WEBVTT 00:00:02.658 --> 00:00:05.259 Broadcasting way too early from three 00:00:05.299 --> 00:00:06.980 separate Wi-Fi connections. 00:00:07.181 --> 00:00:10.522 It's PT Breakfast Club with Tony Meritato, 00:00:10.801 --> 00:00:17.664 Dave Kittle, and Jimmy McKay. 00:00:17.684 --> 00:00:18.684 Happy Thursday morning. 00:00:18.905 --> 00:00:20.065 Dave, can you see me? 00:00:23.385 --> 00:00:24.446 I don't know if he can hear you. 00:00:25.167 --> 00:00:27.327 Wait, is this Gene Wilder? 00:00:29.551 --> 00:00:30.271 You can't hear me. 00:00:30.292 --> 00:00:31.272 You can't see me. 00:00:31.312 --> 00:00:33.753 This is Gene Wilder and Richard Pryor. 00:00:33.774 --> 00:00:35.654 This is Hear No Evil, See No Evil. 00:00:36.335 --> 00:00:39.496 Dave, can you hear me? 00:00:39.515 --> 00:00:40.216 No. 00:00:40.235 --> 00:00:41.457 So that means he's... Okay, we got Dave. 00:00:41.476 --> 00:00:46.658 You were Gene Wilder for a minute. 00:00:46.679 --> 00:00:47.939 But Jimmy, you're still blank. 00:00:48.098 --> 00:00:48.719 You're still invisible. 00:00:48.759 --> 00:00:49.259 Can you see me? 00:00:49.298 --> 00:00:52.220 Do I exist visually? 00:00:52.261 --> 00:00:53.201 You're in the Batcave right now. 00:00:53.220 --> 00:00:54.100 There you are. 00:00:55.222 --> 00:00:55.862 You can see me. 00:00:56.042 --> 00:00:57.503 Now you're here. 00:00:59.087 --> 00:00:59.426 Now you're here. 00:00:59.487 --> 00:01:01.628 Oh, there we go. 00:01:02.329 --> 00:01:03.271 All right. 00:01:03.290 --> 00:01:04.111 How are you guys? 00:01:04.191 --> 00:01:05.012 What's Pie Foot? 00:01:06.052 --> 00:01:06.653 Pie Foot? 00:01:07.894 --> 00:01:10.456 Three, one, four, F-T on your shirt. 00:01:10.736 --> 00:01:12.078 That's right field. 00:01:12.239 --> 00:01:14.540 Is it right field or left? 00:01:14.760 --> 00:01:15.882 No, right field in Yankee Stadium. 00:01:16.763 --> 00:01:17.403 Old Yankee Stadium. 00:01:18.304 --> 00:01:19.025 Right field down the line. 00:01:19.305 --> 00:01:19.704 Come on now. 00:01:19.724 --> 00:01:20.465 It's right field down the line. 00:01:20.646 --> 00:01:22.248 It's what's written on the right field 00:01:22.507 --> 00:01:23.489 wall in Yankee Stadium. 00:01:24.088 --> 00:01:24.750 Got it. 00:01:25.703 --> 00:01:26.983 It's like inside, it's like, yeah, 00:01:27.063 --> 00:01:28.846 but pie foot would be pretty good if 00:01:28.885 --> 00:01:31.707 I put a period right here. 00:01:31.847 --> 00:01:34.010 So just so you know, 00:01:34.409 --> 00:01:36.871 you're delayed and pixely. 00:01:37.331 --> 00:01:38.533 So I don't think you have a good 00:01:38.552 --> 00:01:43.537 connection, Jimmy, but no worries. 00:01:43.576 --> 00:01:44.457 Now you're just frozen. 00:01:45.137 --> 00:01:47.620 And while Jimmy figures that out, 00:01:47.659 --> 00:01:48.721 I am standing today. 00:01:48.861 --> 00:01:51.403 I had a marathon game of poker last 00:01:51.463 --> 00:01:54.006 night with a bunch of New Yorkers. 00:01:54.066 --> 00:01:54.867 It was rowdy. 00:01:55.027 --> 00:01:56.569 It was so much fun. 00:01:56.709 --> 00:01:58.870 My buddy, Dr. Christian Marcial, 00:01:59.371 --> 00:02:00.893 who owns Tribeca Physical Therapy, 00:02:00.933 --> 00:02:02.054 invited me to poker. 00:02:02.155 --> 00:02:03.115 It was twelve. 00:02:03.135 --> 00:02:04.677 You know how like Texas Hold'em usually is 00:02:04.697 --> 00:02:05.617 like eight, maybe ten. 00:02:05.638 --> 00:02:05.878 Yeah, yeah. 00:02:06.876 --> 00:02:07.417 Yeah. 00:02:07.456 --> 00:02:09.776 All guys at the table. 00:02:10.698 --> 00:02:12.858 You got to do two tables or just 00:02:12.877 --> 00:02:15.177 stick everybody at one large table. 00:02:15.358 --> 00:02:17.778 One large table in this beautiful office. 00:02:17.799 --> 00:02:18.859 This this guy, 00:02:19.098 --> 00:02:22.599 this cabinet distributor office in 00:02:22.659 --> 00:02:23.159 Manhattan. 00:02:23.439 --> 00:02:25.099 And it was awesome. 00:02:25.120 --> 00:02:27.460 I didn't get home because I didn't get 00:02:27.479 --> 00:02:28.961 home until late. 00:02:29.401 --> 00:02:30.920 But you guys play Texas Hold'em. 00:02:32.181 --> 00:02:32.741 Yep. 00:02:32.800 --> 00:02:34.201 Yep. 00:02:34.361 --> 00:02:34.622 Awesome. 00:02:34.741 --> 00:02:35.262 How'd you do? 00:02:35.301 --> 00:02:36.141 How'd you walk away? 00:02:39.158 --> 00:02:42.161 was only up ten bucks i bought in 00:02:42.200 --> 00:02:43.901 for a hundred lost it bought it for 00:02:43.921 --> 00:02:45.462 another hundred so then i was you know 00:02:45.502 --> 00:02:48.085 down two hundred um made it back probably 00:02:48.104 --> 00:02:50.787 closer to three hundred had a couple wild 00:02:50.806 --> 00:02:52.747 bets at the end right before the end 00:02:53.048 --> 00:02:55.210 and uh yeah ended up ten up ten 00:02:55.229 --> 00:02:57.912 dollars up so yeah i just jumped back 00:02:57.951 --> 00:02:59.233 in where were where were you will be 00:02:59.272 --> 00:02:59.532 playing 00:03:00.795 --> 00:03:02.737 Texas Hold'em, just like a guy's night, 00:03:02.777 --> 00:03:03.558 poker in the city. 00:03:04.318 --> 00:03:05.941 My buddy, Dr. Christian, 00:03:05.961 --> 00:03:07.042 who owns Tribeca PT, 00:03:07.062 --> 00:03:09.364 he invited me and he's created this game. 00:03:10.284 --> 00:03:11.846 Sometimes it's like only five or seven 00:03:11.885 --> 00:03:13.427 guys or whatever, but for whatever reason, 00:03:13.448 --> 00:03:14.709 it was twelve last night and it was 00:03:15.550 --> 00:03:16.330 so much fun. 00:03:18.051 --> 00:03:19.133 I used to play a ton of poker 00:03:19.152 --> 00:03:21.194 back in like two thousand four, five, six, 00:03:21.215 --> 00:03:22.455 like when it was on ESPN, 00:03:22.475 --> 00:03:23.698 it was really popular with Chris 00:03:23.717 --> 00:03:24.557 Moneymaker and all that. 00:03:24.838 --> 00:03:25.338 Yeah. 00:03:25.378 --> 00:03:25.579 And 00:03:27.104 --> 00:03:27.824 sitting down also, 00:03:27.844 --> 00:03:29.466 I was thinking of like the movie rounders 00:03:29.506 --> 00:03:32.228 with Matt Damon and Edward Norton. 