WEBVTT

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And we are live.

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Dave Kittle, Tony Meritato back on July,

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twenty eight, two thousand twenty six.

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Dave, what's going on?

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How's how are things in New York?

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Morning.

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Morning.

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All's well here.

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How are you?

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I'm doing great.

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Jimmy is going to try to join from

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the office at prompt,

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but let's go ahead and get started because

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we missed out on Tuesday.

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That's right.

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Have you had a chance to see that

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post that I shared?

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I'm curious to get your perspective on

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Sophie Cunningham.

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My prediction,

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she's going to be the first WNBA

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billionaire with a B,

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mostly just because of like the crazy

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social media success she's having.

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Was she also the one that did like

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the... I don't know what the name is.

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Like the ring girl or something from one

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of the recent fights?

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What was the...

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Was it the Jake Paul fight or what

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was the fight?

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Or the McGregor?

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The UFC...

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Ultimate Fighting Challenge Championship.

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She talked to Dana White.

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She was like, hey,

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I want to hold one of those cards.

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He was like, absolutely, you got it.

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That opportunity opened up for her,

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they said, because of the pointing meme.

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That just went crazy viral.

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Then she, you know,

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got in the headlines again with some

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comments about boys and girls sports.

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And like she dropped a shoe release,

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sold out instantly.

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I think it was Reebok maybe.

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I don't remember.

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No, it was Adidas.

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Adidas sneaker.

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Sold out all the inventory as soon as

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the shoe dropped.

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Everything's in place.

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Like this young woman has the personality,

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she has the appeal,

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she's got the public behind her.

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I could see her going the way of

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other females that have gotten product

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deals and started companies with,

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you know,

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partners that launched to a billion dollar

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brand.

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Also,

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just a reminder that Tom Brady has been

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doing a lot more social media stuff.

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In fact,

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a couple of weeks ago at the Fanatics

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Fest here in New York City, he slapped,

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not Jake Paul, Logan Paul.

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He slapped Logan Paul in the face on

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stage.

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And so, but he's getting criticized.

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He's getting criticized that it's like

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damaging his brand.

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And that was a publicity stunt.

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He's doing other publicity stunts.

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So my pushback to you would be,

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Do the publicity stunts help if you're

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Sophie Cunningham earlier in your career

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because you're lesser known and it makes

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sense for you to be known,

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whereas Tom Brady is kind of very

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established and well-known,

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and now it's almost like,

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why are you doing these silly –

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PR stunts just to get headlines.

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Are those two different things?

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Or is it always good?

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Or is it bad?

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Or is it hurting Tom Brady,

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but not hurting Sophie Cunningham?

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That's my question for you.

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I think we have to be cautious not

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to confuse what we're hearing.

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So you're hearing that it's bad for Tom

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Brady.

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Who's saying that it's bad for Tom Brady?

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Who's looking at Tom's bank account?

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My understanding was he lost a ton of

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money on crypto and other deals that he

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was in.

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So I'm guessing he's probably trying to

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rebuild what he lost.

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But, you know,

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haters are going to hate like you've said

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it.

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I've said it.

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Jimmy said it.

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When you're succeeding,

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people are going to try to tear you

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down.

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They're going to try to support you when

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you're down.

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I don't know.

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How are we supposed to know that he's

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not doing well with these stunts?

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P.T.

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Barnum,

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I think plenty of people hated his guts

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and thought that he was taking advantage.

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And if you put P.T.

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Barnum in today's market, forget it.

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Like there'd be protests and people would

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go crazy about it.

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Yet he would be home smoking his cigar,

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loving his life because he would be

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winning on every front.

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So I don't know.

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So one of the negative comments was from

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Dave Portnoy,

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who is probably a little less wealthy.

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Probably he's got to be less wealthy than

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Tom Brady.

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But he's like big enough or loud enough

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or popular enough.

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And he was one person of other people

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that were talking poorly about Tom Brady.

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And Portnoy is a Patriots fan.

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So he is a Tom Brady fan and

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a Patriots fan of Tom Brady's career.

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And he was still saying –

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Tom Brady's doing this, like,

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these stupid PR stunts, but also, like,

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Dave Portnoy does, like,

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silly social media stunts.

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Absolutely.

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He was just on Family Feud, Portnoy was.

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He was, you know,

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he does the pizza reviews, like,

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he does all this crazy stuff.

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And he is an abrasive personality that

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plenty of people don't like.

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Right.

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Yeah, I mean,

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and he is not the one seeing Tom's

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bank account.

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You know, so whatever Tom's doing, I mean,

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he's had plenty of success.

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He's had plenty of experience.

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He's a super smart guy from what I've

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seen.

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I believe he is making calculated

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decisions.

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But my big thing for all of this

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is

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How does this tie into the profession of

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physical therapy?

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And so we talked about this with Caitlin

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Clark.

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Now we've got Sophie Cunningham to

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discuss, but it's like, all right,

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these girls are playing basketball.

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They're not getting rich playing

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basketball.

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If I remember,

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Caitlin Clark was making like eighty

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thousand a year,

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seventy something thousand a year for

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playing basketball.

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She wasn't making much money.

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But she's making all of her wealth from

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the brand deals associated with her

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ability to play basketball.

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Sophie is making tons of wealth and will

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probably make significantly more than

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Caitlin.

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with this kind of social media attention,

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you put that in the world of physical

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therapy,

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I kind of feel like I'm on the

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cusp of completely replacing my physical

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therapy income with social media income.

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And I'm not near what a couple other

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physical therapists out there are when it

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comes to scale.

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I think a physical therapist should have

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physical therapy in their back pocket.

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It's their passion, it's their hobby,

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it's the thing they like to do,

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but it's a tenth or less of the

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revenue profit generator of something

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else.

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Whether it be a business that they run,

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whether it be real estate that they're

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involved in, whether it be social media,

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digital products, whatever it's gonna be,

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the wealth shouldn't necessarily come from

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patient care.

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It should come from some other vehicle.

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And I think you saw the post where

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I was discussing something like that.

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And I got a little resistance,

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which is awesome, where they said,

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you know, we got to be careful.

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We can't make physical therapy about the

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money.

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It's got to be about the passion and

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the professionalism and the excellence.

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And did you catch any of that?

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I didn't.

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You got to fill me in.

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But we could certainly riff on it.

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Well,

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tell me about what you're thinking so far

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while I look for it.

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Well, also,

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so Jimmy posted something about on

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LinkedIn.

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He posted I just had it.

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He posted like your most what is your

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most.

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Let me pull it up.

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Let me pull it up.

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While you're finding it,

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I thought Jimmy had a great post where

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he was talking about,

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did you use more words?

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Or what did he, oh, more steps,

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more words or more steps in the clinic

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during patient care time.

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Talking about documentation.

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Yeah, I did see that.

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What Jimmy's,

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I can't find the post on LinkedIn.

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It was something like,

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what's your most impressive or valued

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thing

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recent like metric in your physical

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therapy practice.

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And I kind of hesitate because like for

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us,

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it's like in terms of like knowing if

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you have, you know,

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successful patients or a successful

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clinic.

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And I wanted to kind of say like

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retention,

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like someone who pays out of pocket and

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like we're continuing to help them reach

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their goals.

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But listen, if someone just pays

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a thousand bucks to work with us.

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Like that's, that's amazing.

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And if they got the result that they

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were looking for and we helped them with

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that, that that's amazing.

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And if they're independent enough to like

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continue their, you know,

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exercise and progression on their own,

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like that's awesome.

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That that's also a win.

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But obviously like financially,

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if someone stays with us and spends tens

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of thousands of dollars over time,

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or in some cases a lot more money

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than that over time, uh,

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because we're helping them incrementally

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like achieve new goals,

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like get back to golf and then get

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back to get back to putting first,

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then get back to the golf simulator.

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And then it's like,

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get back to like six to nine holes

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outside.

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And then it's like complete a full round

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of golf outside.

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And then it's, um,

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two rounds of golf or, you know,

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two rounds of golf in three or four

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days in that time window or something.

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And then it's, um,

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going on a trip to Europe and not

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being wiped out and having enough

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endurance and strength to like actually

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enjoy the trip with your spouse.

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Like those are,

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those are like incrementally some goals

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for like one person that we work with.

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And that's, that's one thing where like,

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I'm trying to make sense because like,

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you know,

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we sometimes shy away from like the,

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like the revenue and the profit stuff with

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like physical therapy in general.

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And so if there's like a twenty or

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thirty year old that just spends like a

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thousand bucks with us and they get a

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win and they,

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we help them get back to CrossFit or

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High Rocks or just running in Central

00:10:22.408 --> 00:10:23.288
Park, like whatever it is,

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like that's still equally as much of a

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win as helping someone who's seventy or

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eighty incrementally with these other

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goals.

00:10:32.437 --> 00:10:33.477
But they just they just want more

00:10:33.498 --> 00:10:34.077
accountability.

00:10:34.118 --> 00:10:35.239
They just want more oversight.

00:10:35.278 --> 00:10:37.400
They want to maybe they're it's a

00:10:37.441 --> 00:10:38.442
combination of multiple things.

00:10:38.481 --> 00:10:39.383
Maybe they're a little lonely.

00:10:39.423 --> 00:10:41.504
Maybe they want the the accountability in

00:10:41.544 --> 00:10:41.946
person.

00:10:43.246 --> 00:10:45.148
um those are some things that uh came

00:10:45.207 --> 00:10:46.469
up when i saw that post from jimmy

00:10:46.509 --> 00:10:49.392
and since jimmy's joining now live um

00:10:49.412 --> 00:10:51.133
we'll have to ask him about that that

00:10:51.173 --> 00:10:53.794
recent linkedin post which one was that i

00:10:53.835 --> 00:10:55.135
was and this is cool i was just

00:10:55.316 --> 00:10:58.078
using my new scooter to commute to work

00:10:58.359 --> 00:10:59.620
and i gotta be honest i was listening

00:10:59.659 --> 00:11:00.961
to you guys as i'm cruising up the

00:11:00.980 --> 00:11:02.741
street in hoboken it sounds like a morning

00:11:02.782 --> 00:11:04.624
radio show it's a little different when

00:11:04.644 --> 00:11:06.384
you're when you're listening in the

00:11:06.445 --> 00:11:06.985
environment

00:11:07.686 --> 00:11:09.967
and without you that is high praise this

00:11:10.008 --> 00:11:11.969
morning that's right so what was the post

00:11:12.028 --> 00:11:13.210
on linkedin i heard you guys talking about

00:11:13.269 --> 00:11:16.731
my i like itchy questions like steps or

00:11:16.892 --> 00:11:19.474
steps or words right and you thought it

00:11:19.494 --> 00:11:20.914
would go all one way with it was

00:11:20.955 --> 00:11:22.436
like people were making arguments and

00:11:22.495 --> 00:11:24.636
that's the point it's not social media

00:11:24.756 --> 00:11:26.057
it's supposed to be media that's social

00:11:26.278 --> 00:11:27.599
what was the linkedin post that you were

00:11:27.639 --> 00:11:28.500
asking i didn't hear that one

00:11:29.402 --> 00:11:30.503
There was something, I'm looking,

00:11:30.582 --> 00:11:32.383
I'm on your post right now, I'm looking.

00:11:32.663 --> 00:11:33.283
There was something like,

00:11:33.323 --> 00:11:36.044
what's your best metric at your clinic

00:11:36.065 --> 00:11:37.504
that you're most proud of or something

00:11:37.524 --> 00:11:37.825
like that?

00:11:37.865 --> 00:11:38.546
Does that ring a bell?

00:11:39.166 --> 00:11:40.046
Yeah, I was asking, I think,

00:11:40.426 --> 00:11:41.125
was it a meme?

00:11:41.166 --> 00:11:41.787
Was it a picture?

00:11:41.807 --> 00:11:42.407
Because I asked,

00:11:42.826 --> 00:11:44.727
I did like one from the big Lebowski.

00:11:44.748 --> 00:11:45.087
I was like,

00:11:45.168 --> 00:11:47.129
so cool that you have fourteen KPIs.

00:11:47.188 --> 00:11:48.589
Which one actually shows you if patients

00:11:48.609 --> 00:11:49.269
show back up again?

00:11:49.288 --> 00:11:50.830
Oh, no, I got it.

00:11:50.889 --> 00:11:51.169
I got it.

00:11:51.250 --> 00:11:53.350
It's from one hour ago.

00:11:53.410 --> 00:11:54.431
Show and tell Tuesday.

00:11:55.192 --> 00:11:56.951
What's one thing in your clinic you're

00:11:57.131 --> 00:11:58.592
irrationally proud of?

00:11:59.173 --> 00:11:59.572
Show us.

00:11:59.812 --> 00:12:00.953
And you said it could be a piece

00:12:00.994 --> 00:12:02.413
of equipment, your clinic space,

00:12:02.734 --> 00:12:03.414
the coffee set up,

00:12:03.455 --> 00:12:04.955
a workflow that saves everyone time,

00:12:05.014 --> 00:12:07.076
a teammate who makes work better,

00:12:07.375 --> 00:12:09.035
a clinic dog, anything that makes you say,

00:12:09.196 --> 00:12:10.716
yeah, this is pretty awesome.

00:12:11.037 --> 00:12:12.398
Drop a photo or a short video in

00:12:12.418 --> 00:12:13.638
the comments to tell us why.

00:12:13.937 --> 00:12:15.879
Now, I didn't pull this up.

00:12:15.958 --> 00:12:18.019
Now the audience heard the post.

00:12:18.399 --> 00:12:20.919
And I was telling Tony that what we

00:12:20.960 --> 00:12:23.860
are irrationally proud of is something

00:12:23.880 --> 00:12:25.261
that doesn't really get talked about a lot

00:12:25.761 --> 00:12:27.001
in physical therapy and in health care,

00:12:27.022 --> 00:12:28.283
which is retention.

00:12:29.173 --> 00:12:30.975
Like if we if we have a twenty

00:12:30.995 --> 00:12:33.019
or thirty year old get back to their

00:12:33.769 --> 00:12:35.289
CrossFitter running and all they had to do

00:12:35.309 --> 00:12:36.730
was spend like a thousand bucks with us

00:12:36.750 --> 00:12:37.091
or whatever.

00:12:37.130 --> 00:12:37.851
Like that's amazing.

00:12:37.871 --> 00:12:38.471
And that's a win.

