the problem with Google Flight is when 00:43:42.262 --> 00:43:42.742 you say, 00:43:42.822 --> 00:43:44.242 when I put in Newark and maybe I 00:43:44.262 --> 00:43:46.023 have a setting wrong, it will also, 00:43:46.083 --> 00:43:46.983 unless I'm paying attention, 00:43:47.003 --> 00:43:48.885 will also give me flights from LaGuardia. 00:43:50.184 --> 00:43:51.525 So I booked the flight. 00:43:51.606 --> 00:43:53.586 I'm standing at Newark and the guy at 00:43:53.606 --> 00:43:54.206 the desk goes, 00:43:54.286 --> 00:43:55.586 you have a flight out of LaGuardia. 00:43:55.748 --> 00:43:56.728 And I'm like, ah. 00:43:57.581 --> 00:43:59.222 Oh, no, bro. 00:43:59.262 --> 00:44:00.242 Flying to Charleston. 00:44:00.262 --> 00:44:00.822 So I was just like, 00:44:00.902 --> 00:44:02.722 when's your next flight and how much 00:44:02.802 --> 00:44:03.003 money? 00:44:03.023 --> 00:44:04.603 And the guy's like thirty eight dollars. 00:44:04.664 --> 00:44:04.983 I'm like, well, 00:44:05.003 --> 00:44:07.164 the tolls to get me to LaGuardia would 00:44:07.184 --> 00:44:08.244 be thirty eight dollars. 00:44:08.565 --> 00:44:09.425 So and parking. 00:44:09.766 --> 00:44:11.146 So I have to make fun of myself 00:44:11.166 --> 00:44:12.666 that I literally was at the wrong airport, 00:44:12.827 --> 00:44:13.907 which delayed me a day. 00:44:14.286 --> 00:44:14.907 But I go. 00:44:14.987 --> 00:44:15.088 So. 00:44:15.487 --> 00:44:17.588 So APTA turned one hundred a couple of 00:44:17.608 --> 00:44:19.829 years ago and now all the APTA state 00:44:19.869 --> 00:44:21.269 chapters are turning seventy five. 00:44:21.750 --> 00:44:23.311 So obviously APTA was formed. 00:44:23.550 --> 00:44:24.512 And then twenty five years later, 00:44:24.532 --> 00:44:25.052 they were like, hey, 00:44:25.132 --> 00:44:26.293 every state should have a whatever. 00:44:26.494 --> 00:44:27.974 So they're all having these celebrations. 00:44:28.315 --> 00:44:29.215 So I'm going out there. 00:44:29.255 --> 00:44:31.177 I'll be in Ohio a week. 00:44:31.197 --> 00:44:33.018 So Thursday through Sunday is when I'll be 00:44:33.059 --> 00:44:33.438 doing it. 00:44:33.739 --> 00:44:35.561 And they have like a one day conference 00:44:35.860 --> 00:44:36.742 and then a party. 00:44:37.041 --> 00:44:38.543 So I've got to bring pants and a 00:44:38.623 --> 00:44:41.005 tie or something for the party. 00:44:41.025 --> 00:44:43.987 But like is what are the dates like 00:44:44.027 --> 00:44:45.347 the numbers on the calendar? 00:44:45.708 --> 00:44:46.628 Nine through twelve. 00:44:47.409 --> 00:44:47.530 OK. 00:44:48.606 --> 00:44:51.389 okay because i think this weekend's easter 00:44:51.608 --> 00:44:54.210 right this weekend's easter yeah yeah so 00:44:54.572 --> 00:44:56.632 okay so it's the next basically next week 00:44:57.673 --> 00:45:00.215 yeah yeah i'll come up i'll we'll connect 00:45:00.295 --> 00:45:04.679 in columbus north of columbus so cool i'll 00:45:04.699 --> 00:45:06.420 drag you out to that party i because 00:45:06.481 --> 00:45:08.581 i think again i said this yesterday and 00:45:08.621 --> 00:45:11.704 i said here plus one yeah yeah i'll 00:45:11.744 --> 00:45:12.766 get you um 00:45:14.311 --> 00:45:16.173 APTA state chapters and academies, 00:45:16.235 --> 00:45:21.641 their biggest resource, 00:45:21.721 --> 00:45:22.862 their biggest asset 00:45:23.996 --> 00:45:24.697 Are there members? 00:45:25.077 --> 00:45:26.097 There are companies. 00:45:27.057 --> 00:45:28.059 Companies are also like, 00:45:28.338 --> 00:45:30.199 I think both sides don't understand that 00:45:30.219 --> 00:45:31.561 the other side doesn't understand. 00:45:32.101 --> 00:45:33.963 Like when I talk and I talked to 00:45:33.983 --> 00:45:35.423 a couple of software companies and tech 00:45:35.443 --> 00:45:37.005 companies last couple of days and they're 00:45:37.025 --> 00:45:39.067 like, yeah, like the APTA conference, 00:45:39.106 --> 00:45:40.226 like when we go there and we like 00:45:40.286 --> 00:45:41.527 exhibit, it's not a great ROI. 00:45:41.547 --> 00:45:42.588 I go, yeah, yeah, yeah, yeah. 00:45:43.148 --> 00:45:43.469 I agree. 