00:03:32.848 --> 00:03:35.188 And like, again, like I'm thinking like, 00:03:35.229 --> 00:03:37.030 it's probably like just like a fun game, 00:03:37.449 --> 00:03:39.270 but it also might be some serious guys. 00:03:39.311 --> 00:03:40.491 So in rounders, 00:03:40.872 --> 00:03:42.733 the quote is if you sit down on 00:03:42.793 --> 00:03:46.134 a poker table and you can't identify who's 00:03:46.194 --> 00:03:48.455 the sucker, then you're the sucker. 00:03:48.895 --> 00:03:49.116 Right. 00:03:49.276 --> 00:03:51.217 And let's just say in the first, 00:03:51.877 --> 00:03:52.617 it was very quick. 00:03:52.737 --> 00:03:53.818 It was very quick in the first, 00:03:54.450 --> 00:03:56.332 fifteen to thirty minutes I was like oh 00:03:56.393 --> 00:03:57.873 okay I can see these guys are just 00:03:57.894 --> 00:03:59.756 like for fun and like no one's making 00:04:00.056 --> 00:04:01.557 no one's making like their income off this 00:04:01.598 --> 00:04:03.179 right so we're just we're just having fun 00:04:03.500 --> 00:04:05.300 but I was like I'm super competitive right 00:04:05.341 --> 00:04:07.143 so I was like I was playing kind 00:04:07.182 --> 00:04:09.405 of tight and like there were some guys 00:04:09.444 --> 00:04:11.086 playing like loose and aggressive and just 00:04:11.106 --> 00:04:13.329 a little wild and a couple couple like 00:04:13.389 --> 00:04:15.009 sales guys they're you know they're just 00:04:15.030 --> 00:04:16.612 like a different breed of like 00:04:18.283 --> 00:04:18.903 of behavior. 00:04:18.944 --> 00:04:20.845 Sometimes there were some like finance 00:04:20.865 --> 00:04:22.384 guys that were like super stoic, 00:04:22.444 --> 00:04:23.966 like wouldn't laugh at any jokes. 00:04:23.985 --> 00:04:25.125 They like, weren't getting up. 00:04:25.165 --> 00:04:27.427 They were just sitting the whole time. 00:04:27.447 --> 00:04:28.367 Um, for me, 00:04:28.666 --> 00:04:30.127 that's also why I'm standing right now. 00:04:30.247 --> 00:04:30.788 Cause like, I'm like, 00:04:30.848 --> 00:04:31.747 I get up and I'm like, Oh, 00:04:31.767 --> 00:04:33.108 I'm kind of like stiff today. 00:04:33.168 --> 00:04:35.048 And I gotta, I gotta move more. 00:04:35.129 --> 00:04:35.988 I can't be sitting that long. 00:04:36.009 --> 00:04:37.509 I'm not used to sitting for, you know, 00:04:37.550 --> 00:04:38.230 three, four hours. 00:04:39.482 --> 00:04:40.882 You know, you, you highlight something, 00:04:40.903 --> 00:04:41.642 which is man, 00:04:41.723 --> 00:04:44.285 poker was everywhere for about, 00:04:45.165 --> 00:04:47.865 I don't know, five years longer. 00:04:48.726 --> 00:04:49.427 And I think it started, 00:04:49.786 --> 00:04:51.288 it started well before COVID, right? 00:04:51.327 --> 00:04:52.369 Like it definitely did. 00:04:52.428 --> 00:04:52.509 Yeah. 00:04:52.528 --> 00:04:53.569 It was before COVID. 00:04:53.588 --> 00:04:55.269 Um, 00:04:55.310 --> 00:04:58.192 maybe COVID ruined it because you couldn't 00:04:58.211 --> 00:04:58.672 be in person. 00:04:59.512 --> 00:05:00.653 The government ruined it. 00:05:00.713 --> 00:05:04.375 Like poker got huge when people were 00:05:04.795 --> 00:05:05.776 gambling online. 00:05:06.603 --> 00:05:08.245 government was not regulating. 00:05:08.346 --> 00:05:09.607 Even though it was illegal, 00:05:09.726 --> 00:05:12.249 they were kind of turning a blind eye 00:05:12.269 --> 00:05:12.629 to it. 00:05:12.649 --> 00:05:14.752 It got huge. 00:05:14.791 --> 00:05:16.533 This is exactly what happened. 00:05:16.733 --> 00:05:19.315 Then all the computers came in, 00:05:19.375 --> 00:05:20.596 all the bots came in. 00:05:21.098 --> 00:05:22.819 There were programs that you could get 00:05:22.858 --> 00:05:24.279 that would track every player. 00:05:25.040 --> 00:05:27.002 if you if you guys were sitting at 00:05:27.043 --> 00:05:29.223 a table with me i'd have an app 00:05:29.283 --> 00:05:31.685 running on my computer it would tell me 00:05:31.766 --> 00:05:33.627 okay dave does this this and this and 00:05:33.646 --> 00:05:35.968 this situation it would track all of these 00:05:36.149 --> 00:05:39.531 dave's history um i could play you know 00:05:39.672 --> 00:05:42.334 five six tables at a time which for 00:05:42.434 --> 00:05:44.774 me like that was a much more appealing 00:05:45.196 --> 00:05:47.958 game than what dave was doing sitting at 00:05:48.057 --> 00:05:49.819 one table with a group of guys because 00:05:49.838 --> 00:05:50.699 that's just so slow 00:05:51.779 --> 00:05:53.901 You're betting one in five hands. 00:05:53.961 --> 00:05:56.062 It just takes forever to go around. 00:05:58.064 --> 00:06:00.065 But then the government came in and just 00:06:00.105 --> 00:06:01.766 shut everything down. 00:06:02.507 --> 00:06:06.810 Then a couple of main casinos got approved 00:06:06.850 --> 00:06:07.511 to do it, 00:06:07.571 --> 00:06:10.012 but it changed the whole game. 00:06:10.372 --> 00:06:11.634 That's what killed everything. 00:06:13.399 --> 00:06:14.601 I know the big jump off seemed to 00:06:14.641 --> 00:06:16.442 be in Tony because you jumped out and 00:06:16.463 --> 00:06:17.524 then you jump back into the call. 00:06:17.543 --> 00:06:19.786 But do you remember the Chris Moneymaker 00:06:19.846 --> 00:06:21.168 and that whole thing was on ESPN? 00:06:21.327 --> 00:06:22.750 That was like two thousand four, 00:06:22.829 --> 00:06:23.831 two thousand five ish. 00:06:24.752 --> 00:06:25.471 Greg Raymond. 00:06:25.492 --> 00:06:26.572 There were like a bunch of like, 00:06:26.713 --> 00:06:29.576 you know, live poker, Phil Ivey, 00:06:29.615 --> 00:06:31.718 a bunch of there's the other. 00:06:31.759 --> 00:06:32.278 What's the other guy? 00:06:32.319 --> 00:06:34.300 Phil something that's like he won like a 00:06:34.321 --> 00:06:34.560 couple. 00:06:36.583 --> 00:06:38.403 He was the Simon Cowell of poker. 00:06:38.423 --> 00:06:39.805 Yes, yes, yes. 00:06:39.824 --> 00:06:40.846 There has to be a jack. 00:06:40.865 --> 00:06:42.406 There has to be like a heel. 00:06:43.007 --> 00:06:44.947 But anyway, you were bringing up poker. 00:06:44.987 --> 00:06:46.009 Maybe think of like, yeah, 00:06:46.048 --> 00:06:47.250 poker was everywhere. 