00:12:39.133 --> 00:12:40.333
But then we also have like sixty,

00:12:40.374 --> 00:12:42.894
seventy eight year olds that spend crazy

00:12:42.934 --> 00:12:43.495
money with us,

00:12:43.556 --> 00:12:46.057
especially over time because we're

00:12:46.118 --> 00:12:48.038
incrementally helping them achieve other

00:12:48.078 --> 00:12:49.980
goals, like get back to golf,

00:12:50.019 --> 00:12:51.861
get back to half of a round of

00:12:51.881 --> 00:12:52.081
golf,

00:12:52.101 --> 00:12:53.243
get back to a full round of golf,

00:12:53.503 --> 00:12:55.364
get back to like different things that

00:12:55.384 --> 00:12:55.624
they want.

00:12:55.683 --> 00:12:56.585
And then every time,

00:12:56.625 --> 00:12:58.625
like some of these people that are very

00:12:58.686 --> 00:13:00.528
like type A personality of our clients,

00:13:01.586 --> 00:13:03.008
we help them with one goal and like,

00:13:03.028 --> 00:13:03.628
there's always like,

00:13:03.827 --> 00:13:05.109
it's always like the next goal is up.

00:13:05.149 --> 00:13:05.528
Like, all right,

00:13:05.688 --> 00:13:06.850
now I want you to help me with

00:13:06.889 --> 00:13:07.129
this.

00:13:07.190 --> 00:13:09.552
And now I went on this trip and

00:13:09.591 --> 00:13:10.672
I was a little, you know,

00:13:10.711 --> 00:13:12.092
fatigue that I didn't really like,

00:13:12.133 --> 00:13:13.974
I couldn't tour and go around as much.

00:13:14.014 --> 00:13:15.455
So I want to work on that.

00:13:15.554 --> 00:13:16.395
I want to work on, you know,

00:13:16.436 --> 00:13:16.895
what does that,

00:13:17.056 --> 00:13:18.057
what do I need to do for that?

00:13:18.096 --> 00:13:18.256
Right.

00:13:18.297 --> 00:13:18.697
So, okay.

00:13:18.856 --> 00:13:21.158
Strength and endurance and how's your

00:13:21.198 --> 00:13:22.119
sleep and how's your,

00:13:22.658 --> 00:13:23.779
how's your nutrition,

00:13:23.840 --> 00:13:24.941
how's your stress and all that type of

00:13:24.961 --> 00:13:25.201
stuff.

00:13:25.260 --> 00:13:26.981
So those people, um,

00:13:28.798 --> 00:13:30.360
spend more money with us because they want

00:13:30.440 --> 00:13:32.683
more help with like more goals over time.

00:13:33.105 --> 00:13:34.866
And that's one thing that we're

00:13:34.967 --> 00:13:36.370
irrationally proud of, which is like,

00:13:38.145 --> 00:13:39.807
We're growing really well this year,

00:13:39.868 --> 00:13:40.928
and that's one part of it.

00:13:40.969 --> 00:13:42.211
It's like some of these folks that are

00:13:42.230 --> 00:13:44.653
like fifty year old and plus that have

00:13:44.673 --> 00:13:46.154
a lot of goals that want to that

00:13:46.174 --> 00:13:47.557
have discretionary money and want to just

00:13:47.596 --> 00:13:49.359
stick with us for all of their future

00:13:49.379 --> 00:13:49.879
goal setting.

00:13:50.279 --> 00:13:51.740
The first thing is the on ramp and

00:13:51.760 --> 00:13:52.962
then you keep them on the highway for

00:13:52.982 --> 00:13:53.844
as long as possible.

00:13:53.943 --> 00:13:56.046
My post was looking for comments, though.

00:13:56.105 --> 00:13:58.008
I'm trying to mimic Tony, which is like.

00:13:58.849 --> 00:14:00.230
So I took a picture yesterday.

00:14:00.250 --> 00:14:01.071
Maybe you missed this one.

00:14:01.171 --> 00:14:03.032
I got weird tchotchkes on my desk.

00:14:03.153 --> 00:14:04.933
I got like little Lego sets and stress.

00:14:05.014 --> 00:14:06.235
Jimmy's always playing with something.

00:14:06.254 --> 00:14:07.115
I'm spinning pens.

00:14:07.135 --> 00:14:07.836
I can't sit still.

00:14:07.855 --> 00:14:08.417
I was like,

00:14:08.496 --> 00:14:09.557
other people are probably like this.

00:14:09.758 --> 00:14:10.538
What's on your desk?

00:14:10.859 --> 00:14:12.500
And wouldn't you know it?

00:14:12.539 --> 00:14:14.922
People are proud to show their things.

00:14:15.461 --> 00:14:18.365
So then I wanted either text responses.

00:14:18.384 --> 00:14:19.586
What I really want is photos.

00:14:19.645 --> 00:14:20.466
I wanted to show me.

00:14:20.767 --> 00:14:22.347
And then I asked it formally on LinkedIn,

00:14:22.368 --> 00:14:24.169
but differently show and tell Tuesday.

00:14:25.171 --> 00:14:27.214
So I'm watching what Tony's doing and I'm

00:14:27.234 --> 00:14:27.833
saying, that's cool.

00:14:27.855 --> 00:14:28.816
I don't want to copy him.

00:14:28.936 --> 00:14:30.337
I see the Steelers knee replacement.

00:14:30.398 --> 00:14:30.999
Good, good, good.

00:14:31.078 --> 00:14:32.379
What's my version of that?

00:14:32.500 --> 00:14:33.741
What is my version of that?

00:14:33.782 --> 00:14:35.004
What's my version of that?

00:14:35.745 --> 00:14:37.187
So that's what I'm looking to do.

00:14:37.206 --> 00:14:38.268
But yes, I don't know.

00:14:38.307 --> 00:14:39.009
I was thinking about you.

00:14:39.028 --> 00:14:40.009
Have you seen Pink's?

00:14:40.890 --> 00:14:41.711
window washing.

00:14:43.293 --> 00:14:44.514
Maybe you won't see that in the city

00:14:44.533 --> 00:14:45.333
because of geotargeting.

00:14:45.914 --> 00:14:48.135
Pinks is a window washing service.

00:14:48.176 --> 00:14:49.437
Chris Corner would love Pinks.

00:14:49.456 --> 00:14:50.878
Have you seen ads for Pinks window

00:14:50.899 --> 00:14:51.379
washing, Tony?

00:14:51.458 --> 00:14:51.599
Yeah.

00:14:51.818 --> 00:14:52.620
I think we discussed it.

00:14:52.639 --> 00:14:53.740
Oh, okay.

00:14:53.980 --> 00:14:56.822
It's an irrationally boring service,

00:14:57.043 --> 00:14:58.524
but nobody wants to do it.

00:14:58.604 --> 00:14:59.644
I even hire a woman every couple of

00:14:59.664 --> 00:15:00.645
months to come clean my house,

00:15:00.706 --> 00:15:02.167
and she's like, windows are extra.

00:15:02.226 --> 00:15:03.988
Even the cleaning lady who likes cleaning

00:15:04.008 --> 00:15:04.889
and gets paid to do it is like,

00:15:04.969 --> 00:15:05.629
windows are extra.

00:15:05.870 --> 00:15:07.091
So they're like, we do windows.

00:15:08.075 --> 00:15:10.576
and all their people wear the same color,

00:15:11.057 --> 00:15:11.317
right?

00:15:11.378 --> 00:15:12.337
It's like sort of in the line,

00:15:12.357 --> 00:15:13.979
remember the guy next to the pizza place

00:15:13.999 --> 00:15:14.840
who would spin the thing?

00:15:14.879 --> 00:15:15.900
It's like, can I get attention?

00:15:16.221 --> 00:15:17.022
So I was sort of thinking like,

00:15:17.062 --> 00:15:19.482
what's Dave's version of that?

00:15:19.563 --> 00:15:20.945
It would be irrational,

00:15:21.384 --> 00:15:23.846
but what if you hit like,

00:15:23.886 --> 00:15:26.349
fifty clinicians and you owned a

00:15:26.389 --> 00:15:28.070
neighborhood, if you owned a zip code,

00:15:29.208 --> 00:15:32.409
You would wear a knee length white coat

00:15:32.470 --> 00:15:34.169
and carry a black leather bag.

00:15:34.309 --> 00:15:35.370
That is how you would treat.

00:15:35.390 --> 00:15:36.091
Do you know what I mean?

00:15:36.370 --> 00:15:38.331
Like that would be your billboard or like

00:15:38.672 --> 00:15:39.871
some spin of that.

00:15:39.912 --> 00:15:41.932
That might sound ridiculous and that might

00:15:41.951 --> 00:15:42.793
not be the right answer,

00:15:42.972 --> 00:15:45.592
but the answer is probably far enough away

00:15:45.633 --> 00:15:47.394
from normal in any direction.

00:15:47.653 --> 00:15:49.014
Or you'd wear yellow hats.

00:15:49.554 --> 00:15:50.514
That doesn't make any sense.

00:15:51.134 --> 00:15:52.014
Like Savannah banana hats, yeah.

00:15:52.095 --> 00:15:53.936
It doesn't make any sense,

00:15:54.035 --> 00:15:55.056
but it stands out.

00:15:55.135 --> 00:15:57.096
Like the only reason it makes sense is

00:15:57.136 --> 00:15:58.636
because it's a purple cow.

00:15:59.823 --> 00:16:00.803
Hmm.

00:16:00.903 --> 00:16:01.684
Yeah.

00:16:01.705 --> 00:16:03.205
So so I apologize.

00:16:03.586 --> 00:16:04.926
I didn't have a comment for your post.

00:16:05.647 --> 00:16:06.966
I'm doing it here verbally live.

00:16:07.407 --> 00:16:09.288
The post about the what are you

00:16:09.388 --> 00:16:10.828
irrationally proud of with your practice?

00:16:10.849 --> 00:16:12.188
And you were saying you wanted comments.

00:16:12.529 --> 00:16:13.629
I'm saying I didn't comment on that,

00:16:13.929 --> 00:16:16.230
but I'm verbally commenting about it to

00:16:16.270 --> 00:16:17.392
you guys.

00:16:17.451 --> 00:16:17.552
Well,

00:16:17.672 --> 00:16:19.032
so I've been to clinics like I was

00:16:19.052 --> 00:16:21.474
at Alice Barnes is a clinician in

00:16:21.693 --> 00:16:22.333
Colorado.

00:16:23.633 --> 00:16:24.553
just outside of Denver.

00:16:24.933 --> 00:16:25.673
You walk in,

00:16:26.073 --> 00:16:26.894
and I know this is going to shock

00:16:26.934 --> 00:16:27.174
both of you,

00:16:27.534 --> 00:16:30.317
not a beige wall in sight.

00:16:30.517 --> 00:16:35.219
It feels like a place NHL players or

00:16:35.379 --> 00:16:37.000
NFL players would go work out in the

00:16:37.059 --> 00:16:37.561
offseason.

00:16:37.801 --> 00:16:40.501
They would just pay ten grand for the

00:16:40.522 --> 00:16:41.702
year and call it – no,

00:16:41.743 --> 00:16:42.143
more than that,

00:16:42.543 --> 00:16:44.443
twenty-five grand a year and call it a

00:16:44.464 --> 00:16:46.585
day because it was all AstroTurf,

00:16:47.046 --> 00:16:49.187
six of everything, a recovery room.

00:16:50.027 --> 00:16:51.268
But Alice –

00:16:51.508 --> 00:16:54.269
Has like a like she's got stuff around

00:16:54.509 --> 00:16:55.890
that are all wow moments.

00:16:55.910 --> 00:16:56.692
Do you know what I mean?

00:16:56.932 --> 00:16:58.572
Like a really cool painted wall with a

00:16:58.653 --> 00:17:01.014
mural on it or a coffee set up

00:17:01.075 --> 00:17:03.196
like each clinic has one of those things.

00:17:03.235 --> 00:17:04.836
And it's shocking that I know these people

00:17:05.396 --> 00:17:07.138
and I never see they bury the lead.

00:17:07.159 --> 00:17:07.638
I'm like, dude,

00:17:07.659 --> 00:17:09.259
you have a nine hundred dollar coffee

00:17:09.279 --> 00:17:10.881
machine that you just give away espressos.

00:17:11.300 --> 00:17:11.622
I'm like.

00:17:12.201 --> 00:17:13.923
You got to play that up, man.

00:17:13.962 --> 00:17:14.864
That's your weird.

00:17:14.884 --> 00:17:16.003
You lean into your weird.

00:17:16.045 --> 00:17:17.685
You lead with the weird.

00:17:18.026 --> 00:17:19.006
And a lot of clinics don't.

00:17:19.125 --> 00:17:20.606
They have a weird thing.

00:17:20.748 --> 00:17:22.107
Oh, we have a rock climbing wall.

00:17:22.489 --> 00:17:23.890
I worked in a pediatric clinic that had

00:17:23.910 --> 00:17:26.590
a legit, legit zip line,

00:17:26.611 --> 00:17:29.232
like from a playground.

00:17:29.553 --> 00:17:30.834
And kids lost their minds.

00:17:30.854 --> 00:17:31.094
I'm like,

00:17:31.233 --> 00:17:32.375
why is that not the first thing on

00:17:32.394 --> 00:17:33.015
your homepage?

00:17:33.296 --> 00:17:34.195
Because a mom would be like,

00:17:34.215 --> 00:17:35.017
my kid might like that.

00:17:35.116 --> 00:17:36.076
And once the kid sees it,

00:17:36.498 --> 00:17:37.317
you think he's going to want to go

00:17:37.337 --> 00:17:37.738
back there.

00:17:37.818 --> 00:17:39.179
The answer was yes.

00:17:39.298 --> 00:17:40.259
So what's your zip line?

00:17:40.640 --> 00:17:41.461
Should be my next post.

00:17:46.730 --> 00:17:47.851
Before you jumped on,

00:17:47.891 --> 00:17:48.971
can you hear me okay?

00:17:49.051 --> 00:17:49.192
Yeah.

00:17:50.351 --> 00:17:51.310
Before you jumped on,

00:17:51.391 --> 00:17:53.291
we were talking about Sophie Cunningham.

00:17:53.551 --> 00:17:53.771
Yeah, yeah.

00:17:53.852 --> 00:17:54.192
I heard that.

00:17:54.211 --> 00:17:54.792
I was listening to that.

00:17:54.853 --> 00:17:56.913
I wanted to get some of your feedback

00:17:57.053 --> 00:17:57.554
on that.