00:45:44.070 --> 00:45:45.231 What about the other three hundred and 00:45:45.251 --> 00:45:46.112 sixty four days? 00:45:46.971 --> 00:45:48.952 Because like two percent of their audience 00:45:48.992 --> 00:45:50.353 is going to actually be in person at 00:45:50.373 --> 00:45:50.853 that thing. 00:45:51.554 --> 00:45:53.476 And they might not be the decision makers 00:45:53.496 --> 00:45:54.135 of the practice. 00:45:54.976 --> 00:45:56.938 But APTA, state chapters and academies, 00:45:57.418 --> 00:45:59.199 their staff turns over every couple of 00:45:59.239 --> 00:46:01.320 years and they've got other stuff to do. 00:46:01.400 --> 00:46:02.661 And communication isn't the first thing 00:46:02.681 --> 00:46:03.061 they think of. 00:46:03.081 --> 00:46:03.302 I'm like, 00:46:03.722 --> 00:46:05.483 imagine you sponsored all their 00:46:05.503 --> 00:46:06.744 communications for a year. 00:46:07.264 --> 00:46:08.746 What the chapter would charge you for that 00:46:08.766 --> 00:46:09.387 is not a lot. 00:46:09.646 --> 00:46:11.188 But you land one or two clients in 00:46:11.208 --> 00:46:14.210 a year, pays for itself ten X. 00:46:14.550 --> 00:46:14.931 I don't know. 00:46:16.092 --> 00:46:17.112 Yeah, makes sense. 00:46:17.454 --> 00:46:18.094 Maybe I'm wrong. 00:46:18.215 --> 00:46:20.838 And then, what am I doing? 00:46:20.918 --> 00:46:22.079 I don't even know where I'm going after 00:46:22.099 --> 00:46:24.943 that. 00:46:24.983 --> 00:46:26.264 I know we're getting close to the top 00:46:26.304 --> 00:46:26.945 of the show. 00:46:27.286 --> 00:46:30.108 Did you guys, and I hadn't realized this, 00:46:30.789 --> 00:46:31.751 dig sporting goods? 00:46:32.577 --> 00:46:34.177 kind of something about them what they do 00:46:34.597 --> 00:46:36.518 shifting topics a little bit so i shared 00:46:36.577 --> 00:46:37.759 i think it was a video a short 00:46:37.778 --> 00:46:42.159 video um dicks like dicks came on the 00:46:42.219 --> 00:46:45.521 scene years ago kind of wiped everybody 00:46:45.621 --> 00:46:48.922 else out of the sporting goods uh sector 00:46:49.362 --> 00:46:51.463 there used to be sports authority there 00:46:51.483 --> 00:46:52.983 were a couple other big players in the 00:46:53.003 --> 00:46:53.744 space gotta go to mose gotta go and 00:46:53.784 --> 00:46:55.485 i was like 00:46:56.954 --> 00:46:57.474 I was like, 00:46:57.755 --> 00:47:01.777 who is paying full retail for sporting 00:47:01.818 --> 00:47:03.179 gear when you can go to play it 00:47:03.219 --> 00:47:03.960 against sports, 00:47:04.000 --> 00:47:06.682 when you get hand-me-downs from nieces and 00:47:06.722 --> 00:47:07.242 nephews? 00:47:08.784 --> 00:47:11.827 But I read a stat that said Dix 00:47:11.967 --> 00:47:13.869 basically expects to generate five hundred 00:47:13.909 --> 00:47:16.771 dollars per kid every season. 00:47:18.003 --> 00:47:22.047 and dix uh their app is like one 00:47:22.088 --> 00:47:24.931 of the top apps on the app store 00:47:25.791 --> 00:47:28.155 um i know we use game changer which 00:47:28.215 --> 00:47:30.077 i think is owned by dix they bought 00:47:30.197 --> 00:47:32.759 game changer i think years ago and it 00:47:32.798 --> 00:47:35.101 just it so it blows my mind but 00:47:35.161 --> 00:47:37.224 i go back to the video that i 00:47:37.244 --> 00:47:39.827 shared talked about they had had a program 00:47:40.327 --> 00:47:42.369 where they were given like prizes. 00:47:42.409 --> 00:47:43.570 And I think there might have been cash 00:47:43.610 --> 00:47:46.992 prizes to incentivize you to walk more, 00:47:47.092 --> 00:47:48.994 run more, do all these things. 