00:06:47.769 --> 00:06:48.990 It's not completely gone now. 00:06:49.011 --> 00:06:49.831 It's probably different. 00:06:50.451 --> 00:06:52.432 And I was seeing some videos and comments 00:06:52.492 --> 00:06:55.814 about pickleball and how it's the fastest 00:06:55.855 --> 00:06:57.615 growing this and the fastest growing that. 00:06:58.036 --> 00:06:59.057 And if we want to look at things 00:06:59.076 --> 00:07:01.019 from patterns, it will grow. 00:07:01.439 --> 00:07:02.420 It will keep growing. 00:07:03.180 --> 00:07:04.880 And then something will happen, right? 00:07:04.920 --> 00:07:06.641 Like it will shrink or it will change, 00:07:06.701 --> 00:07:06.841 right? 00:07:06.860 --> 00:07:08.461 There's, you know, it reminds me, 00:07:08.482 --> 00:07:09.461 and maybe Dave has seen this. 00:07:09.521 --> 00:07:10.963 I think I mentioned this on Tuesday. 00:07:12.384 --> 00:07:14.024 I asked Tony if he had seen Air. 00:07:14.103 --> 00:07:15.204 Dave, you must have seen Air, 00:07:15.225 --> 00:07:16.084 the Michael Jordan movie. 00:07:17.730 --> 00:07:19.492 Yeah, that one scene where he was like, 00:07:19.812 --> 00:07:21.232 where Matt Damon was essentially looking 00:07:21.271 --> 00:07:21.872 at Michael Jordan. 00:07:21.891 --> 00:07:22.192 He was like, 00:07:22.232 --> 00:07:23.213 they're going to build you up. 00:07:23.372 --> 00:07:24.533 You're going to become this thing. 00:07:24.752 --> 00:07:25.613 They're going to invent you. 00:07:26.254 --> 00:07:28.795 And then you're going to fall. 00:07:28.995 --> 00:07:30.134 Then they're going to tear you down. 00:07:31.454 --> 00:07:31.915 So it's like, 00:07:32.495 --> 00:07:34.997 how do we pay attention to these things? 00:07:35.016 --> 00:07:36.516 And how do we take advantage of that? 00:07:36.576 --> 00:07:39.278 Because everything that I'm seeing is, 00:07:40.057 --> 00:07:42.019 oh man, the profession's over. 00:07:42.218 --> 00:07:42.978 It's doom and gloom. 00:07:43.079 --> 00:07:43.819 Everything's done. 00:07:43.959 --> 00:07:45.160 But we know that it's just... 00:07:46.310 --> 00:07:46.851 I don't know. 00:07:46.951 --> 00:07:48.392 I wrote a LinkedIn article this morning 00:07:48.692 --> 00:07:49.874 where essentially I said, 00:07:51.615 --> 00:07:53.197 I looked at Sword and Hinge. 00:07:53.218 --> 00:07:54.439 I think there was something about one of 00:07:54.478 --> 00:07:54.819 them, right? 00:07:54.918 --> 00:07:57.101 One of them bought a gastrointestinal 00:07:57.161 --> 00:07:57.521 cylinder. 00:07:57.701 --> 00:07:58.182 Is it Hinge? 00:07:59.639 --> 00:08:00.839 I have no idea. 00:08:00.860 --> 00:08:02.221 They bought a GI something. 00:08:02.701 --> 00:08:03.803 And I'm like, 00:08:04.004 --> 00:08:06.526 this is good because it shows that there's 00:08:06.586 --> 00:08:07.968 problems that we haven't solved. 00:08:07.987 --> 00:08:09.750 Like we're in the middle and these people 00:08:09.769 --> 00:08:11.271 are paying tons of money to try to 00:08:11.331 --> 00:08:13.274 solve the problem that we as a profession 00:08:13.293 --> 00:08:14.636 have been trying to solve for a long 00:08:14.675 --> 00:08:14.915 time. 00:08:15.737 --> 00:08:16.757 It ain't going to be solved with an 00:08:16.817 --> 00:08:17.658 app tomorrow. 00:08:17.678 --> 00:08:18.560 It's not going to be solved with an 00:08:18.620 --> 00:08:19.641 algorithm next month. 00:08:20.382 --> 00:08:22.684 this is good that enough people with money 00:08:22.723 --> 00:08:24.043 who are supposedly smart i'm going to 00:08:24.064 --> 00:08:25.625 assume that they're kind of smart they 00:08:25.665 --> 00:08:27.065 notice that this is a big hairy scary 00:08:27.105 --> 00:08:28.846 expensive problem i don't know i look at 00:08:28.887 --> 00:08:31.069 it as good when they show up like 00:08:31.088 --> 00:08:32.850 when other podcasts shows up it means 00:08:32.950 --> 00:08:34.211 there are people who want to listen 00:08:35.889 --> 00:08:35.990 Right. 00:08:36.029 --> 00:08:37.951 So this goes back to the big idea. 00:08:37.971 --> 00:08:39.631 I mean, CrossFit went through this, 00:08:39.852 --> 00:08:41.793 you know, and we've talked about, like, 00:08:41.933 --> 00:08:44.355 ice harvesting was huge before 00:08:44.395 --> 00:08:45.456 refrigeration. 00:08:45.976 --> 00:08:47.918 Polaroid, or was it Kodak? 00:08:47.938 --> 00:08:49.539 Kodak had the digital camera. 00:08:49.559 --> 00:08:50.400 They had it first. 00:08:51.522 --> 00:08:54.663 So physical therapy was reconstruction 00:08:54.783 --> 00:08:55.102 aids. 00:08:55.263 --> 00:08:57.124 Then we became physical therapists. 00:08:57.303 --> 00:08:58.745 Why do we think that we have to 00:08:58.784 --> 00:09:01.686 stay in the cocoon that we're in? 00:09:01.706 --> 00:09:02.166 We don't. 00:09:02.265 --> 00:09:04.285 Why are we still battling for declining 00:09:04.346 --> 00:09:05.006 reimbursement? 00:09:05.047 --> 00:09:08.087 Why are we still battling for the stuff 00:09:08.128 --> 00:09:10.008 that therapists have historically done? 00:09:10.589 --> 00:09:12.229 My question on this topic to you guys, 00:09:12.249 --> 00:09:13.870 because I was researching this on the way 00:09:13.950 --> 00:09:14.049 in. 00:09:15.090 --> 00:09:16.591 I heard that they want to move to 00:09:16.611 --> 00:09:20.394 a pass-fail grading system for physical 00:09:20.434 --> 00:09:23.076 therapy school and get away from A, B, 00:09:23.136 --> 00:09:24.298 C, D, F. 00:09:25.158 --> 00:09:26.539 What do you guys think about this? 00:09:26.961 --> 00:09:28.982 Like that would be something changing 00:09:29.062 --> 00:09:29.822 pretty significant. 00:09:30.504 --> 00:09:32.645 For every like test or like... 00:09:34.147 --> 00:09:36.089 Every class you take in PT school would 00:09:36.129 --> 00:09:36.990 be pass-fail. 00:09:37.441 --> 00:09:39.162 I mean, it is sort of right, 00:09:39.182 --> 00:09:40.263 because like if you don't pass, 00:09:40.724 --> 00:09:41.804 it sort of is right. 00:09:41.825 --> 00:09:42.524 If you don't move on, 00:09:42.845 --> 00:09:44.246 like you might get an eighty three. 