00:17:57.753 --> 00:17:58.894
What were your thoughts?

00:17:59.374 --> 00:18:00.275
Proof of concept.

00:18:00.414 --> 00:18:01.575
And I know someone had in the comments

00:18:01.595 --> 00:18:02.154
like, well, yeah,

00:18:02.194 --> 00:18:03.516
if you put away X number of dollars

00:18:03.556 --> 00:18:03.976
at eight percent,

00:18:03.996 --> 00:18:05.096
that's not what you're talking about,

00:18:05.155 --> 00:18:05.375
right?

00:18:05.415 --> 00:18:06.477
Like you're talking about being a

00:18:06.517 --> 00:18:09.238
billionaire in the next ten years, right?

00:18:09.278 --> 00:18:10.577
Not when she's sixty five.

00:18:10.917 --> 00:18:13.179
And the answer is she's a lightning rod.

00:18:13.199 --> 00:18:14.719
She's the one with the finger, right?

00:18:15.059 --> 00:18:15.640
She's doing this.

00:18:16.240 --> 00:18:17.240
Fucking great move.

00:18:17.260 --> 00:18:17.901
Like, you know,

00:18:18.281 --> 00:18:19.782
people like that's unsportsmanlike.

00:18:19.803 --> 00:18:19.942
Like,

00:18:19.962 --> 00:18:21.403
have you seen some of the other stuff

00:18:21.443 --> 00:18:22.204
in other sports?

00:18:22.884 --> 00:18:24.226
Please don't please don't say that.

00:18:24.465 --> 00:18:25.666
That's that's nothing.

00:18:25.887 --> 00:18:26.827
That's nothing.

00:18:26.847 --> 00:18:27.348
That's a two.

00:18:27.608 --> 00:18:28.229
But here's the thing.

00:18:28.269 --> 00:18:30.090
It's a ten if you're in the WNBA

00:18:30.371 --> 00:18:32.031
because it hasn't been done there and

00:18:32.112 --> 00:18:32.972
women don't do that.

00:18:32.992 --> 00:18:33.973
And for the podcast audience,

00:18:34.054 --> 00:18:36.496
I am throwing up air quotes left and

00:18:36.536 --> 00:18:36.715
right.

00:18:36.756 --> 00:18:37.457
Please don't come at me.

00:18:38.938 --> 00:18:39.917
I don't disagree.

00:18:40.077 --> 00:18:41.078
Let's put it this way.

00:18:41.098 --> 00:18:42.460
If anybody's going to be a billionaire

00:18:42.700 --> 00:18:43.701
from the WNBA,

00:18:44.201 --> 00:18:45.541
it would be her or it's going to

00:18:45.561 --> 00:18:47.163
be the girl who's in middle school right

00:18:47.223 --> 00:18:48.325
now watching her going,

00:18:48.464 --> 00:18:49.746
I see what she's doing.

00:18:50.105 --> 00:18:52.587
Be a B-plus basketball player and you'll

00:18:52.607 --> 00:18:54.509
get paid like a B-plus basketball player.

00:18:55.048 --> 00:18:57.010
Be an A-plus basketball player and you'll

00:18:57.030 --> 00:18:59.031
get paid like a B-plus basketball player.

00:18:59.051 --> 00:18:59.792
That's just how that math is.

00:19:01.394 --> 00:19:02.474
If you want to make more,

00:19:02.555 --> 00:19:03.715
do something outside.

00:19:03.796 --> 00:19:03.935
Right.

00:19:03.955 --> 00:19:05.178
There was a story about Messi,

00:19:05.218 --> 00:19:06.159
how Nike turned him.

00:19:06.699 --> 00:19:07.259
His dad,

00:19:07.539 --> 00:19:11.703
his dad asked for an extra track suit.

00:19:11.723 --> 00:19:14.125
Just wanted an extra zip up track suit

00:19:14.145 --> 00:19:14.726
and wind pants.

00:19:14.766 --> 00:19:16.167
And they were like they ghosted him.

00:19:16.688 --> 00:19:18.130
And then he went to another brand.

00:19:18.410 --> 00:19:21.492
You lost Messi for thirty eight dollars

00:19:21.532 --> 00:19:22.973
worth of windbreaker material.

00:19:23.294 --> 00:19:24.255
Like you missed the boat.

00:19:24.335 --> 00:19:24.855
You missed it.

00:19:27.234 --> 00:19:29.637
Just like the Yankees lost Juan Soto

00:19:29.678 --> 00:19:31.559
because they would not give his family a

00:19:31.720 --> 00:19:34.823
suite for like the playoffs last year or

00:19:34.863 --> 00:19:35.784
the year before or whatever.

00:19:35.804 --> 00:19:37.865
It wouldn't get Griffey because apparently

00:19:37.905 --> 00:19:39.407
the Yankees slighted Griffey Sr.

00:19:39.788 --> 00:19:40.769
But that's it.

00:19:40.788 --> 00:19:42.750
You're either doing public – that's public

00:19:42.791 --> 00:19:43.432
relations.

00:19:43.711 --> 00:19:45.554
You're either doing public relations well

00:19:45.614 --> 00:19:46.134
or poorly.

00:19:46.154 --> 00:19:47.896
There is no not doing public relations.

00:19:49.065 --> 00:19:50.105
I thought it was funny.

00:19:50.406 --> 00:19:52.970
Dave is going to get into this world

00:19:53.109 --> 00:19:54.011
really fast.

00:19:54.632 --> 00:19:56.275
The thing that stands out to me about

00:19:56.775 --> 00:19:59.198
Sophie Cunningham and the pointing,

00:19:59.759 --> 00:20:01.682
there's all these clips coming out now

00:20:01.721 --> 00:20:05.046
where one of the officials is telling her

00:20:05.086 --> 00:20:06.047
not to step over.

00:20:06.508 --> 00:20:07.108
Can you not hear me?

00:20:07.348 --> 00:20:09.750
i'm sweating okay it is telling her not

00:20:09.789 --> 00:20:12.171
to step over the the three-point line and

00:20:12.191 --> 00:20:14.231
then she steps over it intentionally when

00:20:14.271 --> 00:20:16.792
he turns around she does all of this

00:20:16.853 --> 00:20:19.594
stuff like just to spite because she was

00:20:19.634 --> 00:20:22.694
told not to do it it's exactly what

00:20:22.934 --> 00:20:25.536
a you know three-year-old is gonna start

00:20:25.576 --> 00:20:25.895
doing

00:20:31.273 --> 00:20:33.395
But that is what's going to lead to

00:20:33.476 --> 00:20:34.195
the success.

00:20:34.236 --> 00:20:35.757
That's where people are going to say, no,

00:20:35.797 --> 00:20:36.998
she can't make that kind of money.

00:20:37.018 --> 00:20:39.440
Because I guarantee everybody before that

00:20:39.619 --> 00:20:43.061
incident actually assumed Caitlin Clark

00:20:43.082 --> 00:20:45.163
was going to be the biggest revenue

00:20:45.202 --> 00:20:46.944
producer, the biggest moneymaker.

00:20:47.164 --> 00:20:47.704
It's not.

00:20:47.785 --> 00:20:49.006
It's going to be Cunningham.

00:20:49.359 --> 00:20:49.440
Yeah,

00:20:49.460 --> 00:20:50.701
you're going to get more from you're going

00:20:50.721 --> 00:20:51.422
to get more from shoes.

00:20:52.222 --> 00:20:54.585
The resistance as I was finishing my

00:20:54.766 --> 00:20:56.667
scooter ride up Main Street here in

00:20:56.688 --> 00:20:57.607
Hoboken to get to the office.

00:20:58.528 --> 00:21:01.432
The resistance for PT is going to be

00:21:01.471 --> 00:21:05.195
from people who are staking their identity

00:21:05.636 --> 00:21:06.978
in the sanctity.

00:21:07.117 --> 00:21:09.621
And I'm using air quotes again in this

00:21:09.661 --> 00:21:10.060
is this.

00:21:10.981 --> 00:21:12.743
And I think that's a giant mistake,

00:21:12.763 --> 00:21:13.884
but that's OK if that's you.

00:21:13.904 --> 00:21:16.246
What they're saying is you can't go on

00:21:16.306 --> 00:21:18.248
the Instagrams and teach people this

00:21:18.288 --> 00:21:20.410
because I took a decade to learn this.

00:21:20.769 --> 00:21:21.351
And I'm like, well,

00:21:21.371 --> 00:21:23.652
a really skilled person could educate in

00:21:23.711 --> 00:21:24.472
thirty seconds.

00:21:24.573 --> 00:21:26.335
That's that's not dumbing it down.

00:21:26.775 --> 00:21:27.315
That's simple.

00:21:27.596 --> 00:21:28.476
The dumbing it down.

00:21:28.836 --> 00:21:30.218
I thought I had a good analogy this

00:21:30.278 --> 00:21:31.338
past weekend.

00:21:31.659 --> 00:21:32.839
Someone said, oh, I see what you do.

00:21:32.859 --> 00:21:33.901
You sort of dumb it down.

00:21:34.000 --> 00:21:35.061
And it made me sort of stung a

00:21:35.082 --> 00:21:35.422
little bit.

00:21:35.442 --> 00:21:36.242
And I was like, well, I don't know.

00:21:36.282 --> 00:21:37.523
Do you think what I do is dumb

00:21:37.824 --> 00:21:39.265
or what you're saying is only dumb people

00:21:39.305 --> 00:21:40.066
can understand it?

00:21:40.605 --> 00:21:41.707
And then I use it.

00:21:41.767 --> 00:21:43.308
Which takes craft, and you know that.

00:21:43.669 --> 00:21:45.891
Right, but the analogy I gave was,

00:21:45.971 --> 00:21:47.731
you know how to resize a picture, right?

00:21:48.717 --> 00:21:49.856
But if you do it wrong,

00:21:49.896 --> 00:21:50.757
it gets warped.

00:21:50.876 --> 00:21:52.637
Unless you do it in scale,

00:21:52.718 --> 00:21:53.978
perfectly in a corner,

00:21:54.538 --> 00:21:55.919
the thing you get is messed up.

00:21:56.038 --> 00:21:57.739
So if I just simply took a complex

00:21:57.778 --> 00:22:00.079
thing and told it like a third grader,

00:22:00.299 --> 00:22:01.420
that might not land.

00:22:01.859 --> 00:22:03.640
You have to put it in context.

00:22:03.920 --> 00:22:05.520
You have to make sure nothing is lost.

00:22:05.540 --> 00:22:07.201
So dumbing it down isn't the answer.

00:22:07.280 --> 00:22:08.520
Watering it down isn't the answer.

00:22:08.861 --> 00:22:10.442
Perfectly scaling it down,

00:22:10.602 --> 00:22:11.182
that's different.

00:22:12.261 --> 00:22:14.023
I was going to try and take a

00:22:14.104 --> 00:22:16.085
clip from an orthopedic surgeon who was

00:22:16.105 --> 00:22:17.926
talking about osteoporosis.

00:22:18.666 --> 00:22:21.388
And he comes on Instagram and he says,

00:22:21.549 --> 00:22:23.590
if this doesn't change your mind about

00:22:23.671 --> 00:22:25.492
osteoporosis, I don't know what will.

00:22:26.212 --> 00:22:29.236
And on the screen, he's showing an image,

00:22:29.276 --> 00:22:31.817
an illustration of trabecular bone and the

00:22:31.897 --> 00:22:34.019
matrix within the bone and showing how the

00:22:34.099 --> 00:22:35.601
bone disintegrates.

00:22:35.621 --> 00:22:37.663
I'm like, nobody cares about that.

00:22:37.682 --> 00:22:39.384
That's not going to change any woman's

00:22:39.443 --> 00:22:41.385
mind about osteoporosis.

00:22:41.965 --> 00:22:43.946
Show the woman with a broken hip in

00:22:43.967 --> 00:22:45.067
the bathtub, naked,

00:22:45.186 --> 00:22:47.607
asking her son to help her get up.

00:22:48.087 --> 00:22:49.949
That's gonna change somebody's mind.

00:22:50.388 --> 00:22:52.690
It's not gonna be a graphic illustration

00:22:52.789 --> 00:22:53.410
of a bone.

00:22:54.490 --> 00:22:56.030
If you show a graphic illustration,

00:22:56.230 --> 00:22:57.291
as annoying as it is,

00:22:57.392 --> 00:22:59.792
it needs to be someone slightly bent over,

00:23:00.212 --> 00:23:01.813
face wincing in pain,

00:23:02.153 --> 00:23:03.173
and then on their back,

00:23:03.394 --> 00:23:05.654
something red like a heat map with little

00:23:05.734 --> 00:23:07.154
arrows coming, little points.

00:23:08.435 --> 00:23:10.636
Listen, it communicates one thing.

00:23:11.376 --> 00:23:13.539
A picture says a thousand words, right?

00:23:13.779 --> 00:23:14.840
If you use it well,

00:23:14.901 --> 00:23:16.242
but how come you haven't shown the

00:23:16.282 --> 00:23:18.005
trabecular matrix in a bone?

00:23:18.244 --> 00:23:19.185
Because I don't know what the hell that

00:23:19.246 --> 00:23:19.426
is.

00:23:19.446 --> 00:23:21.368
That means nothing to me.

00:23:21.528 --> 00:23:22.369
You tried to,

00:23:22.549 --> 00:23:24.172
that surgeon tried to sound fancy.

00:23:24.813 --> 00:23:25.393
Fancy.

00:23:26.074 --> 00:23:28.757
Not clear.

00:23:28.797 --> 00:23:29.397
What else we got?

00:23:30.794 --> 00:23:33.096
uh did you talk about i mean i

00:23:33.115 --> 00:23:34.698
know you probably mixed it in the second

00:23:34.738 --> 00:23:36.339
topic that i saw come across the group

00:23:36.359 --> 00:23:40.664
chat was uh do we want to spend

00:23:40.724 --> 00:23:43.228
time driving or do we want to spend

00:23:43.248 --> 00:23:44.548
time improving our car do we want to

00:23:44.588 --> 00:23:46.892
spend time just just just why are we

00:23:46.912 --> 00:23:48.292
paying attention to the money and how much

00:23:48.393 --> 00:23:49.974
money we make is that the conversation we

00:23:49.994 --> 00:23:50.556
were talking about

00:23:51.157 --> 00:23:52.898
So we, I shared a post,

00:23:52.979 --> 00:23:54.660
which I've been thinking a lot about,

00:23:54.839 --> 00:23:57.040
and it basically said, you know,

00:23:57.080 --> 00:23:59.162
back in my day started with back in

00:23:59.182 --> 00:23:59.622
my day,

00:24:00.663 --> 00:24:02.804
a hundred thousand a year was aspirational

00:24:02.844 --> 00:24:04.765
because I remember like going back a

00:24:04.825 --> 00:24:05.325
decade.