00:47:49.856 --> 00:47:51.637 And it just brings me back to, 00:47:51.856 --> 00:47:52.157 you know, 00:47:52.237 --> 00:47:55.420 there are so many opportunities and tools 00:47:55.460 --> 00:47:58.202 and resources to incentivize 00:47:59.463 --> 00:48:00.284 our clients, 00:48:00.304 --> 00:48:03.827 these are our ideal clients to like, hey, 00:48:04.086 --> 00:48:05.887 increase your range of motion if you just 00:48:05.907 --> 00:48:08.110 had a knee replacement and here's the 00:48:08.150 --> 00:48:09.791 dopamine machine that's going to help you 00:48:09.831 --> 00:48:10.210 do it. 00:48:10.911 --> 00:48:13.452 Go take more steps if you're trying to, 00:48:13.492 --> 00:48:13.753 you know, 00:48:13.833 --> 00:48:15.574 increase your functional capacity and 00:48:15.614 --> 00:48:17.576 here's the dopamine and the reward system 00:48:17.596 --> 00:48:18.456 to help you do it. 00:48:20.496 --> 00:48:20.777 I just, 00:48:21.197 --> 00:48:23.920 I don't see any of us across the 00:48:23.960 --> 00:48:26.780 profession utilizing these proven 00:48:26.840 --> 00:48:27.702 strategies, right? 00:48:28.277 --> 00:48:29.318 Yep, gamification. 00:48:29.637 --> 00:48:31.398 Or how about just build a relationship? 00:48:31.438 --> 00:48:32.340 And I know this is, 00:48:33.400 --> 00:48:34.101 I won't say who, 00:48:34.141 --> 00:48:35.862 but this has been discussed at the highest 00:48:35.902 --> 00:48:36.702 level of APTA. 00:48:36.722 --> 00:48:36.983 It's like, 00:48:37.083 --> 00:48:41.146 why aren't we in partnership with Amazon 00:48:41.166 --> 00:48:42.867 or Dick's Sporting Goods or any of those 00:48:42.907 --> 00:48:43.168 things? 00:48:43.188 --> 00:48:43.929 And the answer is, 00:48:44.509 --> 00:48:46.650 it takes someone to do it, right? 00:48:46.710 --> 00:48:47.530 Simple, not easy. 00:48:47.751 --> 00:48:48.331 And most likely, 00:48:48.391 --> 00:48:50.934 we're coming into it more of an ask 00:48:50.954 --> 00:48:52.074 than a give at first. 00:48:53.085 --> 00:48:54.907 So we're not in the position of power, 00:48:55.228 --> 00:48:55.628 which is, 00:48:55.909 --> 00:48:57.429 so how do we bring a bunch of 00:48:57.490 --> 00:48:58.572 value first? 00:48:58.992 --> 00:49:00.974 We got to figure that out. 00:49:03.056 --> 00:49:03.697 Do you think, 00:49:03.757 --> 00:49:06.199 and this is in Dave's wheelhouse, 00:49:07.630 --> 00:49:08.690 So once I saw that, 00:49:08.751 --> 00:49:10.532 I started doing more research and I was 00:49:10.572 --> 00:49:10.791 like, 00:49:10.831 --> 00:49:13.934 what kind of market share does ATI have, 00:49:14.054 --> 00:49:14.293 you know, 00:49:14.333 --> 00:49:16.175 based on public records before they went 00:49:16.215 --> 00:49:16.635 private? 00:49:17.096 --> 00:49:17.815 What about U.S. 00:49:17.835 --> 00:49:18.637 physical therapy? 00:49:18.697 --> 00:49:19.737 What about Athletico? 00:49:19.777 --> 00:49:21.197 How many clinics do they have? 00:49:21.219 --> 00:49:22.478 What kind of market share? 00:49:22.880 --> 00:49:24.701 What's going on across the U.S.? 00:49:25.440 --> 00:49:28.382 My numbers showed forty to forty five 00:49:28.422 --> 00:49:31.445 thousand private practices across the U.S. 00:49:32.204 --> 00:49:33.626 None of the big players, 00:49:33.666 --> 00:49:35.688 the corporates really have more than ten 00:49:35.728 --> 00:49:37.168 percent of the market share. 00:49:37.829 --> 00:49:40.851 It's an incredibly segmented, fragmented, 00:49:40.871 --> 00:49:41.771 I don't know the word. 00:49:43.532 --> 00:49:43.873 Yeah. 00:49:44.514 --> 00:49:46.795 And so is that still part of the 00:49:46.835 --> 00:49:49.117 problem that there's no big player who can 00:49:49.157 --> 00:49:50.458 come in and be like, yeah, 00:49:50.498 --> 00:49:52.278 we're going to sign a deal with MLB. 00:49:52.699 --> 00:49:54.500 We're going to sign a deal with NFL. 00:49:54.619 --> 00:49:56.842 We're going to have our branding in front 00:49:56.922 --> 00:49:58.202 of millions of people. 00:50:00.398 --> 00:50:02.063 And as a result, you know, 00:50:02.443 --> 00:50:05.469 we sit here in anonymity and nobody knows 00:50:05.530 --> 00:50:07.393 who we are and we're just a commoditized 00:50:07.434 --> 00:50:07.954 service. 00:50:08.034 --> 00:50:11.161 And what are your thoughts on some of 00:50:11.181 --> 00:50:11.563 that, Dave? 00:50:13.945 --> 00:50:14.065 Well, 00:50:14.085 --> 00:50:18.106 ATI used to advertise at Citizen Bank Park 00:50:18.126 --> 00:50:20.188 in Philadelphia on the left field wall. 00:50:20.648 --> 00:50:23.088 So like locally or regionally, 00:50:23.188 --> 00:50:26.730 a lot of these players have advertised or 00:50:26.769 --> 00:50:29.371 try to be advertising on a larger stage, 00:50:29.391 --> 00:50:29.990 if that makes sense. 