00:09:44.966 --> 00:09:46.447 And if an eighty two isn't good enough, 00:09:46.629 --> 00:09:47.269 like I mean, 00:09:47.649 --> 00:09:49.191 I had my advisor talk me off a 00:09:49.250 --> 00:09:50.932 ledge a few times when like I'd study 00:09:50.971 --> 00:09:52.312 for a million hours and get an eighty 00:09:52.393 --> 00:09:53.815 eight or I'd study for six hours and 00:09:53.855 --> 00:09:54.394 get an eighty eight. 00:09:54.414 --> 00:09:55.556 And I was like she was like, 00:09:55.576 --> 00:09:56.397 what's the lesson there? 00:09:57.697 --> 00:09:58.999 There's a law of diminishing returns. 00:09:59.119 --> 00:09:59.980 Jimmy, what are you doing? 00:10:00.419 --> 00:10:01.360 But wait, before we move on. 00:10:02.442 --> 00:10:03.625 I think you hit upon something. 00:10:04.347 --> 00:10:05.892 Why are we afraid to break out of 00:10:05.912 --> 00:10:08.278 the cocoon when we understand that things 00:10:08.339 --> 00:10:09.903 hit a ceiling, then change? 00:10:11.076 --> 00:10:14.458 I think the answer is people feel like 00:10:14.479 --> 00:10:15.659 they've earned a degree, 00:10:15.799 --> 00:10:17.322 which means they've earned a spot. 00:10:18.001 --> 00:10:19.302 I look at it as like the people 00:10:19.342 --> 00:10:20.364 movers at the airport. 00:10:20.403 --> 00:10:21.845 Like, do all this work, 00:10:21.884 --> 00:10:23.947 and eventually I get to stand on this 00:10:23.966 --> 00:10:24.648 people mover, 00:10:24.727 --> 00:10:26.048 and then there's a space for me. 00:10:26.068 --> 00:10:27.090 There's always going to be jobs. 00:10:27.590 --> 00:10:30.472 Doing the thing like Tony or Dave does 00:10:31.052 --> 00:10:33.014 is scary and harder, 00:10:33.534 --> 00:10:35.636 and I might not want to do that, 00:10:35.677 --> 00:10:40.779 so I'm going to be mad that – 00:10:37.658 --> 00:10:39.120 The thing that I was sold and I 00:10:39.159 --> 00:10:41.562 bought ten years ago isn't the same today. 00:10:42.062 --> 00:10:43.623 Everybody wants change. 00:10:43.943 --> 00:10:45.264 Nobody wants to change. 00:10:46.365 --> 00:10:47.285 Right? 00:10:47.326 --> 00:10:48.807 They want to have gone to the gym. 00:10:49.086 --> 00:10:50.268 You don't want to go to the gym. 00:10:50.427 --> 00:10:50.888 I mean, 00:10:50.927 --> 00:10:51.749 some of us like to go to the 00:10:51.788 --> 00:10:52.889 gym. 00:10:52.909 --> 00:10:53.169 Dave, 00:10:53.190 --> 00:10:54.650 were you going to say something about 00:10:56.091 --> 00:10:57.613 anything? 00:10:57.633 --> 00:10:59.634 We can keep riffing on this. 00:10:59.715 --> 00:11:01.155 I was going to say basically like, 00:11:02.125 --> 00:11:04.405 the going to this poker, right? 00:11:04.426 --> 00:11:07.647 Like I, I, we, I and my wife, 00:11:07.687 --> 00:11:08.947 we love putting our, you know, 00:11:08.966 --> 00:11:10.227 two-year-old down to bed every night. 00:11:10.268 --> 00:11:11.488 And I, it's like a night where, 00:11:11.707 --> 00:11:13.629 so like even tonight I have a men's 00:11:13.668 --> 00:11:14.528 league baseball game. 00:11:14.548 --> 00:11:16.110 So I'm going to miss putting him down 00:11:16.629 --> 00:11:17.509 to sleep again. 00:11:18.210 --> 00:11:19.311 Um, and I love to do that. 00:11:19.370 --> 00:11:19.571 Right. 00:11:19.610 --> 00:11:20.750 And I'm lucky to be able to do 00:11:20.791 --> 00:11:20.990 that. 00:11:21.591 --> 00:11:22.572 And, um, 00:11:23.111 --> 00:11:25.452 So it's like going to do this poker 00:11:25.472 --> 00:11:27.013 night has to be worth my time, 00:11:27.113 --> 00:11:28.352 either one or multiple ways. 00:11:28.393 --> 00:11:28.552 Right. 00:11:28.592 --> 00:11:31.014 So one is I don't know what to 00:11:31.073 --> 00:11:31.354 expect, 00:11:31.374 --> 00:11:32.855 but I was great in terms of just 00:11:32.894 --> 00:11:35.235 like getting out, meeting new people, 00:11:35.475 --> 00:11:37.275 having a bunch of laughs, you know, 00:11:37.316 --> 00:11:39.115 having some drinks, wine, you know, food, 00:11:39.155 --> 00:11:39.916 whatever with the guys. 00:11:41.277 --> 00:11:41.736 But also. 00:11:42.697 --> 00:11:44.438 Something that I kind of have gotten away 00:11:44.479 --> 00:11:44.619 from, 00:11:44.658 --> 00:11:46.620 which I just don't put a lot of 00:11:46.660 --> 00:11:47.201 time into, 00:11:47.221 --> 00:11:48.782 which is like relationship building and 00:11:49.043 --> 00:11:50.203 like word of mouth type stuff. 00:11:50.724 --> 00:11:51.485 And of course, 00:11:51.544 --> 00:11:53.225 I wore my I didn't wear this hat. 00:11:53.586 --> 00:11:55.008 I wore my concierge pain relief shirt, 00:11:55.028 --> 00:11:55.288 though. 00:11:55.807 --> 00:11:56.028 Right. 00:11:56.089 --> 00:11:56.989 And so, you know, 00:11:57.129 --> 00:11:58.910 half the guys over the course of the 00:11:58.951 --> 00:12:00.491 night were asking me about, oh, 00:12:00.532 --> 00:12:00.832 what's that? 00:12:00.873 --> 00:12:02.793 Is that your company or what's concierge? 00:12:02.833 --> 00:12:04.034 And what do you guys do? 00:12:04.195 --> 00:12:04.936 Oh, it's physical therapy, 00:12:04.956 --> 00:12:05.616 but it's concierge. 00:12:05.636 --> 00:12:06.576 Like so it's like. 00:12:07.658 --> 00:12:08.899 I didn't have to pitch anything. 00:12:09.019 --> 00:12:11.322 I get to then just kind of briefly 00:12:11.381 --> 00:12:13.244 say in between hands like what we do 00:12:13.283 --> 00:12:13.684 and all that. 00:12:14.065 --> 00:12:15.066 And I sat next to my buddy who's 00:12:15.086 --> 00:12:16.548 a physical therapist and they're out of 00:12:16.567 --> 00:12:17.629 network and cash and all that. 00:12:19.696 --> 00:12:20.716 Of course, strategically, 00:12:21.297 --> 00:12:23.798 the poker night happened to be about ten 00:12:23.818 --> 00:12:24.958 blocks away from our brick and mortar 00:12:24.999 --> 00:12:25.320 clinic. 00:12:25.379 --> 00:12:25.539 Right. 