00:24:05.884 --> 00:24:07.846
If I put out that, Hey,

00:24:07.905 --> 00:24:09.626
a mobile therapist can earn a hundred

00:24:09.666 --> 00:24:11.768
thousand dollars seeing twenty patients a

00:24:11.807 --> 00:24:12.188
week.

00:24:12.647 --> 00:24:13.749
It was like, amazing.

00:24:13.828 --> 00:24:14.509
I can't believe it.

00:24:14.548 --> 00:24:15.789
How can I make that much money?

00:24:16.510 --> 00:24:19.194
Now it doesn't even move the needle.

00:24:19.255 --> 00:24:21.897
Like nobody is even looking at that as

00:24:21.958 --> 00:24:23.580
something, you know, awesome.

00:24:24.922 --> 00:24:26.825
Now you have to be at two fifty

00:24:26.865 --> 00:24:28.928
to five hundred to really even get

00:24:29.028 --> 00:24:29.888
anyone's attention.

00:24:29.909 --> 00:24:32.492
So no, I disagree.

00:24:33.307 --> 00:24:33.887
You really, you,

00:24:34.008 --> 00:24:36.670
you still feel like a hundred thousand is

00:24:36.710 --> 00:24:38.410
enough for somebody to take notice.

00:24:38.911 --> 00:24:39.590
Wait, wait, wait.

00:24:39.611 --> 00:24:41.172
Depending on if they're the owner or the

00:24:41.231 --> 00:24:43.113
clinician or, or they're the employee.

00:24:43.752 --> 00:24:44.133
We're talking,

00:24:44.153 --> 00:24:45.273
we're talking about clinicians that are,

00:24:45.354 --> 00:24:46.433
that are in the job market, right?

00:24:46.713 --> 00:24:46.854
Yeah.

00:24:46.874 --> 00:24:48.434
I think if you dangle anything north of

00:24:48.515 --> 00:24:49.256
one fifty,

00:24:49.415 --> 00:24:51.257
someone will pay attention because I think

00:24:51.277 --> 00:24:53.258
everybody's expecting a hundred.

00:24:53.837 --> 00:24:54.718
Well, how come I,

00:24:55.178 --> 00:24:57.118
how come I have so much interest when

00:24:57.559 --> 00:24:57.680
I,

00:24:57.779 --> 00:24:59.400
when I get inbound and then I send

00:24:59.420 --> 00:25:00.480
them a two pager,

00:25:01.080 --> 00:25:02.501
these are potential therapist candidates.

00:25:03.023 --> 00:25:04.984
And it's a, you know,

00:25:05.125 --> 00:25:06.846
seventy seven to eighty seven thousand

00:25:06.886 --> 00:25:08.268
dollar base salary.

00:25:09.167 --> 00:25:10.769
And then the rest is all performance pay.

00:25:10.868 --> 00:25:11.630
And then they have to ask.

00:25:11.670 --> 00:25:12.931
Then they have to trust us like, hey,

00:25:12.951 --> 00:25:13.070
like,

00:25:13.090 --> 00:25:14.412
where do you get new patient referrals

00:25:14.451 --> 00:25:14.731
from?

00:25:14.832 --> 00:25:16.113
And, you know,

00:25:16.212 --> 00:25:17.973
how much how fast does it take me

00:25:18.013 --> 00:25:19.454
to ramp up my caseload and all that?

00:25:19.474 --> 00:25:20.415
So they they want to know, like,

00:25:20.715 --> 00:25:22.356
when can I expect to be

00:25:22.936 --> 00:25:25.397
at a hundred K or more over what

00:25:25.557 --> 00:25:27.198
time and then kind of maintain that.

00:25:27.498 --> 00:25:29.058
So it obviously depends on our ability to

00:25:29.118 --> 00:25:29.759
do the marketing,

00:25:29.818 --> 00:25:32.420
get new patients and their ability to be

00:25:32.500 --> 00:25:34.480
great clinically and have communication

00:25:35.019 --> 00:25:36.780
and retain a lot of those patients if

00:25:36.820 --> 00:25:38.621
those patients need it or want it and

00:25:38.661 --> 00:25:39.681
wanted to continue with us.

00:25:39.721 --> 00:25:42.942
So that does not say guaranteed a hundred

00:25:42.981 --> 00:25:44.242
thousand, although it's pretty easy.

00:25:44.262 --> 00:25:45.123
You're going to make a hundred thousand

00:25:45.143 --> 00:25:47.002
with us, but you're talking about,

00:25:47.022 --> 00:25:48.723
let's say one fifty, right, Tony, right,

00:25:48.743 --> 00:25:48.963
Jimmy.

00:25:49.003 --> 00:25:49.124
So

00:25:49.963 --> 00:25:51.326
It doesn't say guaranteed you're going to

00:25:51.346 --> 00:25:51.766
make one fifty.

00:25:51.786 --> 00:25:54.269
But there's I have I have three therapists

00:25:54.288 --> 00:25:55.471
right now going through our recruiting

00:25:55.510 --> 00:25:56.832
process, our interview process.

00:25:56.912 --> 00:25:58.634
I have others that are interested in

00:25:58.694 --> 00:25:59.375
scheduling calls.

00:25:59.394 --> 00:26:00.676
They're looking at our social media.

00:26:01.198 --> 00:26:03.140
So it's not saying a guaranteed one

00:26:03.160 --> 00:26:04.642
hundred and fifty thousand dollar salary.

00:26:04.682 --> 00:26:05.682
It doesn't say anywhere.

00:26:06.123 --> 00:26:07.704
But we still have we still have

00:26:07.744 --> 00:26:08.486
significant interest.

00:26:08.506 --> 00:26:08.686
So.

00:26:09.707 --> 00:26:11.587
But there's a decent path, right?

00:26:11.607 --> 00:26:12.808
And you're probably weeding those people

00:26:12.868 --> 00:26:13.128
out.

00:26:13.489 --> 00:26:14.349
If they don't ask,

00:26:14.950 --> 00:26:15.809
you don't want those people.

00:26:15.851 --> 00:26:17.030
You want inquisitive people who are going

00:26:17.050 --> 00:26:17.471
to hustle.

00:26:17.791 --> 00:26:18.872
Those are the right people who ask the

00:26:18.912 --> 00:26:19.372
right questions.

00:26:19.392 --> 00:26:19.932
They go, well,

00:26:19.952 --> 00:26:21.012
if I hit all my metrics,

00:26:21.053 --> 00:26:21.874
what would I land?

00:26:22.753 --> 00:26:24.535
And if someone did all their things,

00:26:24.595 --> 00:26:25.375
what would they land?

00:26:26.076 --> 00:26:26.895
If someone did well,

00:26:26.935 --> 00:26:29.277
if someone did A- on all the things

00:26:29.297 --> 00:26:30.698
you just mentioned, where would they land?

00:26:30.758 --> 00:26:33.319
Ballpark.

00:26:33.380 --> 00:26:34.160
At least one-twenty.

00:26:35.441 --> 00:26:36.020
Pre-taxed.

00:26:36.525 --> 00:26:37.665
In my memory,

00:26:38.266 --> 00:26:40.087
the posts that you've shared that I've

00:26:40.127 --> 00:26:42.009
seen, when you list a number,

00:26:42.068 --> 00:26:44.151
it's usually one hundred and twenty seven.

00:26:44.230 --> 00:26:46.732
I feel like I've seen or something above

00:26:46.752 --> 00:26:47.413
one hundred.

00:26:47.973 --> 00:26:48.433
Yes.

00:26:48.555 --> 00:26:48.875
Yes.

00:26:48.934 --> 00:26:49.996
Regardless, you're right.

00:26:50.016 --> 00:26:51.136
You're right.

00:26:51.737 --> 00:26:52.156
You're right.

00:26:52.798 --> 00:26:53.498
The point is,

00:26:53.558 --> 00:26:56.260
inflation is driving expectations higher.

00:26:57.280 --> 00:26:59.343
And Scott Davis, great guy,

00:26:59.403 --> 00:27:01.825
follow him on TikTok, educator,

00:27:02.204 --> 00:27:03.526
amazing clinician.

00:27:03.686 --> 00:27:05.607
He talks about, you know, really,

00:27:05.627 --> 00:27:06.528
really great stuff.

00:27:07.950 --> 00:27:10.471
But he shared a sentiment that I've heard

00:27:10.612 --> 00:27:12.493
echoed through other clinicians,

00:27:12.554 --> 00:27:14.115
especially clinicians that have been in

00:27:14.134 --> 00:27:15.796
the profession, twenty, thirty,

00:27:15.836 --> 00:27:16.376
forty years.

00:27:16.896 --> 00:27:18.878
These are not sentiments coming out from

00:27:18.959 --> 00:27:19.558
new grads.

00:27:19.659 --> 00:27:21.740
These are sentiments from, you know,

00:27:21.780 --> 00:27:23.001
consummate professionals.

00:27:23.021 --> 00:27:23.843
And he's like, look,

00:27:24.423 --> 00:27:26.462
We need to acknowledge there's more to it

00:27:26.502 --> 00:27:27.503
than just the money.

00:27:28.124 --> 00:27:31.183
We can't get so stuck on the number

00:27:31.223 --> 00:27:33.464
that we forget we're here to help.

00:27:33.525 --> 00:27:35.444
We're here to change lives.

00:27:36.845 --> 00:27:37.484
And I get it.

00:27:37.744 --> 00:27:39.346
I totally agree with everything that

00:27:39.365 --> 00:27:39.885
Scott's saying.

00:27:39.925 --> 00:27:40.066
Now,

00:27:41.086 --> 00:27:42.526
one part of this where I think he

00:27:42.566 --> 00:27:46.027
loses the attention of the viewer and the

00:27:46.186 --> 00:27:48.027
perspective person thinking about physical

00:27:48.067 --> 00:27:48.426
therapy,

00:27:48.446 --> 00:27:50.147
and it's the same with another person I'm

00:27:50.188 --> 00:27:51.528
thinking of in OT.

00:27:53.226 --> 00:27:56.048
is Scott mentioned that he lives kind of

00:27:56.067 --> 00:27:57.888
a conservative life.

00:27:58.750 --> 00:28:00.891
He has a two bedroom apartment,

00:28:00.931 --> 00:28:04.053
lives with his wife, fulfilling life.

00:28:04.073 --> 00:28:05.854
That's not really selling the dream.

00:28:06.213 --> 00:28:08.635
That's not selling the shine and the

00:28:08.675 --> 00:28:09.957
glitter of like, yeah,

00:28:10.057 --> 00:28:11.037
I want to do that.

00:28:12.258 --> 00:28:13.798
And this other person basically says the

00:28:13.818 --> 00:28:14.298
same thing.

00:28:14.318 --> 00:28:15.420
This other person's like, look,

00:28:15.440 --> 00:28:16.661
I have a small house.

00:28:16.780 --> 00:28:18.221
I have a conservative car.

00:28:18.642 --> 00:28:20.844
I drive all of these things.

00:28:21.703 --> 00:28:23.224
OK, like that's awesome.

00:28:23.285 --> 00:28:24.125
You can do that.

00:28:24.546 --> 00:28:26.548
And I feel like I live a very

00:28:26.567 --> 00:28:27.648
conservative life.

00:28:29.150 --> 00:28:30.111
But that being said,

00:28:30.151 --> 00:28:31.791
that's not going to attract young

00:28:31.852 --> 00:28:33.833
professionals into the profession because

00:28:34.094 --> 00:28:35.615
you could do that without a doctorate

00:28:35.634 --> 00:28:35.934
degree.

00:28:36.434 --> 00:28:38.297
You know, you could do that in anything.

00:28:38.797 --> 00:28:39.678
What are you going to say, Jimmy?

00:28:40.578 --> 00:28:41.199
I shared something.

00:28:41.219 --> 00:28:41.920
See if you can bring it on the

00:28:41.940 --> 00:28:42.339
screen.

00:28:43.141 --> 00:28:45.422
I had shared this post on on LinkedIn.

00:28:46.695 --> 00:28:48.416
And I got a lot of reaction out

00:28:48.436 --> 00:28:48.537
of it.

00:28:48.557 --> 00:28:48.757
I got like,

00:28:48.777 --> 00:28:49.977
twenty-nine comments and I shared it

00:28:50.017 --> 00:28:50.497
yesterday.

00:28:50.557 --> 00:28:52.157
And the post was, I think employers,

00:28:52.278 --> 00:28:54.499
this is gonna go counterintuitive,

00:28:55.078 --> 00:28:57.779
overestimate how much money alone makes a

00:28:57.819 --> 00:29:00.039
physical therapist consider another job.

00:29:00.861 --> 00:29:02.340
Everybody just thinks if you're hiring

00:29:02.361 --> 00:29:03.842
someone that money's gonna pull them away.

00:29:04.902 --> 00:29:05.623
I had a comment.

00:29:05.643 --> 00:29:06.103
That's true.

00:29:07.763 --> 00:29:09.144
You need to hit a floor.

00:29:09.766 --> 00:29:11.606
Everybody's got a number that will be,

00:29:11.826 --> 00:29:12.087
okay,

00:29:12.488 --> 00:29:13.749
you could pay me one hundred twenty five

00:29:13.769 --> 00:29:14.388
thousand dollars.

00:29:14.628 --> 00:29:16.290
But if the job sucks, I ain't going.

00:29:17.050 --> 00:29:18.612
But you need you need a number.

00:29:18.692 --> 00:29:19.633
I need ninety eight.

00:29:19.673 --> 00:29:20.933
That's my number because I know how much

00:29:20.973 --> 00:29:21.314
to live.

00:29:21.694 --> 00:29:22.615
I'd consider it.

00:29:23.096 --> 00:29:24.517
But it's these other things.

00:29:25.057 --> 00:29:25.277
Listen,

00:29:25.297 --> 00:29:26.738
you're going to pay me less money to

00:29:26.778 --> 00:29:27.397
do less work.

00:29:27.519 --> 00:29:28.199
I'm cool with that.

00:29:28.499 --> 00:29:30.921
If that's the person I am right now.