00:50:30.010 --> 00:50:31.050 But national, yeah. 00:50:31.150 --> 00:50:31.471 I mean, 00:50:31.831 --> 00:50:33.032 it hasn't really happened other than 00:50:34.849 --> 00:50:34.969 Um, 00:50:34.989 --> 00:50:37.072 maybe like in also in South Philadelphia, 00:50:37.152 --> 00:50:37.291 the, 00:50:37.452 --> 00:50:39.114 the Novocare complex where the Eagles 00:50:39.153 --> 00:50:40.014 practice outside, 00:50:40.094 --> 00:50:41.496 like across the street from the stadium, 00:50:41.976 --> 00:50:43.458 that's been called the Novocare complex 00:50:43.498 --> 00:50:43.898 forever. 00:50:44.119 --> 00:50:45.840 And ever like on the news, you know, 00:50:45.981 --> 00:50:46.081 Oh, 00:50:46.141 --> 00:50:47.543 the Eagles started practice at the 00:50:47.583 --> 00:50:48.463 Novocare complex. 00:50:48.804 --> 00:50:50.987 I mean, that's been, I don't know, 00:50:51.047 --> 00:50:51.327 at least 00:50:55.192 --> 00:50:55.811 But again, 00:50:55.831 --> 00:50:57.193 when you hear that on the news, 00:50:57.454 --> 00:50:59.356 that's like local Philadelphia news only. 00:50:59.396 --> 00:51:02.478 It's not like it's not necessarily on 00:51:02.599 --> 00:51:05.101 ESPN, like with the name and lights. 00:51:05.561 --> 00:51:05.722 Yeah. 00:51:05.802 --> 00:51:09.266 And Dix is that level because it would 00:51:09.306 --> 00:51:10.927 be hard for Dix to do something like 00:51:10.967 --> 00:51:14.431 that regionally, like just roll it out. 00:51:16.130 --> 00:51:16.831 I thought you were going to go in 00:51:16.851 --> 00:51:17.610 this direction too. 00:51:17.670 --> 00:51:19.253 Dick's also bought a movie studio. 00:51:19.273 --> 00:51:20.333 Did we talk about this? 00:51:20.353 --> 00:51:21.353 Oh, yeah, yeah, yeah. 00:51:21.373 --> 00:51:22.114 Let's talk about that. 00:51:22.335 --> 00:51:23.876 He bought a movie studio. 00:51:24.396 --> 00:51:26.217 And someone's like, okay, but why? 00:51:26.318 --> 00:51:27.318 And I'm like, guys, guys, 00:51:27.438 --> 00:51:29.340 they bought a movie studio because they 00:51:29.400 --> 00:51:32.202 know if they went to the next Matt 00:51:32.262 --> 00:51:34.523 Damon movie that's going to be about a 00:51:34.644 --> 00:51:37.967 sport and they wanted a cameo, 00:51:38.067 --> 00:51:38.967 it would be a lot. 00:51:39.248 --> 00:51:41.010 And they're at the whim of whatever Matt 00:51:41.030 --> 00:51:42.110 Damon writes into the movie. 00:51:43.672 --> 00:51:43.811 Or... 00:51:44.829 --> 00:51:47.070 you make a movie about a kid's baseball 00:51:47.090 --> 00:51:47.530 team. 00:51:47.570 --> 00:51:50.652 Who's from some impoverished area who 00:51:50.692 --> 00:51:51.733 wants to go to the little league world 00:51:51.773 --> 00:51:52.132 series. 00:51:52.172 --> 00:51:52.893 And they get there. 00:51:53.193 --> 00:51:54.152 And the night before the little league 00:51:54.172 --> 00:51:54.773 world series, 00:51:54.833 --> 00:51:56.114 all their equipment gets stolen. 00:51:57.454 --> 00:51:59.675 And then the Dick's truck shows up to 00:51:59.695 --> 00:52:00.315 the rescue. 00:52:01.275 --> 00:52:02.195 Now you own the movie. 00:52:03.297 --> 00:52:05.958 So like, again, I'll say content is King. 00:52:06.909 --> 00:52:09.070 If that's true, distribution is the pope. 00:52:09.871 --> 00:52:11.353 So now if you're a studio and you're 00:52:11.414 --> 00:52:12.434 pumping out stuff, 00:52:12.454 --> 00:52:14.356 because what do all these platforms, 00:52:14.396 --> 00:52:16.719 like Amazon became a movie studio 00:52:16.880 --> 00:52:18.762 immediately after they realized, well, 00:52:19.362 --> 00:52:20.884 if we're competing against all these movie 00:52:20.923 --> 00:52:21.985 companies and we're putting their movies 00:52:22.045 --> 00:52:22.226 on here, 00:52:22.405 --> 00:52:23.847 all they have to do is stop allowing 00:52:23.867 --> 00:52:25.148 their movies on our platform. 