00:12:25.559 --> 00:12:26.740 So if it was if it was like 00:12:26.779 --> 00:12:29.402 closer to like my buddy's office downtown, 00:12:29.461 --> 00:12:30.342 like I don't know, 00:12:30.403 --> 00:12:31.163 maybe I wouldn't have gone. 00:12:31.182 --> 00:12:32.384 But the point of me bringing this up 00:12:32.464 --> 00:12:34.465 is it has to be worth my time 00:12:34.504 --> 00:12:36.086 in terms of like just the socialization 00:12:36.125 --> 00:12:36.405 part. 00:12:36.485 --> 00:12:37.167 If I want that, 00:12:37.226 --> 00:12:37.966 if I wanted to do that, 00:12:37.986 --> 00:12:39.628 which I'm always open to do that as 00:12:39.668 --> 00:12:40.288 like an extrovert. 00:12:40.869 --> 00:12:42.570 But then also it's like I haven't done 00:12:42.590 --> 00:12:43.171 a lot of this. 00:12:44.091 --> 00:12:44.571 uh, you know, 00:12:44.610 --> 00:12:46.971 like group or like socialization, 00:12:47.011 --> 00:12:48.153 like networking type stuff. 00:12:48.173 --> 00:12:48.852 And I don't want to even, 00:12:48.893 --> 00:12:50.552 it's not even really like networking, 00:12:50.613 --> 00:12:53.094 but everyone that I sat around the table 00:12:53.114 --> 00:12:53.855 with, like, 00:12:53.875 --> 00:12:56.154 they're all like fairly successful. 00:12:56.336 --> 00:12:56.535 Right. 00:12:56.596 --> 00:12:57.875 And that's like the, that's the point, 00:12:57.916 --> 00:12:59.756 at least for me is like, um, 00:12:59.817 --> 00:13:01.437 I wouldn't want to go to a poker 00:13:01.456 --> 00:13:03.177 game if it was like a bunch of 00:13:03.197 --> 00:13:05.298 like new grads that were, um, 00:13:06.099 --> 00:13:08.461 in i don't know other industries maybe but 00:13:08.501 --> 00:13:10.964 it's like when i heard about who was 00:13:11.004 --> 00:13:12.365 there or like the type of people and 00:13:12.405 --> 00:13:13.547 i got the google invite and i could 00:13:13.586 --> 00:13:15.749 kind of see some of their their email 00:13:15.769 --> 00:13:17.030 addresses and all that that i'm like oh 00:13:17.051 --> 00:13:19.793 like that's kind of like that's now it 00:13:19.854 --> 00:13:21.475 now it does make a good use of 00:13:21.514 --> 00:13:22.395 my time and so 00:13:23.615 --> 00:13:25.056 I'm just trying to think moving forward of 00:13:25.076 --> 00:13:26.057 like, 00:13:26.096 --> 00:13:28.097 I'm not going into it of like what 00:13:28.197 --> 00:13:28.859 is in it for me, 00:13:28.879 --> 00:13:29.600 but it's also like, 00:13:30.399 --> 00:13:32.201 I want there to be something that could 00:13:32.221 --> 00:13:34.582 come from it in the medium to long 00:13:34.623 --> 00:13:34.903 term. 00:13:35.264 --> 00:13:36.404 And the short term is more of just 00:13:36.445 --> 00:13:37.846 like meeting new folks, 00:13:38.225 --> 00:13:39.687 maybe referring business to them if, 00:13:40.147 --> 00:13:40.368 you know, 00:13:40.927 --> 00:13:43.048 we know someone that specializes or needs 00:13:43.109 --> 00:13:44.629 the specialization of what they offer. 00:13:44.989 --> 00:13:47.450 One guy was, like I said, cabinet, uh, 00:13:47.490 --> 00:13:49.070 cabinet, uh, distributor. 00:13:49.370 --> 00:13:50.951 So he sells to like residential, 00:13:51.030 --> 00:13:53.432 like real estate investors and owners and 00:13:53.451 --> 00:13:53.711 all that. 00:13:53.731 --> 00:13:55.572 So it's just like super fascinating and 00:13:55.591 --> 00:13:58.052 interesting of like how other people have 00:13:58.072 --> 00:13:59.714 a very specific focus, 00:13:59.754 --> 00:14:00.854 like with their work and all that. 00:14:00.894 --> 00:14:02.153 So anyway, just, 00:14:02.313 --> 00:14:03.894 just like just throwing it out there in 00:14:03.914 --> 00:14:06.135 terms of like the opposite of like paid 00:14:06.216 --> 00:14:07.556 ads and Google ads and, 00:14:08.216 --> 00:14:09.738 um, you know, the, the, 00:14:09.758 --> 00:14:11.239 the dialing of paid marketing. 00:14:11.259 --> 00:14:12.120 And then it's like, oh yeah, 00:14:12.240 --> 00:14:14.442 like I should maybe mix in some more 00:14:14.461 --> 00:14:15.923 of this exact stuff. 00:14:16.123 --> 00:14:17.465 And it's fun in real time. 00:14:17.504 --> 00:14:19.446 And it's also potentially beneficial. 00:14:20.187 --> 00:14:21.687 I hear you saying two things. 00:14:21.969 --> 00:14:24.410 I hear all the money you lost was 00:14:24.471 --> 00:14:26.793 tax deductible because this was clearly a 00:14:26.852 --> 00:14:27.774 business expense. 00:14:27.813 --> 00:14:28.634 I didn't lose. 00:14:28.875 --> 00:14:30.216 I left up ten dollars. 00:14:30.515 --> 00:14:30.676 So 00:14:32.533 --> 00:14:35.054 The government can't tax my ten dollar 00:14:35.075 --> 00:14:38.136 cash because they don't know about it. 00:14:38.177 --> 00:14:40.698 I hear Jimmy needs to start a PT 00:14:40.719 --> 00:14:44.821 breakfast club poker night for recruiting. 00:14:45.280 --> 00:14:46.501 Like there's nothing better. 00:14:46.542 --> 00:14:48.562 Talk about putting a potential candidate. 00:14:48.602 --> 00:14:50.443 If I wanted to hire a therapist, 00:14:50.484 --> 00:14:52.725 put him in the hot seat of a 00:14:52.784 --> 00:14:53.485 poker table. 00:14:53.826 --> 00:14:54.447 Let's go. 00:14:54.547 --> 00:14:55.048 I didn't even think, 00:14:55.307 --> 00:14:56.350 I didn't even think we were going this 00:14:56.389 --> 00:14:56.990 way, but I love it. 00:14:57.030 --> 00:14:57.490 Yeah. 00:14:57.510 --> 00:14:59.313 You talk, you get to know them. 00:14:59.333 --> 00:15:01.155 You see how they make decisions under 00:15:01.216 --> 00:15:01.836 pressure. 00:15:02.298 --> 00:15:03.820 Can you tell when they're lying? 00:15:03.860 --> 00:15:04.500 Can you tell? 00:15:05.942 --> 00:15:06.663 I love this. 00:15:07.985 --> 00:15:10.168 Sponsored by where Jimmy works. 00:15:10.702 --> 00:15:13.686 If we were to spin this, 00:15:13.745 --> 00:15:14.667 that's a good idea. 00:15:14.847 --> 00:15:16.089 How do you organize it? 00:15:16.129 --> 00:15:17.149 That's tough logistically. 00:15:17.210 --> 00:15:18.150 In-person is tough. 00:15:18.471 --> 00:15:19.832 But Tony already said he likes playing 00:15:19.893 --> 00:15:20.913 five hands and not one. 00:15:20.953 --> 00:15:22.735 So online actually plays well there. 00:15:22.975 --> 00:15:24.177 But then you lose some of the 00:15:24.217 --> 00:15:25.019 conversation. 