00:29:31.260 --> 00:29:31.441
Right.

00:29:31.881 --> 00:29:34.001
I made like ninety grand a year in

00:29:34.041 --> 00:29:34.423
radio.

00:29:35.103 --> 00:29:37.124
I would have paid sixty two thousand

00:29:37.163 --> 00:29:38.644
dollars to the radio station to keep doing

00:29:38.664 --> 00:29:39.085
that job.

00:29:39.586 --> 00:29:40.365
But it was the job.

00:29:40.465 --> 00:29:42.467
So there is a marriage of those things.

00:29:42.487 --> 00:29:44.388
There are other elements that come into

00:29:44.449 --> 00:29:44.528
it.

00:29:45.169 --> 00:29:46.128
not just a salary,

00:29:46.148 --> 00:29:47.710
but you have to cross a threshold.

00:29:47.789 --> 00:29:49.451
And if you don't, it's like an insult.

00:29:49.490 --> 00:29:49.971
You know what I mean?

00:29:50.250 --> 00:29:50.631
You didn't even,

00:29:50.730 --> 00:29:51.832
it's not even above that dude.

00:29:52.011 --> 00:29:52.751
What are we talking about?

00:29:52.771 --> 00:29:54.313
I have a pulse and a license that

00:29:54.373 --> 00:29:56.032
grants me at least the floor.

00:29:56.573 --> 00:29:58.134
Then everything else on top of that

00:29:58.453 --> 00:29:59.694
explains how high the ceiling is.

00:29:59.894 --> 00:30:00.575
Like Dave says,

00:30:01.134 --> 00:30:02.415
you want to make just this and do

00:30:02.435 --> 00:30:02.655
this.

00:30:03.682 --> 00:30:04.503
I pay you eighty two.

00:30:04.765 --> 00:30:04.964
Great.

00:30:05.065 --> 00:30:05.865
Do nothing else.

00:30:05.905 --> 00:30:06.586
You make eighty two.

00:30:06.907 --> 00:30:08.509
Now, hey, man, between you and me,

00:30:08.549 --> 00:30:09.530
you want to do a buck thirty.

00:30:09.872 --> 00:30:11.314
Do this for fifty two weeks.

00:30:11.614 --> 00:30:12.955
I'll pay you one fifty.

00:30:13.297 --> 00:30:15.019
But that's where you become a part of

00:30:15.058 --> 00:30:15.619
the business.

00:30:15.720 --> 00:30:16.801
You own your schedule.

00:30:17.142 --> 00:30:17.643
That's different.

00:30:17.663 --> 00:30:17.742
Yeah.

00:30:19.588 --> 00:30:21.250
In healthcare, outside of healthcare,

00:30:21.269 --> 00:30:23.431
there's a lot of people that stay at

00:30:23.471 --> 00:30:25.932
a job that they don't really love,

00:30:25.971 --> 00:30:27.952
but they'll continue because it's

00:30:27.992 --> 00:30:28.492
convenient.

00:30:28.532 --> 00:30:29.653
It's kind of close by.

00:30:30.374 --> 00:30:32.434
The people that don't want to commute and

00:30:32.454 --> 00:30:32.795
they're like,

00:30:33.056 --> 00:30:34.655
I have a job that's two blocks away

00:30:34.736 --> 00:30:36.136
or two miles away or whatever.

00:30:36.896 --> 00:30:39.838
They'll complain about it to their friends

00:30:41.019 --> 00:30:42.140
at dinner and at the bar.

00:30:42.799 --> 00:30:44.040
But then they're also like, yeah,

00:30:44.080 --> 00:30:45.121
but it's like close.

00:30:45.181 --> 00:30:45.480
And like,

00:30:45.821 --> 00:30:47.241
I'm looking in the job market and like

00:30:47.382 --> 00:30:49.202
all the jobs are like way further away.

00:30:49.242 --> 00:30:50.304
It's like, you know,

00:30:50.324 --> 00:30:51.183
there's pros and cons.

00:30:52.164 --> 00:30:54.546
So my question with that though is,

00:30:56.166 --> 00:30:58.428
and this relates to the previous post,

00:30:58.627 --> 00:31:01.308
at what point when you start to feel

00:31:01.348 --> 00:31:04.510
like that, I'm not super happy,

00:31:04.611 --> 00:31:06.371
but it's a convenience.

00:31:06.451 --> 00:31:07.172
It's, you know, it's,

00:31:07.571 --> 00:31:10.413
It's like the girl you're dating in high

00:31:10.473 --> 00:31:11.755
school and you're like, well, it's just,

00:31:11.815 --> 00:31:13.175
it's easier not to break up.

00:31:13.717 --> 00:31:14.376
I don't love her.

00:31:14.837 --> 00:31:16.219
I'm not even having that much fun with

00:31:16.239 --> 00:31:18.500
her, but it's there, you know,

00:31:18.559 --> 00:31:20.362
it's there every day and it's easy.

00:31:20.741 --> 00:31:23.023
I got a term.

00:31:23.203 --> 00:31:24.845
It's career cuffing season.

00:31:25.065 --> 00:31:25.826
That's what it is.

00:31:25.865 --> 00:31:27.126
It's like, ah, we hit fall.

00:31:27.146 --> 00:31:28.407
We're starting to go into November and

00:31:28.448 --> 00:31:28.928
December.

00:31:29.348 --> 00:31:30.630
I'm not finding a new girl right now.

00:31:30.650 --> 00:31:31.990
We're riding this one through till spring.

00:31:32.111 --> 00:31:33.271
That's cuffing season,

00:31:33.352 --> 00:31:35.272
career cuffing season.

00:31:35.333 --> 00:31:35.913
That's what it is.

00:31:37.133 --> 00:31:40.454
So my thing with it is we're therapists,

00:31:40.515 --> 00:31:40.755
right?

00:31:40.815 --> 00:31:43.435
If a patient comes to Dave and the

00:31:43.455 --> 00:31:44.576
patient's like, hey, Dave,

00:31:44.717 --> 00:31:45.718
I've never been a runner,

00:31:45.798 --> 00:31:46.917
never run in my life.

00:31:48.058 --> 00:31:49.920
I sprained my ankle going down the stairs

00:31:50.000 --> 00:31:50.539
at home.

00:31:50.700 --> 00:31:51.901
This is my opportunity.

00:31:51.941 --> 00:31:53.121
I'm going to rehab my ankle.

00:31:53.161 --> 00:31:54.442
And then I want you to help me

00:31:54.501 --> 00:31:55.462
run my first five K.

00:31:57.265 --> 00:31:57.806
What do we do?

00:31:57.846 --> 00:31:58.967
We do an evaluation.

00:31:59.448 --> 00:32:01.371
We establish starting point.

00:32:01.511 --> 00:32:02.692
What do they have going for them?

00:32:02.733 --> 00:32:04.556
What do they have that's a deficit?

00:32:04.977 --> 00:32:07.401
We develop a plan to build strength,

00:32:07.441 --> 00:32:08.903
build endurance, build mobility,

00:32:08.963 --> 00:32:10.164
build the capacity

00:32:11.104 --> 00:32:13.125
And then we take them into the training

00:32:13.185 --> 00:32:14.046
for the five K.

00:32:14.606 --> 00:32:17.169
My thing with therapy is, okay, look,

00:32:17.368 --> 00:32:20.471
we know that this is a relatively capped

00:32:20.530 --> 00:32:21.111
profession.

00:32:21.171 --> 00:32:23.192
We know that there's only so many minutes

00:32:23.232 --> 00:32:23.712
in the day.

00:32:24.074 --> 00:32:25.914
There's only so many billable units I

00:32:25.934 --> 00:32:26.515
could deliver.

00:32:27.355 --> 00:32:30.077
I know that I have bigger aspirations than

00:32:30.298 --> 00:32:30.778
a hundred,

00:32:30.798 --> 00:32:33.619
a hundred and twenty K a year.

00:32:33.640 --> 00:32:35.321
I'm going to make my money first.

00:32:36.453 --> 00:32:38.214
And then I don't have to worry about

00:32:38.575 --> 00:32:39.056
the money.

00:32:39.096 --> 00:32:41.356
Then I can take a less,

00:32:41.817 --> 00:32:43.978
a lower paying job that has greater

00:32:44.038 --> 00:32:47.780
satisfaction and I won't get frustrated.

00:32:47.881 --> 00:32:51.163
I won't get that feeling of I need

00:32:51.182 --> 00:32:52.403
to do something else.

00:32:52.903 --> 00:32:54.244
I can focus on the patient.

00:32:54.365 --> 00:32:55.945
I can focus on the intervention.

00:32:56.006 --> 00:32:57.807
I can focus on being the best therapist

00:32:57.866 --> 00:33:00.127
I can be because I don't have the

00:33:00.167 --> 00:33:01.388
need for additional money.

00:33:01.449 --> 00:33:02.609
I've already made my money,

00:33:02.650 --> 00:33:04.730
whether it's real estate, media,

00:33:05.290 --> 00:33:07.556
you know any other thing you can do

00:33:07.836 --> 00:33:10.643
i still think and i agree with um

00:33:11.653 --> 00:33:12.313
I think it was Scott.

00:33:13.153 --> 00:33:15.875
We don't have to tie finances to patient

00:33:15.895 --> 00:33:16.175
care.

00:33:16.256 --> 00:33:17.696
We can keep them separate.

00:33:18.096 --> 00:33:20.238
We can live in that perfect world where

00:33:20.657 --> 00:33:22.298
I'm not watching the clock for one more

00:33:22.338 --> 00:33:23.779
minute to get another eight minute

00:33:23.819 --> 00:33:24.540
billable unit.

00:33:25.201 --> 00:33:26.541
I can just focus on the patient,

00:33:26.561 --> 00:33:29.242
but I can't do it if I'm struggling

00:33:29.282 --> 00:33:31.384
to pay my student loans, pay my mortgage,

00:33:31.424 --> 00:33:32.464
pay my car payment,

00:33:32.505 --> 00:33:34.125
pay for my kids to go to school

00:33:34.547 --> 00:33:36.367
and all the other stuff associated with

00:33:36.428 --> 00:33:36.688
life.

00:33:37.138 --> 00:33:39.138
Yeah, I went full Tony on this one.

00:33:39.298 --> 00:33:40.480
I'm sharing another thing, Tony.

00:33:40.500 --> 00:33:41.460
See if you can bring that on the

00:33:41.480 --> 00:33:41.799
screen.

00:33:42.000 --> 00:33:43.359
I think you're going to love this because

00:33:44.760 --> 00:33:46.040
it has a baseball card.

00:33:46.361 --> 00:33:47.461
So this is what I was trying to

00:33:47.500 --> 00:33:49.182
illustrate in this post.

00:33:49.342 --> 00:33:51.981
I essentially was saying, listen, I said,

00:33:52.061 --> 00:33:53.521
stop looking at the salary.

00:33:53.561 --> 00:33:54.002
And all of a sudden,

00:33:54.042 --> 00:33:54.542
Tony would be like,

00:33:54.583 --> 00:33:55.242
what are you talking about?

00:33:55.262 --> 00:33:56.083
There's no money involved.

00:33:56.123 --> 00:33:57.222
Dave would say there's no way someone's

00:33:57.242 --> 00:33:58.123
going to pay attention.

00:33:58.163 --> 00:33:59.763
But what I was really saying is play

00:33:59.804 --> 00:34:00.284
money ball.

00:34:01.104 --> 00:34:02.884
If salary is the only thing you're looking

00:34:02.964 --> 00:34:04.984
at, then salary is home runs.

00:34:05.065 --> 00:34:06.286
And you're neglecting the fact that this

00:34:06.306 --> 00:34:08.445
guy also this job also strikes out four

00:34:08.465 --> 00:34:09.085
hundred times a year.

00:34:09.326 --> 00:34:10.547
Yes, you get paid one fifty,

00:34:10.847 --> 00:34:12.447
but you hate it every time you walk

00:34:12.487 --> 00:34:12.766
in there.

00:34:13.126 --> 00:34:15.128
So what I was saying in here is

00:34:15.268 --> 00:34:17.548
what are the other stats that don't maybe

00:34:17.588 --> 00:34:18.309
make SportsCenter?

00:34:18.608 --> 00:34:19.829
Because everybody looks at this right

00:34:19.869 --> 00:34:20.090
away.

00:34:20.190 --> 00:34:21.289
Salary setting in hours.

00:34:21.710 --> 00:34:23.010
That's like back of the baseball card.

00:34:23.291 --> 00:34:24.751
Home runs batting average RBIs.

00:34:25.211 --> 00:34:26.692
But you need to pay attention to the

00:34:26.932 --> 00:34:27.713
other things.

00:34:27.853 --> 00:34:29.132
If you're going to be an employee,

00:34:29.494 --> 00:34:30.873
are you double booked or one-on-one?

00:34:31.333 --> 00:34:32.815
No judgment, but which one do you like?

00:34:33.155 --> 00:34:34.715
How many patients in a day really?

00:34:35.215 --> 00:34:36.436
Is there a mentor you want to know?

00:34:36.536 --> 00:34:39.157
All the things people bitch about after

00:34:39.197 --> 00:34:41.378
they get their first check and go, oh.

00:34:42.139 --> 00:34:44.380
That divided by two checks a month isn't

00:34:44.400 --> 00:34:47.202
as big as it was after FICA shows

00:34:47.262 --> 00:34:48.023
up, whoever that is.

00:34:48.543 --> 00:34:50.106
So what I'm saying is,

00:34:51.045 --> 00:34:52.487
what if all jobs,

00:34:52.628 --> 00:34:53.889
this might be one for Dave,

00:34:54.228 --> 00:34:56.090
what if you could give a baseball card

00:34:56.210 --> 00:34:57.291
for your actual job?

00:34:58.106 --> 00:35:00.068
Yes, Valerie should be on there,

00:35:00.289 --> 00:35:03.795
but also you get a fifty two per

00:35:03.835 --> 00:35:06.179
caseload because that's awesome because

00:35:06.219 --> 00:35:08.101
normally people have to see that's fifty

00:35:08.121 --> 00:35:10.445
two visits in a month where when you

00:35:10.465 --> 00:35:11.447
start to lay that out there,

00:35:11.507 --> 00:35:12.748
if that bothers you.

00:35:13.570 --> 00:35:15.052
then you want to find a place that

00:35:15.092 --> 00:35:16.534
does the thing that makes you happy.

00:35:16.954 --> 00:35:18.615
And there's a balance in all these things.