00:52:26.101 --> 00:52:26.681 But then they're like, well, 00:52:26.701 --> 00:52:28.342 then we're going to drop blockbusters too. 00:52:28.362 --> 00:52:30.543 So you want to be here. 00:52:31.023 --> 00:52:33.465 So to flip this, it's like if you... 00:52:33.485 --> 00:52:34.565 Well, first of all, 00:52:34.646 --> 00:52:36.586 PT is a bunch of... It's a profession, 00:52:36.626 --> 00:52:37.266 not a company. 00:52:38.108 --> 00:52:40.268 So us getting in a relationship with dicks 00:52:40.309 --> 00:52:42.809 is impossible unless regionally. 00:52:43.530 --> 00:52:45.211 APTA is not mandatory. 00:52:46.684 --> 00:52:47.664 But I bet you they, I mean, 00:52:47.744 --> 00:52:49.164 I know that they're trying to like, 00:52:49.304 --> 00:52:50.764 where is the target of the world? 00:52:50.784 --> 00:52:50.864 Like, 00:52:51.364 --> 00:52:52.644 it'd be fun to go on AI and 00:52:52.664 --> 00:52:55.706 just say, if you're APTA, who are the, 00:52:55.865 --> 00:52:57.445 let's give me your top one hundred 00:52:57.485 --> 00:52:59.547 companies that don't make any sense for us 00:52:59.567 --> 00:53:01.306 to have a formal relationship and then 00:53:01.347 --> 00:53:03.027 find a line to draw between those two. 00:53:03.088 --> 00:53:04.947 And you'll find a couple of gems like 00:53:05.007 --> 00:53:05.507 target. 00:53:05.927 --> 00:53:07.708 But like the minute clinic was a brilliant 00:53:07.789 --> 00:53:08.088 idea. 00:53:08.369 --> 00:53:08.588 Right. 00:53:09.315 --> 00:53:10.615 Like who didn't sit down and put their 00:53:10.715 --> 00:53:12.876 arm in that blood pressure cuff, right? 00:53:12.896 --> 00:53:14.177 You're just like, I don't know, it's here. 00:53:14.277 --> 00:53:14.677 Push the button. 00:53:15.398 --> 00:53:18.001 I've tried to buy those for my clinic 00:53:18.061 --> 00:53:19.722 and I can never find them. 00:53:20.661 --> 00:53:21.702 I don't know how to get them. 00:53:21.742 --> 00:53:23.563 Like I looked at buying them off eBay. 00:53:23.603 --> 00:53:23.923 What? 00:53:25.284 --> 00:53:26.186 You make one now. 00:53:26.226 --> 00:53:28.547 It's a box with a blood pressure cuff 00:53:28.586 --> 00:53:29.208 and a button. 00:53:29.327 --> 00:53:29.907 Like, you know, 00:53:30.268 --> 00:53:31.949 like a cool engineer could knock one of 00:53:31.969 --> 00:53:33.010 those out in an afternoon. 00:53:33.550 --> 00:53:35.911 Yeah. 00:53:35.931 --> 00:53:36.913 Dave, were you going to say something? 00:53:38.077 --> 00:53:38.918 I was just going to say that I 00:53:38.938 --> 00:53:41.681 looked up that Dick's also acquired Foot 00:53:41.702 --> 00:53:43.443 Locker just last year, twenty twenty five. 00:53:43.523 --> 00:53:44.965 And they hit they. 00:53:45.125 --> 00:53:45.324 Yep. 00:53:45.425 --> 00:53:48.088 And they also so they acquire Game Changer 00:53:48.367 --> 00:53:49.409 in twenty sixteen, 00:53:49.509 --> 00:53:51.391 which is I feel like a long time 00:53:51.431 --> 00:53:51.650 ago. 00:53:52.150 --> 00:53:53.693 I've used Game Changer with a bunch of 00:53:53.713 --> 00:53:55.735 different New York City summer teams. 00:53:56.394 --> 00:53:58.697 And the thing with Game Changer is like 00:53:58.978 --> 00:54:00.619 with Dick's buying it, Dick's is still. 00:54:01.440 --> 00:54:02.460 a brick and mortar company, 00:54:03.282 --> 00:54:04.862 but by getting Game Changer, 00:54:04.902 --> 00:54:06.083 you're a little bit of like, whatever, 00:54:06.103 --> 00:54:08.465 like tech enabled kind of company or using 00:54:08.507 --> 00:54:09.246 some technology, 00:54:09.807 --> 00:54:12.690 but you're getting like the mind share or 00:54:12.710 --> 00:54:14.391 the wallet share of those parents and 00:54:14.871 --> 00:54:16.673 those users out there, right? 00:54:16.693 --> 00:54:17.655 So like for Game Changer, 00:54:18.094 --> 00:54:19.155 I had to log in and make an 00:54:19.195 --> 00:54:19.617 account 00:54:20.177 --> 00:54:22.458 in order for me to see my stats. 00:54:22.478 --> 00:54:25.139 I'm like, oh, that's kind of gangster, 00:54:25.159 --> 00:54:26.900 but it's smart. 