00:15:26.080 --> 00:15:26.841 Or is it... 00:15:27.900 --> 00:15:29.841 If you're trying to hire PT students as 00:15:29.861 --> 00:15:30.642 they graduate, 00:15:31.043 --> 00:15:32.763 do you give them something that they think 00:15:32.783 --> 00:15:34.403 they need because they don't, 00:15:34.464 --> 00:15:36.705 but they think they need to study for 00:15:36.725 --> 00:15:37.686 the NPTE? 00:15:37.745 --> 00:15:38.807 You actually don't need to study. 00:15:38.826 --> 00:15:39.486 You know enough. 00:15:39.527 --> 00:15:40.326 I mean, you need to review, 00:15:40.407 --> 00:15:41.408 but you need to study. 00:15:41.447 --> 00:15:43.749 Do I do a trivia show? 00:15:43.769 --> 00:15:45.190 Do I lean into my own skill and 00:15:45.210 --> 00:15:45.289 go, 00:15:45.309 --> 00:15:46.730 we're going to do an online trivia show, 00:15:46.931 --> 00:15:47.931 and then you're going to bring people on? 00:15:47.951 --> 00:15:48.191 I don't know. 00:15:48.230 --> 00:15:50.913 I'm trying to figure out what's the thing 00:15:50.932 --> 00:15:52.013 that... 00:15:52.052 --> 00:15:54.695 Clinicians is too wide because they have 00:15:54.754 --> 00:15:55.134 vast... 00:15:56.225 --> 00:15:58.407 you know, likes and dislikes and hobbies. 00:15:58.846 --> 00:16:00.368 Students are consistent because they're 00:16:00.388 --> 00:16:00.548 like, 00:16:00.628 --> 00:16:02.649 I'm in study mode for three point five 00:16:02.668 --> 00:16:02.989 years. 00:16:03.450 --> 00:16:04.309 That is a good point. 00:16:04.350 --> 00:16:06.291 Like because you wanted that's why happy 00:16:06.331 --> 00:16:07.932 hours and PT pub nights were so big 00:16:07.951 --> 00:16:09.913 for a while is because it was like, 00:16:10.653 --> 00:16:10.852 no, 00:16:11.173 --> 00:16:12.333 you mean no one thought to like 00:16:12.813 --> 00:16:14.014 get people together to talk. 00:16:14.034 --> 00:16:15.335 Like the magic of the pub night was 00:16:15.375 --> 00:16:17.056 there was no, there wasn't a cell. 00:16:17.535 --> 00:16:18.716 It was just get together. 00:16:18.816 --> 00:16:21.236 And then the, the hanging out is the, 00:16:21.417 --> 00:16:22.258 is the magic. 00:16:22.357 --> 00:16:24.438 As soon as this, this would be that, 00:16:24.519 --> 00:16:27.600 but since PT pub night is inaccessible. 00:16:28.613 --> 00:16:29.133 It's, you know, 00:16:29.153 --> 00:16:31.293 you create the new PT pub night plus 00:16:31.474 --> 00:16:33.134 from my understanding, younger people, 00:16:33.894 --> 00:16:35.596 younger people are drinking less, 00:16:36.416 --> 00:16:37.056 you know, you, 00:16:37.076 --> 00:16:38.937 you could even make a situation where 00:16:39.037 --> 00:16:40.317 everybody gets gifted, 00:16:40.618 --> 00:16:42.798 six thousand chips and it's kind of 00:16:42.857 --> 00:16:44.318 tournament style, you know, 00:16:44.359 --> 00:16:45.719 and then maybe there's a prize at the 00:16:45.839 --> 00:16:46.059 end, 00:16:46.620 --> 00:16:48.821 but it's a combination of potential 00:16:48.860 --> 00:16:51.601 candidates plus individuals hiring. 00:16:51.782 --> 00:16:53.422 Oh yeah, yeah, yeah. 00:16:53.442 --> 00:16:55.163 The magic. 00:16:55.243 --> 00:16:55.663 And you need, 00:16:55.702 --> 00:16:56.624 you need a reason to go. 00:16:56.644 --> 00:16:57.724 You need a hook, right? 00:17:00.543 --> 00:17:03.025 So are you saying like actual in-person 00:17:03.046 --> 00:17:04.909 things or a digital thing or try both? 00:17:05.328 --> 00:17:09.654 Probably hybrid, but actual in-person. 00:17:09.674 --> 00:17:10.717 It's got to be in-person. 00:17:10.836 --> 00:17:11.657 It's super hard. 00:17:12.159 --> 00:17:13.000 I'd love to do it, 00:17:13.440 --> 00:17:15.303 but it's super hard and not cheap. 00:17:16.517 --> 00:17:19.178 Or, so really if we think about this, 00:17:19.298 --> 00:17:22.679 what if Jimmy goes to colleges, right? 00:17:23.278 --> 00:17:24.239 At the college, 00:17:24.259 --> 00:17:26.380 you've got the entire department there. 00:17:27.279 --> 00:17:28.500 So it's like, all right, 00:17:28.560 --> 00:17:30.641 what if we did something where you did 00:17:31.221 --> 00:17:33.882 the DPT department poker tournament, 00:17:34.001 --> 00:17:35.462 whoever wants to participate, 00:17:36.083 --> 00:17:37.823 it's streamed live, 00:17:38.442 --> 00:17:40.144 even if the employer couldn't make it. 00:17:40.183 --> 00:17:40.384 I mean, 00:17:40.423 --> 00:17:43.325 the schools here by me have job fairs 00:17:44.105 --> 00:17:45.486 we used to go to all the job 00:17:45.526 --> 00:17:47.686 fairs try to talk to the the pt 00:17:47.727 --> 00:17:50.548 students like you could bring in local 00:17:50.587 --> 00:17:53.348 employers but if you streamed it live 00:17:53.849 --> 00:17:56.070 you'd get all the benefits to potential 00:17:56.131 --> 00:17:58.612 employers who wanted to watch and interact 00:17:58.692 --> 00:17:59.152 online 00:18:01.426 --> 00:18:02.868 what about like i'm surprised neither of 00:18:02.888 --> 00:18:04.351 you mentioned this what about you do a 00:18:04.411 --> 00:18:07.134 poker night at like the pps or csm 00:18:07.174 --> 00:18:08.516 or whatever so instead of like usually 00:18:08.536 --> 00:18:10.439 it's like you go to a party the 00:18:10.459 --> 00:18:12.481 poker night now is you know the night 00:18:12.521 --> 00:18:14.443 before or after or it's competing with the 00:18:14.483 --> 00:18:16.346 main party or the secondary party 00:18:18.233 --> 00:18:20.355 Oh, Jimmy's gone. 00:18:20.517 --> 00:18:24.300 Has there never been a party with a 00:18:24.340 --> 00:18:24.661 purpose? 00:18:24.840 --> 00:18:25.021 Yeah, 00:18:25.041 --> 00:18:28.325 so I'm saying now the breakfast 00:18:28.345 --> 00:18:31.469 club-sponsored poker night would be 00:18:31.509 --> 00:18:32.490 competing with that party, 00:18:32.509 --> 00:18:33.029 which would be tough. 00:18:33.210 --> 00:18:33.790 It was going to be tough, 00:18:33.851 --> 00:18:35.092 but there's going to be certain people 00:18:35.112 --> 00:18:35.393 that are like, 00:18:35.813 --> 00:18:37.234 I absolutely would want to go to poker 00:18:37.255 --> 00:18:38.036 rather than a party. 00:18:38.788 --> 00:18:39.229 Totally agree. 