00:35:18.836 --> 00:35:20.177
So it's not just home runs, RBIs,

00:35:20.217 --> 00:35:20.898
and batting average.

00:35:21.099 --> 00:35:21.699
You've got to figure out,

00:35:21.739 --> 00:35:22.581
can the guy field?

00:35:22.840 --> 00:35:24.163
Can he steal a base every once in

00:35:24.182 --> 00:35:24.523
a while?

00:35:24.744 --> 00:35:26.226
Can he hit with runners?

00:35:26.365 --> 00:35:27.126
And the culture stuff.

00:35:27.367 --> 00:35:28.027
How are they going to be in the

00:35:28.047 --> 00:35:28.447
locker room?

00:35:28.507 --> 00:35:30.070
How are they going to be representing your

00:35:30.090 --> 00:35:30.391
brand?

00:35:30.771 --> 00:35:32.253
So I was trying to not make this

00:35:32.293 --> 00:35:33.233
about the clinician,

00:35:33.313 --> 00:35:35.836
not their clinical skills, but the job.

00:35:35.876 --> 00:35:37.179
Like, does it fit?

00:35:37.759 --> 00:35:39.882
Jimmy would not do well in basketball,

00:35:39.961 --> 00:35:41.322
but I'd thrive in ice hockey.

00:35:41.362 --> 00:35:42.505
Does that mean I'm a good athlete or

00:35:42.545 --> 00:35:42.945
bad athlete?

00:35:43.005 --> 00:35:44.266
It means I'm wrong for this,

00:35:44.527 --> 00:35:45.487
but right for this.

00:35:46.369 --> 00:35:47.648
Not all jobs are alike,

00:35:48.070 --> 00:35:49.469
but I feel like everybody and now that

00:35:49.489 --> 00:35:51.311
I'm working sort of in the sector where

00:35:51.331 --> 00:35:53.550
I'm trying to connect clinicians to jobs,

00:35:54.210 --> 00:35:54.911
I'm like, oh,

00:35:55.012 --> 00:35:57.052
this note looks nothing like this.

00:35:57.251 --> 00:35:59.432
Like your clinic environment looks badass,

00:35:59.452 --> 00:36:02.853
but you wrote competitive salary and great

00:36:02.893 --> 00:36:03.954
mentorship program.

00:36:03.994 --> 00:36:04.554
And I'm like, dude,

00:36:04.574 --> 00:36:06.715
that's that's ice mayonnaise flavored ice

00:36:06.735 --> 00:36:06.974
cream.

00:36:07.094 --> 00:36:07.936
That says nothing.

00:36:07.996 --> 00:36:08.896
No one asked for that.

00:36:09.115 --> 00:36:10.735
It's tangy, but I don't like it.

00:36:11.317 --> 00:36:12.257
Say something better.

00:36:15.608 --> 00:36:17.528
Quick shout out before we keep going.

00:36:18.409 --> 00:36:20.130
I saw a post from Will Boyd.

00:36:20.389 --> 00:36:21.570
I don't know if he's on today.

00:36:22.190 --> 00:36:24.871
He is restarting his podcast.

00:36:24.971 --> 00:36:26.692
Totally unrelated to everything else,

00:36:26.731 --> 00:36:28.652
but if you guys don't know Will Boyd.

00:36:29.612 --> 00:36:30.672
It's not unrelated though,

00:36:30.693 --> 00:36:32.893
because Will is like, okay,

00:36:32.913 --> 00:36:33.972
I'm going to use my clinical mind and

00:36:33.992 --> 00:36:35.373
I'm going to help people who run HVAC

00:36:35.393 --> 00:36:35.793
companies.

00:36:36.313 --> 00:36:37.273
Because HVAC people,

00:36:38.094 --> 00:36:39.655
people who run HVAC companies that he's

00:36:39.675 --> 00:36:41.155
helping don't have an HVAC problem.

00:36:41.576 --> 00:36:42.376
They have a,

00:36:42.456 --> 00:36:44.135
I keep putting piles of money into my

00:36:44.175 --> 00:36:45.677
bank account, but in six months,

00:36:45.717 --> 00:36:46.717
I don't have as much as I thought

00:36:46.757 --> 00:36:46.996
I did.

00:36:47.717 --> 00:36:48.978
He comes in and combs through the plate

00:36:49.038 --> 00:36:50.137
of spaghetti and figures it out.

00:36:50.918 --> 00:36:53.498
I picked up a Hormozy clip, an idea,

00:36:53.539 --> 00:36:55.360
and I wanted to see what you thought

00:36:55.400 --> 00:36:55.719
about it.

00:36:55.760 --> 00:36:58.800
First of all, first of all,

00:37:00.601 --> 00:37:05.222
Hormozy just doing like these intimate

00:37:05.242 --> 00:37:05.603
moments

00:37:06.327 --> 00:37:08.650
like programs for like ten, twenty,

00:37:08.670 --> 00:37:09.391
thirty grand.

00:37:09.411 --> 00:37:10.532
And then you get like an hour with

00:37:10.572 --> 00:37:13.295
Alex Hormozy and then sharing all the

00:37:13.335 --> 00:37:15.396
video is a brilliant move.

00:37:15.536 --> 00:37:16.677
It's a brilliant move.

00:37:16.898 --> 00:37:17.679
It's a brilliant move.

00:37:18.099 --> 00:37:18.980
But this was one.

00:37:19.300 --> 00:37:21.061
He was the guy runs a martial arts

00:37:21.081 --> 00:37:22.864
studio and he's like,

00:37:23.503 --> 00:37:25.525
I don't know how to make a high

00:37:25.585 --> 00:37:26.847
end, a high ticket offer.

00:37:26.967 --> 00:37:28.027
And then Hormozy, of course,

00:37:28.047 --> 00:37:28.949
because this is all he does.

00:37:29.168 --> 00:37:30.451
He looks at it through the same lens.

00:37:30.471 --> 00:37:31.512
He goes, I know how you do that.

00:37:32.690 --> 00:37:34.394
You put the high-end ticket on the front.

00:37:34.916 --> 00:37:36.260
So you want to be in my judo

00:37:36.300 --> 00:37:36.721
class?

00:37:36.902 --> 00:37:39.266
You have to go through one-on-one until

00:37:39.286 --> 00:37:40.429
you get to the class.

00:37:41.344 --> 00:37:43.106
conventional wisdom would go i throw you

00:37:43.146 --> 00:37:44.847
in the class with everybody else for a

00:37:44.887 --> 00:37:46.668
hundred dollars a week and then if you

00:37:46.708 --> 00:37:48.509
eventually want to move up we move you

00:37:48.568 --> 00:37:50.168
up he goes no you don't get to

00:37:50.208 --> 00:37:52.070
be in my class with everybody until you

00:37:52.110 --> 00:37:53.990
understand how the class works and i

00:37:54.010 --> 00:37:55.672
decide how the class works so he puts

00:37:55.692 --> 00:37:57.472
the gate on the front and goes it's

00:37:57.492 --> 00:38:00.213
a thousand dollars a month until you can

00:38:00.255 --> 00:38:01.954
get to yellow belt or whatever it was

00:38:02.295 --> 00:38:03.655
then you can join the group class the

00:38:03.695 --> 00:38:05.597
group classes i have are all for blues

00:38:05.637 --> 00:38:07.277
and higher you can have the white belts

00:38:07.338 --> 00:38:09.219
over here for ninety nine bucks a week

00:38:09.298 --> 00:38:10.619
i'm not doing that and i was like

00:38:10.900 --> 00:38:11.000
oh

00:38:11.340 --> 00:38:13.342
What if we use that route for Tony's

00:38:13.581 --> 00:38:15.262
five K or marathon?

00:38:15.523 --> 00:38:16.443
You don't come in and get a three

00:38:16.463 --> 00:38:17.804
hundred dollar eval and then sixty bucks a

00:38:17.844 --> 00:38:18.125
pop.

00:38:18.465 --> 00:38:20.226
You pay you pay three grand.

00:38:20.726 --> 00:38:22.447
And then I decide if we keep moving

00:38:22.527 --> 00:38:22.648
on.

00:38:22.748 --> 00:38:24.168
It just reframes the value.

00:38:24.289 --> 00:38:25.530
And some people are going to love this

00:38:25.871 --> 00:38:26.911
and some people are going to hate this.

00:38:26.951 --> 00:38:27.811
And it feels icky.

00:38:28.112 --> 00:38:28.972
And that's OK.

00:38:29.873 --> 00:38:30.793
You do you, boo boo.

00:38:30.833 --> 00:38:32.936
You do you.

00:38:32.956 --> 00:38:33.576
Real quick,

00:38:33.896 --> 00:38:36.838
Teresa has been super active in these

00:38:36.858 --> 00:38:38.260
bananas today on LinkedIn.

00:38:39.574 --> 00:38:42.496
I remember this episode from Friends where

00:38:42.576 --> 00:38:43.536
Rachel says,

00:38:43.576 --> 00:38:45.317
who is this Spica lady and why is

00:38:45.336 --> 00:38:46.577
she taking all of my money?

00:38:48.099 --> 00:38:51.460
There's a hilarious video meme reel that's

00:38:51.641 --> 00:38:53.342
out where this guy is looking at his

00:38:53.382 --> 00:38:55.663
paycheck and he sees the same thing and

00:38:55.682 --> 00:38:58.545
he's like saying how this person is taking

00:38:58.585 --> 00:38:59.344
all his money.

00:39:00.106 --> 00:39:01.286
You guys are probably too young to

00:39:01.346 --> 00:39:01.766
remember,

00:39:01.827 --> 00:39:03.608
but thank you for sharing that great

00:39:03.668 --> 00:39:04.027
memory.

00:39:04.659 --> 00:39:04.898
Yeah.

00:39:04.938 --> 00:39:05.900
Somebody just, you just,

00:39:06.039 --> 00:39:07.362
you just got to grow the top number.

00:39:07.561 --> 00:39:08.101
All right.

00:39:08.161 --> 00:39:08.262
And,

00:39:08.483 --> 00:39:12.306
and like to Jimmy's point is our offering

00:39:12.746 --> 00:39:13.286
allows you,

00:39:13.306 --> 00:39:14.748
we have a path for you to do

00:39:14.768 --> 00:39:17.231
that more than most other places in

00:39:17.291 --> 00:39:17.710
healthcare.

00:39:18.112 --> 00:39:18.592
Yeah.

00:39:18.632 --> 00:39:18.751
Yeah.

00:39:18.771 --> 00:39:20.474
What's a four hundred and one K that's

00:39:20.494 --> 00:39:21.114
a long race.

00:39:21.155 --> 00:39:21.914
I didn't run a race.

00:39:21.974 --> 00:39:23.277
Why did I get charged for a four

00:39:23.317 --> 00:39:24.297
hundred and one K?

00:39:24.818 --> 00:39:26.099
I ran a ten K three weeks ago.

00:39:26.139 --> 00:39:26.480
What is this?

00:39:27.315 --> 00:39:28.655
That's another reel.

00:39:28.797 --> 00:39:30.018
It's Will Ferrell.

00:39:30.057 --> 00:39:31.059
And he's like, look, right here,

00:39:31.079 --> 00:39:32.860
we have four hundred and one thousand

00:39:32.900 --> 00:39:34.141
dollars in this account.

00:39:35.003 --> 00:39:35.784
And they're like, no,

00:39:35.844 --> 00:39:37.224
it's a four oh one K.

00:39:37.385 --> 00:39:40.047
And you have eleven dollars in there, sir.

00:39:40.349 --> 00:39:42.231
And you actually owe us money.

00:39:42.251 --> 00:39:42.891
What do you guys look at?

00:39:42.911 --> 00:39:44.373
What's one thing you guys are working on

00:39:44.413 --> 00:39:45.813
to solve in your business this week?

00:39:45.855 --> 00:39:48.077
Like what's a big, hairy, scary day?

00:39:49.849 --> 00:39:50.311
Big, hairy,

00:39:50.331 --> 00:39:51.894
scary thing that we're dealing with or

00:39:51.934 --> 00:39:53.177
trying to solve, did you say?

00:39:53.277 --> 00:39:54.681
Trying to solve, like you're actively,

00:39:54.722 --> 00:39:54.862
like,

00:39:54.902 --> 00:39:56.465
is it getting those people through the

00:39:56.686 --> 00:39:58.230
recruiting process to figure out which

00:39:58.250 --> 00:39:59.231
one's right or what is it?

00:40:00.253 --> 00:40:03.677
So that also have a we're looking at

00:40:04.217 --> 00:40:04.797
meta ads.

00:40:04.838 --> 00:40:06.579
So I'm speaking to two companies about

00:40:06.760 --> 00:40:09.001
running Facebook and Facebook and

00:40:09.061 --> 00:40:10.623
Instagram ads, which is like secondary.

00:40:10.684 --> 00:40:11.764
Like the main thing is recruiting and

00:40:11.824 --> 00:40:12.105
hiring.

00:40:12.686 --> 00:40:14.266
Secondary is the meta stuff.

00:40:15.608 --> 00:40:15.909
Also,

00:40:16.228 --> 00:40:19.331
primary is we're hiring virtual assistants

00:40:19.371 --> 00:40:22.494
to answer our phones and do callbacks.

00:40:23.135 --> 00:40:23.195
Uh,

00:40:23.335 --> 00:40:26.297
and they have our customized script and

00:40:26.396 --> 00:40:28.277
all like in a design that they helped

00:40:28.318 --> 00:40:28.717
me make.

00:40:28.938 --> 00:40:29.358
Um,

00:40:29.378 --> 00:40:30.639
that's a whole other story with like

00:40:30.679 --> 00:40:32.599
prompts and they, they're like copy,

00:40:32.760 --> 00:40:34.081
they're like copy this and paste it into

00:40:34.101 --> 00:40:35.161
like chat GPT.

00:40:35.581 --> 00:40:36.181
And it just like,

00:40:36.282 --> 00:40:38.063
and asked me like fifty questions.

00:40:38.623 --> 00:40:39.583
And then at the end it like gives

00:40:39.603 --> 00:40:40.784
me this document that's like,

00:40:41.304 --> 00:40:43.465
it's twenty pages and it's like designed

00:40:43.865 --> 00:40:46.047
perfectly and, you know,

00:40:46.088 --> 00:40:47.969
separated out with like different like

00:40:47.989 --> 00:40:49.248
titles and sub headlines.

00:40:49.289 --> 00:40:49.670
But anyway.