00:54:27.360 --> 00:54:29.081 It makes me create an account and log 00:54:29.101 --> 00:54:30.862 in so that I have to see what's 00:54:30.902 --> 00:54:31.623 my batting average, 00:54:31.923 --> 00:54:33.244 where am I in terms of my other 00:54:33.284 --> 00:54:37.547 teammates, also to see the live. 00:54:37.726 --> 00:54:38.367 Like a coach, 00:54:38.467 --> 00:54:39.927 like last summer when I was playing for 00:54:40.188 --> 00:54:43.869 a team, the coach is coaching our team, 00:54:44.431 --> 00:54:45.590 and he's got his phone out the entire 00:54:45.610 --> 00:54:48.132 time plugged into a charger, 00:54:48.713 --> 00:54:49.873 Cause it's draining his battery, 00:54:49.914 --> 00:54:50.554 but he's up. 00:54:50.934 --> 00:54:52.175 He's literally like the, 00:54:52.375 --> 00:54:54.416 the box score used to be on the 00:54:54.456 --> 00:54:55.016 piece of paper. 00:54:55.516 --> 00:54:57.617 Now it's on, now it's on game changer. 00:54:57.737 --> 00:54:57.916 I mean, 00:54:57.936 --> 00:54:58.978 we have the piece of paper one, 00:54:58.998 --> 00:55:00.978 two for the dugout, but he's doing it. 00:55:01.458 --> 00:55:03.260 And then guys that are not there, 00:55:03.340 --> 00:55:04.280 but are on the team, 00:55:04.420 --> 00:55:05.920 they can follow along or they can see 00:55:05.940 --> 00:55:08.922 their stats later of real time updates of 00:55:08.963 --> 00:55:09.402 the game. 00:55:10.182 --> 00:55:11.884 And this is like twenty, thirty, forty, 00:55:11.903 --> 00:55:13.244 you know, forty year old guys. 00:55:13.505 --> 00:55:15.045 This is also for all the younger teams, 00:55:15.065 --> 00:55:17.286 the seven you, eight you, ten you, 00:55:17.646 --> 00:55:19.228 all these AAU teams and travel teams. 00:55:19.268 --> 00:55:23.309 So genius acquisition by Dick's to acquire 00:55:23.329 --> 00:55:26.251 this and be able to pump whatever they 00:55:26.291 --> 00:55:27.672 put in front of the other users and 00:55:27.693 --> 00:55:30.414 the parents and whether it's offers and, 00:55:30.634 --> 00:55:30.875 you know, 00:55:30.934 --> 00:55:32.856 links and all that type of stuff to 00:55:33.436 --> 00:55:35.036 products that you're going to use for 00:55:35.077 --> 00:55:35.597 these sports. 00:55:36.217 --> 00:55:37.458 Are you familiar with Live Barn? 00:55:37.478 --> 00:55:38.719 Do you guys know what Live Barn is? 00:55:39.405 --> 00:55:40.686 No, never. 00:55:40.726 --> 00:55:42.047 Essentially is like, I mean, 00:55:42.126 --> 00:55:43.068 I only know about it because I play 00:55:43.128 --> 00:55:44.768 old man hockey and there's just two 00:55:44.809 --> 00:55:48.429 webcams in the in the rink and you 00:55:48.489 --> 00:55:49.291 pay a subscription. 00:55:49.331 --> 00:55:50.231 You can watch the game. 00:55:50.271 --> 00:55:51.210 Now, I don't know who's watching. 00:55:51.411 --> 00:55:52.012 No one's watching. 00:55:52.231 --> 00:55:53.992 Forty two year old dudes play hockey on 00:55:54.012 --> 00:55:54.612 a Tuesday. 00:55:55.512 --> 00:55:55.833 But, you know, 00:55:55.853 --> 00:55:57.614 who wants to watch twelve year olds play 00:55:57.653 --> 00:55:59.295 as their parents and their grandparents? 00:55:59.655 --> 00:56:00.856 So this was a big I don't know 00:56:00.876 --> 00:56:02.836 who GTCR is. 00:56:03.922 --> 00:56:05.302 But they're looking at a deal, 00:56:05.623 --> 00:56:07.842 live bar and sale valued at roughly four 00:56:08.143 --> 00:56:09.943 hundred million dollars. 00:56:10.224 --> 00:56:12.224 They're a webcam company, essentially. 00:56:12.505 --> 00:56:14.485 But they have relationships, right, 00:56:14.505 --> 00:56:16.146 where they say we're in everything. 00:56:16.467 --> 00:56:16.666 I mean, 00:56:16.887 --> 00:56:18.807 I helped out with the local my high 00:56:18.847 --> 00:56:21.909 school swim championship or whatever. 00:56:22.389 --> 00:56:24.070 And they had a former ref, 00:56:24.090 --> 00:56:26.791 a former swim umpire or whatever, 00:56:26.811 --> 00:56:27.710 you know, official. 00:56:28.331 --> 00:56:29.952 He was doing like play by play. 00:56:31.063 --> 00:56:32.545 Somebody went there like a third, 00:56:32.644 --> 00:56:34.666 like a local videographer got paid by 00:56:34.706 --> 00:56:36.126 whatever swimming championship because 00:56:36.166 --> 00:56:37.367 like we do swimming. 