00:18:39.308 --> 00:18:40.150 This is why, oh, 00:18:40.230 --> 00:18:41.269 Paul's saying during the pandemic, 00:18:41.289 --> 00:18:42.769 they had a group that played online, 00:18:42.951 --> 00:18:43.931 but on Zoom together. 00:18:44.010 --> 00:18:44.191 Yeah. 00:18:44.510 --> 00:18:45.832 So you had the online, 00:18:45.852 --> 00:18:46.372 but you had the, 00:18:46.592 --> 00:18:48.512 this is why there's an app called Discord. 00:18:49.093 --> 00:18:50.192 You guys familiar with Discord? 00:18:50.212 --> 00:18:51.433 Yeah. 00:18:51.554 --> 00:18:52.453 Yeah. 00:18:52.473 --> 00:18:53.594 I didn't understand what it was. 00:18:53.634 --> 00:18:54.734 And then it completely, it clicked. 00:18:54.755 --> 00:18:55.674 It was like, oh, got it. 00:18:55.714 --> 00:18:56.976 You, that chat feature. 00:18:57.695 --> 00:18:59.936 It's the social component to everything 00:19:00.017 --> 00:19:00.196 else. 00:19:00.477 --> 00:19:01.116 Don't disagree. 00:19:01.777 --> 00:19:02.637 This is why, so I'm, 00:19:03.657 --> 00:19:04.778 I won't say the school because we haven't 00:19:04.818 --> 00:19:05.378 locked it in, 00:19:05.439 --> 00:19:07.500 but coming up actually somewhere in Dave's 00:19:07.539 --> 00:19:08.160 neck of the woods, 00:19:09.000 --> 00:19:11.542 I go to PT schools and instead of 00:19:11.603 --> 00:19:12.584 giving a talk, 00:19:13.124 --> 00:19:14.965 I turn it into the Johnny Carson show 00:19:15.366 --> 00:19:15.787 where I'm like, 00:19:15.807 --> 00:19:18.410 give me fun guests who are wildly 00:19:18.470 --> 00:19:21.092 different and have nothing to do with a 00:19:21.172 --> 00:19:21.712 lecture. 00:19:22.133 --> 00:19:23.134 And then I say, don't worry about it. 00:19:23.315 --> 00:19:24.635 I pre-interview all of them. 00:19:25.717 --> 00:19:26.217 And instead of a 00:19:28.307 --> 00:19:30.148 They've already told me most of their 00:19:30.229 --> 00:19:30.769 gems, 00:19:30.828 --> 00:19:31.888 and then my job is to pull it 00:19:31.989 --> 00:19:32.128 out. 00:19:32.429 --> 00:19:33.869 And then I bring in the sound effects 00:19:33.890 --> 00:19:35.210 and the music, and I zhuzh it up, 00:19:35.230 --> 00:19:35.490 and I go, 00:19:35.570 --> 00:19:36.510 it's got to be an hour, 00:19:36.871 --> 00:19:38.090 no longer than an hour. 00:19:38.352 --> 00:19:39.311 By the way, when we're done, 00:19:39.592 --> 00:19:40.872 we're going to go down the street to 00:19:40.912 --> 00:19:41.573 whatever bar. 00:19:41.833 --> 00:19:42.633 We're going to mix it up, 00:19:42.653 --> 00:19:44.193 and you're going to talk to the speakers, 00:19:44.233 --> 00:19:45.034 and the students are going to talk to 00:19:45.054 --> 00:19:45.334 each other. 00:19:45.693 --> 00:19:47.115 To me, the recruiters, 00:19:47.275 --> 00:19:48.575 their eyes get real big. 00:19:48.615 --> 00:19:48.914 They're like, 00:19:50.236 --> 00:19:51.675 you're going to hype all the students up 00:19:51.695 --> 00:19:52.676 and then put them in a room? 00:19:53.436 --> 00:19:54.237 And I'm like, yeah, 00:19:54.257 --> 00:19:55.377 and you've got to buy them food. 00:19:55.698 --> 00:19:56.057 And they're like... 00:19:56.778 --> 00:19:57.157 Great. 00:19:57.538 --> 00:19:57.917 And I'm like, 00:19:57.938 --> 00:19:59.358 if you can't recruit from that room, 00:20:00.118 --> 00:20:01.240 hang it up, my friend. 00:20:01.420 --> 00:20:02.039 You're done. 00:20:02.259 --> 00:20:03.800 That's the magic. 00:20:03.840 --> 00:20:05.161 It's only missing the game, 00:20:05.181 --> 00:20:07.422 the playing part of that component. 00:20:07.622 --> 00:20:09.002 What's the reason for going? 00:20:09.942 --> 00:20:11.284 Right. 00:20:11.344 --> 00:20:12.903 That would be the thing. 00:20:12.943 --> 00:20:15.005 Peeling this back to the original topic of 00:20:15.045 --> 00:20:16.846 how things change and innovate. 00:20:17.898 --> 00:20:20.441 We talked about how these different sports 00:20:20.480 --> 00:20:21.741 kind of grew and changed. 00:20:22.241 --> 00:20:24.223 I was just watching these guys do speed 00:20:24.263 --> 00:20:24.703 golf. 00:20:24.963 --> 00:20:26.986 And I could get into speed golf. 00:20:27.046 --> 00:20:27.865 Two, three clubs. 00:20:28.727 --> 00:20:30.407 You putt with a driver. 00:20:30.468 --> 00:20:31.509 You run through. 00:20:31.588 --> 00:20:33.190 It's a combination of how fast you can 00:20:33.210 --> 00:20:34.550 play and what your score is. 00:20:37.492 --> 00:20:40.515 You change and innovate how PT clinics are 00:20:40.555 --> 00:20:41.755 recruiting therapists. 00:20:42.256 --> 00:20:44.977 You change and innovate how PT clinics are 00:20:44.997 --> 00:20:46.978 delivering physical therapy services. 00:20:47.439 --> 00:20:49.119 You change and innovate how they're 00:20:49.140 --> 00:20:49.759 getting paid. 00:20:50.279 --> 00:20:51.520 Every single element, 00:20:51.580 --> 00:20:53.041 including the entirety, 00:20:53.741 --> 00:20:55.943 should change and innovate. 00:20:55.963 --> 00:20:56.683 It should grow. 00:20:56.763 --> 00:20:58.884 Dave is not the same physical therapist he 00:20:58.924 --> 00:21:00.266 was when he was a new grad. 00:21:00.787 --> 00:21:02.508 He is a very different human. 00:21:03.607 --> 00:21:04.729 His experience, 00:21:04.808 --> 00:21:06.691 everything has changed in the way he 00:21:06.730 --> 00:21:07.191 delivers, 00:21:07.290 --> 00:21:09.393 yet we still continue to hang on to 00:21:09.472 --> 00:21:11.273 the words physical therapy. 00:21:11.294 --> 00:21:12.095 Agreed. 00:21:12.154 --> 00:21:12.776 Yeah. 00:21:12.816 --> 00:21:15.698 But the actual thing that I want to 00:21:15.738 --> 00:21:17.398 do for the patient, I believe, 00:21:17.519 --> 00:21:18.059 is the same. 00:21:18.373 --> 00:21:19.712 The core has stayed the same. 00:21:19.853 --> 00:21:20.313 How, 00:21:20.432 --> 00:21:22.134 the what and the why I believe is 00:21:22.173 --> 00:21:22.634 the same. 00:21:22.874 --> 00:21:25.214 The how, the where, the when, 00:21:25.595 --> 00:21:26.914 those things should constantly be 00:21:26.934 --> 00:21:27.214 changing. 