00:40:50.469 --> 00:40:52.210
the recruiting is the main thing as well

00:40:52.670 --> 00:40:54.431
as at the same time also equally as

00:40:54.471 --> 00:40:56.371
important is getting this virtual

00:40:56.391 --> 00:40:58.152
assistant company to be answering our

00:40:58.172 --> 00:41:00.512
phone calls uh doing callbacks text backs

00:41:00.773 --> 00:41:03.112
uh being in our high level to uh

00:41:03.293 --> 00:41:06.534
make calls from uh like like a new

00:41:06.554 --> 00:41:08.094
york city number even though they're going

00:41:08.114 --> 00:41:10.155
to be based in costa rica and the

00:41:10.195 --> 00:41:12.094
two that uh we're having we're going to

00:41:12.114 --> 00:41:15.056
be having to uh compete against each other

00:41:15.556 --> 00:41:16.456
And in the short term,

00:41:16.476 --> 00:41:17.338
they're going to compete and we're going

00:41:17.358 --> 00:41:18.518
to see who wins and has the best

00:41:18.539 --> 00:41:19.498
conversion rate.

00:41:19.559 --> 00:41:20.260
In the long term,

00:41:20.360 --> 00:41:21.780
I think they're both going to work for

00:41:21.860 --> 00:41:22.362
us anyway.

00:41:25.063 --> 00:41:26.103
I think for me,

00:41:26.344 --> 00:41:28.606
aside from the media stuff that you guys

00:41:28.887 --> 00:41:29.947
see me sharing,

00:41:30.027 --> 00:41:32.329
my objective and what I'm talking to AI

00:41:32.349 --> 00:41:35.492
about is I just cracked a thousand a

00:41:35.532 --> 00:41:37.152
week in revenue from Facebook.

00:41:38.273 --> 00:41:40.635
I had twenty-two million views.

00:41:41.474 --> 00:41:43.898
I want to hit over a hundred million

00:41:43.918 --> 00:41:44.380
views.

00:41:44.541 --> 00:41:46.284
I want to hit ten thousand a month

00:41:46.364 --> 00:41:49.911
just from Facebook ads or not ads ad

00:41:49.951 --> 00:41:51.655
revenue income from Facebook.

00:41:52.507 --> 00:41:54.389
No digital product, no other thing,

00:41:54.670 --> 00:41:57.512
just Facebook paying me to share posts.

00:41:58.012 --> 00:41:58.873
But aside from that,

00:41:59.634 --> 00:42:02.376
more in Jimmy's world now,

00:42:02.916 --> 00:42:05.318
as we're busy as heck in the clinic

00:42:05.358 --> 00:42:06.820
right now, I'm not hiring,

00:42:07.119 --> 00:42:08.141
I refuse to hire,

00:42:08.661 --> 00:42:10.262
so I need to optimize.

00:42:10.302 --> 00:42:11.623
I need to figure out like,

00:42:11.903 --> 00:42:13.005
how do I streamline?

00:42:13.346 --> 00:42:14.626
How do I make effective notes?

00:42:14.746 --> 00:42:16.768
I ran into an issue which shocks me,

00:42:16.829 --> 00:42:17.728
but it happens,

00:42:18.329 --> 00:42:20.612
where a single third party payer

00:42:21.713 --> 00:42:23.393
We joined the network.

00:42:23.994 --> 00:42:25.976
I sent documentation for submission.

00:42:26.295 --> 00:42:27.918
They didn't want to pay me for Therax.

00:42:28.318 --> 00:42:29.498
And I was like, what the heck?

00:42:29.539 --> 00:42:31.420
Why are you not paying me for Therax?

00:42:31.440 --> 00:42:34.583
And I realized it's because I

00:42:35.242 --> 00:42:38.186
inadvertently said range of motion within

00:42:38.266 --> 00:42:39.007
normal limits,

00:42:39.146 --> 00:42:40.507
strength within normal limits.

00:42:41.123 --> 00:42:43.264
Well, that's because to me it is.

00:42:43.824 --> 00:42:44.105
You know,

00:42:44.125 --> 00:42:45.726
that doesn't mean that this person doesn't

00:42:45.766 --> 00:42:46.925
need to exercise.

00:42:47.425 --> 00:42:50.927
So like that was a technical mistake I

00:42:50.967 --> 00:42:53.307
made as somebody who teaches documentation

00:42:53.347 --> 00:42:53.949
at times.

00:42:54.768 --> 00:42:55.228
And I'm like,

00:42:55.528 --> 00:42:57.929
I can't speak to the third party payer

00:42:57.969 --> 00:42:59.630
the way I would speak to Dave or

00:42:59.670 --> 00:43:00.971
Jimmy or another therapist.

00:43:01.010 --> 00:43:01.670
Gotta play the game.

00:43:01.791 --> 00:43:02.572
Gotta play the game.

00:43:02.612 --> 00:43:03.052
You got it.

00:43:03.211 --> 00:43:06.273
So now I need to refine a system

00:43:06.293 --> 00:43:08.534
that I had been working on for twenty

00:43:08.574 --> 00:43:08.914
years.

00:43:09.594 --> 00:43:11.054
to make sure, no,

00:43:11.215 --> 00:43:13.434
I can't say that it's within normal

00:43:13.474 --> 00:43:13.775
limits.

00:43:13.916 --> 00:43:16.916
I have to identify deficits so that I

00:43:16.956 --> 00:43:19.057
justify the therapeutic exercise that I

00:43:19.077 --> 00:43:19.597
want to use.

00:43:19.617 --> 00:43:21.577
So it's that kind of stuff.

00:43:22.278 --> 00:43:23.938
It's dummy proofing the system.

00:43:24.378 --> 00:43:25.960
So literally,

00:43:26.559 --> 00:43:28.021
I could pull somebody off the street

00:43:28.661 --> 00:43:29.940
They could walk into this clinic,

00:43:29.960 --> 00:43:31.402
they could treat a patient and the patient

00:43:31.422 --> 00:43:33.963
gets a positive outcome and we get paid.

00:43:34.023 --> 00:43:34.623
Bingo.

00:43:34.643 --> 00:43:35.623
Did you see what I was doing?

00:43:36.043 --> 00:43:37.204
I think I did one for both of

00:43:37.224 --> 00:43:38.164
you on Facebook, but Tony,

00:43:38.184 --> 00:43:38.963
I don't know if you saw it.

00:43:39.103 --> 00:43:40.965
I was sitting there and I was saying,

00:43:41.304 --> 00:43:43.585
what are some untapped data points that

00:43:43.626 --> 00:43:46.106
clinics have that they could use even to

00:43:46.146 --> 00:43:48.007
just do some self analysis and self

00:43:48.047 --> 00:43:48.447
awareness?

00:43:49.068 --> 00:43:49.288
And

00:43:50.407 --> 00:43:51.909
I was hanging out with my buddy Claude.

00:43:52.210 --> 00:43:54.231
Me and Claude were hanging and Claude was

00:43:54.251 --> 00:43:54.452
like,

00:43:54.811 --> 00:43:56.393
why don't you check out Clinics Google

00:43:56.434 --> 00:43:56.873
reviews?

00:43:57.134 --> 00:43:57.574
So I found it.

00:43:57.675 --> 00:43:58.295
I just said, hey,

00:43:58.335 --> 00:43:59.637
drop your name of your clinic.

00:44:00.077 --> 00:44:01.478
I would go and find their Google reviews.

00:44:01.798 --> 00:44:03.320
I'd copy paste that into an AI.

00:44:03.579 --> 00:44:05.001
I gave it a little magical zhuzhed up

00:44:05.041 --> 00:44:06.382
prompt that I worked on for about a

00:44:06.422 --> 00:44:06.882
half hour.

00:44:07.284 --> 00:44:07.844
And then I was like,

00:44:08.324 --> 00:44:09.344
do something with this.

00:44:09.485 --> 00:44:11.206
Like there's an internal version like,

00:44:11.246 --> 00:44:11.487
hey,

00:44:12.208 --> 00:44:14.088
Charlene, who's at the front desk,

00:44:14.268 --> 00:44:15.929
pops up a lot.

00:44:16.148 --> 00:44:18.369
Maybe understand that your front desk is

00:44:18.429 --> 00:44:20.331
crushing it and people are saying how

00:44:20.371 --> 00:44:20.971
great she is.

00:44:21.291 --> 00:44:23.172
So what it's doing is it's sifting through

00:44:23.572 --> 00:44:26.213
the haystack for the golden needles and

00:44:26.253 --> 00:44:27.612
telling you what to pay attention to.

00:44:27.952 --> 00:44:29.554
But it can also rewrite your marketing.

00:44:29.974 --> 00:44:30.715
Because we always say,

00:44:30.934 --> 00:44:32.257
meet the patient where they are.

00:44:32.396 --> 00:44:32.697
Yeah, yeah, yeah.

00:44:32.858 --> 00:44:33.559
And while you're there,

00:44:33.858 --> 00:44:35.181
talk to them like they talk.

00:44:35.722 --> 00:44:37.625
And if they're honestly giving good Google

00:44:37.664 --> 00:44:40.128
reviews, listen to what words pop up.

00:44:40.568 --> 00:44:41.610
And some clinics, I mean,

00:44:41.690 --> 00:44:43.932
I did one yesterday, seven years,

00:44:44.414 --> 00:44:46.617
and not one review was less than five

00:44:46.677 --> 00:44:47.057
stars.

00:44:48.239 --> 00:44:50.742
With Dave, it said two reviews came up,

00:44:51.322 --> 00:44:53.704
but then it clearly analyzed why he got

00:44:53.905 --> 00:44:55.067
less than five-star reviews,

00:44:55.387 --> 00:44:57.389
and it was a missed expectation.

00:44:57.489 --> 00:45:00.092
And we talked about it before.

00:45:01.193 --> 00:45:03.474
Where I got that idea from is somebody

00:45:03.534 --> 00:45:04.755
tagged me in a video,

00:45:04.835 --> 00:45:06.077
or one of you guys tagged me in

00:45:06.097 --> 00:45:06.577
a video,

00:45:08.179 --> 00:45:18.005
where the fish bone museum –

00:45:13.163 --> 00:45:15.043
Someone wrote a review that said worst

00:45:15.083 --> 00:45:15.945
aquarium ever.

00:45:16.065 --> 00:45:18.626
It's a it's like it's a bone museum.

00:45:18.666 --> 00:45:20.668
It's like like they had like skeletons of

00:45:20.728 --> 00:45:22.509
fish and people were like worst aquarium

00:45:22.610 --> 00:45:22.789
ever.

00:45:22.809 --> 00:45:24.311
It's like, sir, this is a Wendy's.

00:45:24.331 --> 00:45:25.110
This is not an aquarium.

00:45:25.371 --> 00:45:25.791
But I was like,

00:45:25.931 --> 00:45:30.054
what other old mine of blasphemous or

00:45:30.114 --> 00:45:31.715
really great content is out there?

00:45:33.106 --> 00:45:33.927
It's fantastic.

00:45:33.987 --> 00:45:34.907
I mean, I did it.

00:45:34.947 --> 00:45:36.248
I did a Google review post in my

00:45:36.309 --> 00:45:38.632
local bike shop that Google because Google

00:45:38.652 --> 00:45:40.954
tells me now they got ten thousand views.

00:45:41.193 --> 00:45:43.996
I got ten thousand views for saying, hey,

00:45:44.016 --> 00:45:44.757
these guys are great.

00:45:44.777 --> 00:45:46.460
They sharpen my skates and fix my bike

00:45:46.500 --> 00:45:48.981
like people are willing to say stuff.

00:45:49.402 --> 00:45:50.903
What are you doing with that knowledge?

00:45:50.943 --> 00:45:52.025
So if you want that prompt,

00:45:52.326 --> 00:45:53.447
I'm doing it for a bunch of people

00:45:53.686 --> 00:45:54.887
who are now putting their links to their

00:45:55.628 --> 00:45:56.048
clinics.

00:45:56.889 --> 00:45:58.610
on my Facebook account.

00:45:58.650 --> 00:45:59.590
I'm just running it through the same

00:45:59.630 --> 00:46:00.791
prompt and I'm giving them the results,

00:46:00.831 --> 00:46:02.512
but you can do this too.

00:46:02.532 --> 00:46:03.692
This is a magic what I'm doing.

00:46:04.452 --> 00:46:06.253
But by the way, Tony's walking around.

00:46:06.273 --> 00:46:07.932
Do you see that the camera's falling?

00:46:07.972 --> 00:46:08.853
I was going to ask him,

00:46:08.913 --> 00:46:09.672
I was going to ask him how he's

00:46:09.693 --> 00:46:09.954
doing.

00:46:13.273 --> 00:46:15.135
That's gotta be something in stream yard.

00:46:15.175 --> 00:46:16.835
Cause that's nothing that I've done.

00:46:18.396 --> 00:46:18.596
No,

00:46:18.675 --> 00:46:21.336
I'm going to say I'm going to sign

00:46:21.436 --> 00:46:21.577
off.

00:46:21.617 --> 00:46:23.336
Cause I got a new patient waiting for

00:46:23.376 --> 00:46:23.516
me.

00:46:24.036 --> 00:46:25.697
So I'll catch you guys next week.

00:46:26.197 --> 00:46:26.518
Sounds good.

00:46:28.579 --> 00:46:29.480
All right.

00:46:29.940 --> 00:46:31.059
Shout out Randall Williams.

00:46:31.099 --> 00:46:32.619
Finally caught a live here.

00:46:32.699 --> 00:46:33.860
Always appreciate you guys and all the

00:46:33.880 --> 00:46:34.240
input.

00:46:34.260 --> 00:46:34.701
That's awesome.

00:46:34.721 --> 00:46:35.541
Thank you for the feedback.

00:46:35.920 --> 00:46:36.221
Randall.

00:46:36.240 --> 00:46:37.260
All right.

00:46:37.280 --> 00:46:38.601
Let's do parting shots because I'm like,

00:46:38.842 --> 00:46:39.862
I got to go get like a coffee

00:46:39.882 --> 00:46:40.242
or something.

00:46:40.282 --> 00:46:42.181
I just did my morning scoot.

00:46:42.742 --> 00:46:43.702
I got a Segway scooter.

00:46:45.643 --> 00:46:46.623
And this is the lesson, right?

00:46:46.643 --> 00:46:48.264
Because if you're on LinkedIn long enough

00:46:48.744 --> 00:46:50.023
and you stub your toe, you're like,

00:46:50.043 --> 00:46:50.923
I stubbed my toe yesterday.