00:56:38.088 --> 00:56:39.548 So it was like the ESPN of swimming, 00:56:39.748 --> 00:56:41.750 except neither of them were full-time 00:56:41.789 --> 00:56:42.250 employees. 00:56:42.550 --> 00:56:44.672 Almost like you took the ESPN of swimming 00:56:44.931 --> 00:56:46.432 and Uber and you smacked them together. 00:56:46.672 --> 00:56:48.554 Like we need someone who can read these 00:56:48.594 --> 00:56:49.054 scripts, 00:56:49.313 --> 00:56:50.914 who can comment on what just happened. 00:56:51.135 --> 00:56:52.195 And we need someone to hold the camera 00:56:52.215 --> 00:56:52.615 to do it. 00:56:52.876 --> 00:56:54.777 And then we'll handle distribution because 00:56:54.797 --> 00:56:56.137 there were three hundred high school 00:56:56.177 --> 00:56:58.259 swimmers there that have and I'm not a 00:56:58.278 --> 00:56:58.880 mathematician. 00:57:00.059 --> 00:57:02.601 Six hundred grandparents respect. 00:57:02.701 --> 00:57:03.862 I know some of them I've passed on, 00:57:04.161 --> 00:57:06.282 but like an aunts and uncles and yada, 00:57:06.302 --> 00:57:06.463 yada, 00:57:06.483 --> 00:57:07.902 yada and parents who couldn't be there. 00:57:08.202 --> 00:57:09.344 And for ten dollars, 00:57:09.384 --> 00:57:11.945 whatever that math maths to pay that guy 00:57:12.125 --> 00:57:13.606 two hundred bucks to do whatever for two 00:57:13.706 --> 00:57:14.425 hours. 00:57:14.465 --> 00:57:15.545 So like, yes, 00:57:15.887 --> 00:57:17.347 whenever you have tons of attention, 00:57:17.987 --> 00:57:19.588 I didn't realize Foot Locker and Champs 00:57:19.628 --> 00:57:20.648 were owned by the same company. 00:57:20.688 --> 00:57:21.449 I just looked that up. 00:57:22.422 --> 00:57:23.465 So they bought Foot Locker, 00:57:23.746 --> 00:57:25.190 but that also goes with Champs too. 00:57:25.449 --> 00:57:26.632 So you're buying, like, 00:57:26.672 --> 00:57:27.755 where's your competition now? 00:57:27.856 --> 00:57:29.300 You just bought them. 00:57:30.181 --> 00:57:30.903 Where's your competition? 00:57:30.943 --> 00:57:31.184 Go on. 00:57:31.963 --> 00:57:33.264 Yeah, it's Walmart. 00:57:35.465 --> 00:57:37.226 And that's not your ideal client. 00:57:38.608 --> 00:57:40.289 Let's think about parting shots. 00:57:41.329 --> 00:57:42.530 Mine will be Dave. 00:57:43.231 --> 00:57:45.472 I was the game changer guy for all 00:57:45.512 --> 00:57:46.853 of my kids' little league. 00:57:47.373 --> 00:57:48.675 And now they're in high school. 00:57:48.695 --> 00:57:50.235 They're playing freshman high school 00:57:50.275 --> 00:57:50.956 baseball. 00:57:51.476 --> 00:57:52.836 They're JV. 00:57:52.978 --> 00:57:55.498 And even that is on game changer. 00:57:56.000 --> 00:57:57.420 And so you think about like... 00:57:58.101 --> 00:58:00.742 Now Dix effectively knows what sports the 00:58:00.784 --> 00:58:01.463 kids play. 00:58:02.005 --> 00:58:03.025 Are they even good? 00:58:03.045 --> 00:58:04.827 You could put up the spray chart and 00:58:04.847 --> 00:58:06.989 you can see, like, are they striking out? 00:58:07.028 --> 00:58:07.989 Are they hitting it where? 00:58:08.030 --> 00:58:08.851 What's going on? 00:58:10.012 --> 00:58:11.932 I could totally see this down the road 00:58:11.972 --> 00:58:13.875 being an opportunity for agents. 00:58:14.376 --> 00:58:14.856 Like, look, 00:58:14.896 --> 00:58:17.277 we've been tracking this kid since sixth 00:58:17.318 --> 00:58:17.898 grade. 00:58:18.418 --> 00:58:19.860 We know everything about him. 00:58:20.721 --> 00:58:23.682 He's an ideal prospect for college, 00:58:23.702 --> 00:58:26.605 for AAA, whatever. 00:58:27.005 --> 00:58:28.286 There's just so much there. 00:58:28.346 --> 00:58:33.088 But we also have that information in our 00:58:33.188 --> 00:58:33.849 EMRs. 00:58:34.530 --> 00:58:37.231 Our EMRs are a goldmine of information 00:58:37.251 --> 00:58:40.532 that could benefit the patient in so many 00:58:40.572 --> 00:58:41.353 different ways. 00:58:41.414 --> 00:58:43.795 But nobody is accessing that information 00:58:43.815 --> 00:58:46.597 for anything other than sending reports to 00:58:46.617 --> 00:58:50.079 the insurance company and sending claims. 