00:46:50.943 --> 00:46:51.884
And here's what it taught me about B

00:46:51.903 --> 00:46:52.385
to B sales.

00:46:52.405 --> 00:46:53.965
Like you can spin anything into content,

00:46:54.005 --> 00:46:54.184
right?

00:46:54.867 --> 00:46:55.507
Hold on, hold on.

00:46:55.527 --> 00:46:56.688
You have a Segway scooter,

00:46:56.708 --> 00:46:57.608
like the upright ones,

00:46:57.648 --> 00:46:58.849
like just totally vertical?

00:46:58.909 --> 00:46:59.690
It's a regular scooter,

00:46:59.710 --> 00:47:00.490
but it's just electric.

00:47:00.510 --> 00:47:01.090
Okay, electric.

00:47:01.150 --> 00:47:02.472
Yeah, not like a hoverboard.

00:47:02.753 --> 00:47:03.713
I would hurt myself on that.

00:47:04.074 --> 00:47:06.074
So I now commute once a week to

00:47:06.094 --> 00:47:06.594
the office.

00:47:07.115 --> 00:47:08.056
The train is great.

00:47:08.076 --> 00:47:08.536
I love trains.

00:47:08.556 --> 00:47:09.177
You don't have to park.

00:47:09.197 --> 00:47:09.737
You don't have to think.

00:47:09.757 --> 00:47:10.597
You can work on the train.

00:47:10.838 --> 00:47:11.978
But then I get here,

00:47:12.059 --> 00:47:13.260
and I got to walk like a mile

00:47:13.300 --> 00:47:13.679
and a half.

00:47:13.699 --> 00:47:14.701
And some of you guys are like, bro,

00:47:14.721 --> 00:47:15.362
get your steps in.

00:47:15.621 --> 00:47:16.862
Except I get to the office.

00:47:17.322 --> 00:47:18.844
You know how it is.

00:47:18.884 --> 00:47:19.184
You're sweaty.

00:47:19.204 --> 00:47:19.463
I'm sweating.

00:47:19.503 --> 00:47:19.764
It's humid.

00:47:19.784 --> 00:47:20.085
It's humid here.

00:47:20.105 --> 00:47:20.445
It's humid, right?

00:47:20.465 --> 00:47:23.447
It's humid in the Northeast.

00:47:23.547 --> 00:47:24.367
Even early in the morning.

00:47:24.547 --> 00:47:25.528
But then I said, hey, man,

00:47:25.568 --> 00:47:26.909
let's get some let's close some rings.

00:47:26.929 --> 00:47:27.949
Let's rent a city bike.

00:47:27.989 --> 00:47:29.231
You know what a city bike is for

00:47:29.271 --> 00:47:30.152
a mile and a half?

00:47:30.592 --> 00:47:31.733
It's like ten bucks.

00:47:32.132 --> 00:47:32.853
I got the money,

00:47:32.893 --> 00:47:35.396
but it's like it just like the train

00:47:35.436 --> 00:47:38.237
ride for two hours is fifteen dollars.

00:47:38.898 --> 00:47:40.159
The city bike for mile and a half

00:47:40.199 --> 00:47:40.659
is ten.

00:47:40.778 --> 00:47:41.360
I'm like, you know what?

00:47:42.601 --> 00:47:43.802
That doesn't make sense.

00:47:43.842 --> 00:47:44.862
That doesn't make sense to me.

00:47:44.882 --> 00:47:46.163
But this shows you the irrationality.

00:47:46.242 --> 00:47:48.264
I'd rather buy a four hundred dollar

00:47:48.344 --> 00:47:50.907
scooter and do that because if I rent

00:47:50.927 --> 00:47:51.226
the bike,

00:47:51.266 --> 00:47:52.427
I still got to pedal the damn thing.

00:47:52.447 --> 00:47:53.889
I'm not solving the sweaty problem.

00:47:54.269 --> 00:47:56.231
And if I stop coming to this office,

00:47:56.530 --> 00:47:57.751
I can sell the scooter.

00:47:58.112 --> 00:47:59.534
I'm buying an asset that I can sell

00:47:59.813 --> 00:48:00.813
for less money than I bought it.

00:48:00.835 --> 00:48:01.914
But I got my mileage out of it.

00:48:02.315 --> 00:48:02.675
Anyway,

00:48:03.255 --> 00:48:04.858
it got me thinking about the golden mile

00:48:04.898 --> 00:48:05.237
problem.

00:48:06.338 --> 00:48:08.298
I can get all the way close here.

00:48:08.358 --> 00:48:09.438
I can get to Hoboken,

00:48:09.818 --> 00:48:11.179
but I can't get to a mile and

00:48:11.219 --> 00:48:14.001
a half without walking or sweating through

00:48:14.021 --> 00:48:14.840
my polo here.

00:48:15.501 --> 00:48:17.961
So that's what you're solving.

00:48:18.001 --> 00:48:19.742
People can go to AI and figure out

00:48:20.422 --> 00:48:21.342
my back hurts.

00:48:21.382 --> 00:48:23.224
How do I die?

00:48:23.324 --> 00:48:25.384
It's the doing and the organizing and the

00:48:25.423 --> 00:48:25.664
putting.

00:48:25.704 --> 00:48:27.545
It's the golden mile problem.

00:48:27.965 --> 00:48:29.505
That is why I think you're still

00:48:29.965 --> 00:48:32.447
incredibly valuable.

00:48:32.766 --> 00:48:33.266
It's not...

00:48:36.204 --> 00:48:38.105
The physical therapist.

00:48:38.585 --> 00:48:39.625
The physical therapist.

00:48:40.284 --> 00:48:41.346
The practitioner.

00:48:41.706 --> 00:48:42.885
It is not the fact that you can

00:48:42.927 --> 00:48:47.148
pull a book off the shelf and it's

00:48:47.188 --> 00:48:48.208
anatomy and physiology.

00:48:48.489 --> 00:48:50.510
That is now Google boxable.

00:48:50.690 --> 00:48:52.690
That you and your friend Claude can figure

00:48:52.710 --> 00:48:53.030
that out.

00:48:53.331 --> 00:48:54.791
It is the golden mile problem.

00:48:55.231 --> 00:48:56.652
You are putting it in context.

00:48:56.972 --> 00:48:58.213
You are giving a clear plan.

00:48:58.572 --> 00:49:00.313
You can pivot that plan over and over

00:49:00.353 --> 00:49:00.594
again.

00:49:01.333 --> 00:49:02.514
That is with human connection.

00:49:02.815 --> 00:49:05.536
That is not yet anyway figured out by

00:49:05.617 --> 00:49:05.916
AI.

00:49:05.996 --> 00:49:08.099
So my golden mile problem was I spent

00:49:08.139 --> 00:49:09.380
four hundred bucks without even thinking

00:49:09.400 --> 00:49:11.081
about it twice on a scooter because I

00:49:11.121 --> 00:49:12.702
had a four hundred dollar problem and I

00:49:12.742 --> 00:49:13.563
had four hundred dollars.

00:49:13.583 --> 00:49:14.364
I decided to solve it.

00:49:15.204 --> 00:49:16.905
If someone can't run and to them,

00:49:17.425 --> 00:49:19.306
that's a big that's a two thousand dollar

00:49:19.347 --> 00:49:21.007
problem and they have two thousand

00:49:21.047 --> 00:49:21.389
dollars.

00:49:21.628 --> 00:49:22.590
If you don't ask for it,

00:49:22.730 --> 00:49:24.311
that's that's that's a bad move on your

00:49:24.351 --> 00:49:24.490
part.

00:49:26.485 --> 00:49:28.527
Parting shot to just double click on that

00:49:28.626 --> 00:49:33.389
is that I believe that our true patient

00:49:33.429 --> 00:49:36.389
client customer will always want our

00:49:36.451 --> 00:49:36.931
service.

00:49:37.050 --> 00:49:39.492
And I do not care how advanced AI

00:49:39.532 --> 00:49:41.913
thinks it'll be or will ever get.

00:49:42.849 --> 00:49:44.731
that the last mile, the golden mile,

00:49:44.751 --> 00:49:45.753
the last mile that you're talking about,

00:49:45.813 --> 00:49:48.576
the same thing that HVAC will definitely

00:49:48.596 --> 00:49:50.056
never be replaced because you need someone

00:49:50.077 --> 00:49:52.478
to come here and your plumber and your

00:49:52.699 --> 00:49:56.643
roofer and any other service provider to

00:49:56.704 --> 00:49:59.065
work on your plumbing or whatever,

00:49:59.085 --> 00:50:00.106
your dishwasher, whatever it is.

00:50:01.188 --> 00:50:02.148
And the same thing for

00:50:03.088 --> 00:50:04.710
your aches or pains or health,

00:50:04.730 --> 00:50:06.192
when you need accountability,

00:50:06.231 --> 00:50:07.893
when you need extra oversight,

00:50:08.193 --> 00:50:10.976
when you need someone to trust that,

00:50:11.315 --> 00:50:12.356
and maybe it's a second opinion,

00:50:12.376 --> 00:50:13.257
maybe it's a third opinion,

00:50:13.277 --> 00:50:13.898
whatever it might be,

00:50:13.998 --> 00:50:17.300
but it's not even like the human

00:50:17.320 --> 00:50:19.663
connection, but it's just like the human,

00:50:20.003 --> 00:50:20.844
the other human,

00:50:21.576 --> 00:50:24.177
to help you in whatever it is,

00:50:24.197 --> 00:50:26.219
back pain, neuropathy, headaches,

00:50:26.239 --> 00:50:28.202
like what, whatever your issue is walking.

00:50:28.641 --> 00:50:30.224
I mean, specifically like, like, you know,

00:50:30.264 --> 00:50:32.786
half our business is geriatric where, um,

00:50:33.789 --> 00:50:36.090
It's someone that is mostly homebound.

00:50:36.670 --> 00:50:38.271
How is AI ever replacing that?

00:50:38.371 --> 00:50:38.871
It's not.

00:50:38.972 --> 00:50:39.592
It will never.

00:50:39.652 --> 00:50:41.434
We have someone right now that's being

00:50:41.454 --> 00:50:43.195
discharged from a Manhattan nursing home,

00:50:43.516 --> 00:50:44.856
and we're helping with the transition to

00:50:44.896 --> 00:50:46.677
get this guy home to his home apartment.

00:50:47.297 --> 00:50:50.460
AI will literally never replace any aspect

00:50:50.619 --> 00:50:52.021
of that process.

00:50:52.260 --> 00:50:53.402
And then the next step,

00:50:53.422 --> 00:50:56.284
which is the service delivery of the home

00:50:56.324 --> 00:50:58.826
visits and charging three fifty per visit

00:50:58.846 --> 00:50:59.826
out of pocket in New York City.

00:51:00.126 --> 00:51:00.487
And over time,

00:51:00.507 --> 00:51:02.447
we're going to raise our prices and we

00:51:02.467 --> 00:51:03.528
will never be replaced.

00:51:04.088 --> 00:51:04.369
It will.

00:51:04.510 --> 00:51:06.210
So it will weed out all the stuff

00:51:06.231 --> 00:51:07.972
that shouldn't have been a PT visit in

00:51:08.012 --> 00:51:08.572
the first place.

00:51:09.132 --> 00:51:09.213
Yep.

00:51:09.432 --> 00:51:10.253
That is what it will do.

00:51:10.353 --> 00:51:11.054
And that's great.

00:51:11.355 --> 00:51:12.596
And I love that for the consumer.

00:51:12.775 --> 00:51:14.177
And I actually love that for the clinician

00:51:14.456 --> 00:51:15.858
because we want to be treating people who

00:51:15.898 --> 00:51:17.018
really need to see us long term.

00:51:17.259 --> 00:51:17.458
Right.

00:51:17.759 --> 00:51:19.181
I think it will weed out the stuff

00:51:19.201 --> 00:51:20.201
that never should have been on your

00:51:20.461 --> 00:51:22.003
caseload anyway.

00:51:22.262 --> 00:51:22.922
And that's good.

00:51:23.264 --> 00:51:24.403
Some of it will get through because that

00:51:24.443 --> 00:51:25.826
person just wanted reassurance from

00:51:25.865 --> 00:51:27.286
something with a heartbeat and a pulse.

00:51:27.847 --> 00:51:29.208
But I think a lot of it will

00:51:29.228 --> 00:51:30.809
weed out the stuff that never should have

00:51:30.829 --> 00:51:31.989
hit your schedule anyway.

00:51:32.728 --> 00:51:34.269
I will say my one caveat is this

00:51:34.309 --> 00:51:37.251
will make our job more complex because now

00:51:37.271 --> 00:51:40.012
you're not just doing out of ten patients

00:51:40.052 --> 00:51:42.054
in a day, four easy,

00:51:42.153 --> 00:51:44.474
four medium and two hard.

00:51:44.494 --> 00:51:45.155
Did I do the math right?

00:51:45.195 --> 00:51:45.456
Eight, yeah.

00:51:46.536 --> 00:51:49.438
Now you're doing, you know, seven hard,

00:51:49.498 --> 00:51:50.237
three medium.

00:51:50.257 --> 00:51:51.539
There's no easy, right?

00:51:51.579 --> 00:51:52.619
And easy is relative.

00:51:52.659 --> 00:51:53.880
I'm not saying anything is necessarily

00:51:53.900 --> 00:51:54.219
easy.

00:51:54.239 --> 00:51:55.079
But you get what I mean.

00:51:55.099 --> 00:51:55.840
It's like a lot of those stuff is

00:51:55.860 --> 00:51:56.481
getting weeded out.

00:51:56.840 --> 00:51:58.802
Hey, you just got more complex.

00:51:59.181 --> 00:51:59.862
That's the bad news.

00:51:59.902 --> 00:52:01.862
The good news is complex is valuable.

00:52:02.523 --> 00:52:03.164
That's right.

00:52:03.184 --> 00:52:05.425
And people paid to solve it.

00:52:05.824 --> 00:52:06.545
Hell, yeah, they do.

00:52:07.385 --> 00:52:08.445
We'll see you guys on Thursday.

00:52:08.485 --> 00:52:09.907
I will be less sweaty.

00:52:09.927 --> 00:52:11.068
But maybe I will be riding the scooter

00:52:11.088 --> 00:52:11.668
around my driveway.

00:52:11.688 --> 00:52:12.047
You never know.