00:58:50.199 --> 00:58:50.259 Yep. 00:58:51.141 --> 00:58:52.681 And we won't until someone does, 00:58:52.702 --> 00:58:53.561 and then everybody will. 00:58:53.742 --> 00:58:54.402 That's how it works. 00:58:54.742 --> 00:58:55.123 No one does. 00:58:55.143 --> 00:58:55.842 That's my parting. 00:58:56.483 --> 00:58:58.204 Until someone does, then everybody will. 00:58:58.244 --> 00:58:58.824 Dave, what do you got? 00:58:58.844 --> 00:59:00.326 Parting shot. 00:59:00.346 --> 00:59:00.686 Parting shot. 00:59:00.706 --> 00:59:02.927 I'll go back to the tub cut and 00:59:02.987 --> 00:59:06.009 the in-person relationship building. 00:59:06.289 --> 00:59:07.009 Yes, Jimmy, 00:59:07.188 --> 00:59:10.351 using AI to leverage and set up those 00:59:10.371 --> 00:59:11.710 appointments and those relationships, 00:59:11.811 --> 00:59:13.913 or even using it in between to... 00:59:15.706 --> 00:59:17.246 help nurture those relationships, 00:59:17.266 --> 00:59:19.427 but nothing will take place of in-person 00:59:19.447 --> 00:59:20.969 relationships for things like business 00:59:20.989 --> 00:59:22.670 development, service-based businesses, 00:59:23.349 --> 00:59:24.771 relationship management, 00:59:24.811 --> 00:59:25.672 relationship marketing. 00:59:25.711 --> 00:59:25.851 Yes, 00:59:25.871 --> 00:59:27.833 you can have a CRM and track contacts 00:59:27.873 --> 00:59:29.934 on how many times somebody clicked on our 00:59:29.974 --> 00:59:32.335 website and what form they filled out and 00:59:32.375 --> 00:59:32.675 all that. 00:59:32.735 --> 00:59:33.896 But for us, 00:59:34.016 --> 00:59:36.257 it will still loop back to the in-person, 00:59:36.297 --> 00:59:37.978 whether it's the in-person meetings for 00:59:38.378 --> 00:59:40.219 referrals and relationships or the 00:59:40.260 --> 00:59:42.201 in-person fulfillment and service 00:59:42.240 --> 00:59:42.621 delivery. 00:59:43.097 --> 00:59:43.376 Agreed. 00:59:43.416 --> 00:59:44.737 Yeah, let humans do human things. 00:59:45.418 --> 00:59:47.099 Empower the human to do the human things. 00:59:47.739 --> 00:59:48.739 Let the other stuff do the other stuff. 00:59:49.400 --> 00:59:50.181 Oh, I forgot. 00:59:50.521 --> 00:59:52.262 I'm also going to APT's Hill Day. 00:59:52.681 --> 00:59:54.523 I have a few sneaky ideas around Hill 00:59:54.543 --> 00:59:55.083 Day as well. 00:59:55.103 --> 00:59:56.403 That's where everybody goes and advocates, 00:59:56.644 --> 00:59:57.764 which should be boring. 00:59:58.226 --> 00:59:59.945 But as Chris Corner from the Corner Office 00:59:59.967 --> 01:00:00.467 talks about, 01:00:00.867 --> 01:00:02.588 sometimes the best opportunities come in 01:00:02.608 --> 01:00:04.208 the most boring situations. 01:00:04.588 --> 01:00:06.309 So we'll talk about that as well when 01:00:06.329 --> 01:00:07.331 we come back on Tuesday. 01:00:07.590 --> 01:00:07.990 And then Tony, 01:00:08.010 --> 01:00:08.831 we got to figure out what we're doing 01:00:08.871 --> 01:00:09.291 in Ohio. 01:00:09.431 --> 01:00:10.211 We got to work on that. 01:00:10.652 --> 01:00:11.393 Yeah, we'll connect. 01:00:12.228 --> 01:00:12.608 All right. 01:00:12.628 --> 01:00:13.367 See you guys. 01:00:13.668 --> 01:00:14.588 That's it. 01:00:14.608 --> 01:00:15.088 We're out. 01:00:15.128 --> 01:00:16.588 Boys, what the hell are you doing? 01:00:16.648 --> 01:00:19.449 Follow Tony Maritano on YouTube at Total 01:00:19.510 --> 01:00:20.550 Therapy Solution. 01:00:20.590 --> 01:00:21.570 Find Dave Kittle at 01:00:21.610 --> 01:00:24.791 conciergepainrelief.com and on YouTube at 01:00:24.811 --> 01:00:26.211 The Dave Kittle Show. 01:00:26.311 --> 01:00:29.233 And follow Jimmy McKay at PT Podcast on 01:00:29.353 --> 01:00:30.612 YouTube, the socials, 01:00:30.713 --> 01:00:32.494 and wherever you binge podcasts you 01:00:32.534 --> 01:00:33.474 pretend are for CEU. 01:00:34.490 --> 01:00:35.934 And hey, just a reminder, 01:00:36.414 --> 01:00:37.717 none of this was for advice. 01:00:37.798 --> 01:00:39.222 This was for entertainment only. 01:00:39.461 --> 01:00:40.864 Our lawyers say that counts. 01:00:40.985 --> 01:00:41.766 Thanks, Keith.