00:21:27.714 --> 00:21:29.955 Listen, Easter egg hunts are great, 00:21:30.395 --> 00:21:32.276 but there was a company who revolutionized 00:21:32.316 --> 00:21:33.936 like the concept and they made it 00:21:34.317 --> 00:21:36.696 augmented reality and it was Pokemon Go. 00:21:37.176 --> 00:21:38.917 It's just an old idea in a new 00:21:38.958 --> 00:21:40.478 way or a new idea in an old 00:21:40.518 --> 00:21:40.698 way. 00:21:41.018 --> 00:21:42.219 One of those has to be old. 00:21:42.278 --> 00:21:43.159 So it's, well, 00:21:43.199 --> 00:21:45.019 we're just delivering musculoskeletal care 00:21:45.298 --> 00:21:46.339 in the old way. 00:21:46.640 --> 00:21:47.500 No, we come to you. 00:21:48.577 --> 00:21:49.837 That's a vastly new way. 00:21:49.917 --> 00:21:51.239 Ironically, it's a vastly old way, 00:21:51.259 --> 00:21:53.099 but it's been away for so long that 00:21:53.119 --> 00:21:54.500 it's actually new again. 00:21:54.559 --> 00:21:56.441 All of a sudden, bell bottoms are genius. 00:21:56.480 --> 00:21:57.040 It's like, dude, 00:21:57.580 --> 00:21:59.382 they were so cool that they became not 00:21:59.422 --> 00:21:59.761 cool. 00:22:00.201 --> 00:22:01.363 And that's the idea. 00:22:01.482 --> 00:22:03.242 It's this wave of the things that go 00:22:03.282 --> 00:22:03.383 out. 00:22:03.442 --> 00:22:04.463 I don't think you need to look too 00:22:04.483 --> 00:22:05.683 far for your new idea. 00:22:08.025 --> 00:22:10.445 On Tuesday, Tony brought up 00:22:12.034 --> 00:22:13.095 some really great ads. 00:22:14.196 --> 00:22:16.159 There's nothing new about this ad, 00:22:16.278 --> 00:22:18.442 except you haven't seen these ads in the 00:22:18.461 --> 00:22:19.703 style for so long. 00:22:20.724 --> 00:22:21.645 Yeah. 00:22:21.665 --> 00:22:21.786 Yeah. 00:22:23.443 --> 00:22:23.723 Yeah, 00:22:24.005 --> 00:22:26.207 they're so old that we stopped doing it 00:22:26.247 --> 00:22:32.692 because human being brains create novelty. 00:22:33.212 --> 00:22:34.594 When we see something too much, 00:22:34.954 --> 00:22:36.036 it becomes noise. 00:22:36.195 --> 00:22:38.617 And our job is to be signal in 00:22:38.637 --> 00:22:39.077 the noise. 00:22:39.479 --> 00:22:41.580 So I think it's time to bring ads 00:22:41.621 --> 00:22:45.544 like this back simply because we haven't 00:22:45.604 --> 00:22:46.325 done them for so long. 00:22:47.930 --> 00:22:49.471 So let me ask you guys about this, 00:22:49.490 --> 00:22:51.291 because this is still kind of related. 00:22:52.031 --> 00:22:53.413 I shared this TikTok. 00:22:53.732 --> 00:22:57.496 This is a therapist who started a practice 00:22:57.615 --> 00:22:59.717 and she's talking about, you know, 00:22:59.757 --> 00:23:02.659 kind of going through the continuum of 00:23:03.419 --> 00:23:04.920 She's got an injured athlete. 00:23:05.099 --> 00:23:06.500 She rehabs the athlete. 00:23:06.601 --> 00:23:08.040 Now the athlete wants to work on 00:23:08.101 --> 00:23:08.821 performance, 00:23:08.862 --> 00:23:10.742 taking the athlete through performance, 00:23:11.323 --> 00:23:12.782 going from two, 00:23:12.803 --> 00:23:14.644 three times a week to maybe once a 00:23:14.723 --> 00:23:16.825 month where the athlete's checking in with 00:23:16.884 --> 00:23:17.185 her. 00:23:17.645 --> 00:23:19.507 She's updating his program. 00:23:19.547 --> 00:23:21.326 She's advancing him, 00:23:21.407 --> 00:23:23.387 improving his performance on the field. 00:23:24.368 --> 00:23:26.130 We've talked about this a lot. 00:23:27.498 --> 00:23:28.739 My question is, 00:23:29.419 --> 00:23:33.000 at what point does she or do we 00:23:33.240 --> 00:23:35.480 eliminate the word physical therapy, 00:23:36.501 --> 00:23:39.022 use it for wellness, performance training, 00:23:39.083 --> 00:23:40.703 you know, whatever it's going to be. 00:23:41.324 --> 00:23:44.964 Because she's basically saying how like, 00:23:45.705 --> 00:23:47.707 I think a lot of the profession is 00:23:47.747 --> 00:23:49.946 pigeonholed into once insurance stops 00:23:49.987 --> 00:23:50.827 paying, we're done. 00:23:51.747 --> 00:23:53.347 not really and i think a lot of 00:23:53.407 --> 00:23:55.689 the therapists want to take the person 00:23:55.709 --> 00:23:58.371 beyond just back to prior level of 00:23:58.411 --> 00:24:01.352 function dave has clearly built the 00:24:01.392 --> 00:24:03.272 business model in the niche where it's 00:24:03.393 --> 00:24:05.555 it's a lifetime investment i will take you 00:24:06.134 --> 00:24:07.955 all the way through the day you die 00:24:07.976 --> 00:24:10.017 because there isn't a point in that time 00:24:10.057 --> 00:24:12.397 where you you're gonna accept weakness and 00:24:12.438 --> 00:24:15.059 frailty and you know any of that stuff 00:24:15.700 --> 00:24:17.000 But it's like, OK, 00:24:17.220 --> 00:24:19.260 do we keep calling it physical therapy 00:24:19.300 --> 00:24:20.882 because the service is delivered by a 00:24:20.942 --> 00:24:21.981 physical therapist? 00:24:22.362 --> 00:24:23.602 There's problems with that. 00:24:24.042 --> 00:24:26.462 Do we change what we are calling it? 00:24:26.663 --> 00:24:28.443 And now it's performance training 00:24:28.483 --> 00:24:30.404 delivered by a physical therapist. 00:24:31.444 --> 00:24:33.165 Where are you guys on that spectrum? 00:24:33.185 --> 00:24:39.446 I understand what you mean. 00:24:39.548 --> 00:24:43.648 I don't see an easy or obvious path 00:24:43.749 --> 00:24:44.088 where 00:24:45.656 --> 00:24:49.478 the clinicians or the academics will agree 00:24:49.557 --> 00:24:51.098 or change anything or the board or 00:24:51.118 --> 00:24:53.920 whatever, the FSB, PT board or whatever, 00:24:54.920 --> 00:24:56.299 and or the public. 00:24:56.420 --> 00:24:57.161 I feel like, again, 00:24:57.480 --> 00:24:58.260 I know I've mentioned it before, 00:24:58.280 --> 00:25:00.942 but like with Facebook, Instagram video, 00:25:01.001 --> 00:25:02.481 TikTok video, YouTube video, 00:25:02.961 --> 00:25:04.462 I feel like every single day, 00:25:04.803 --> 00:25:06.522 more and more of the public have a 00:25:06.623 --> 00:25:07.943 better understanding of what 00:25:08.775 --> 00:25:11.636 and a licensed physical therapist does for 00:25:11.676 --> 00:25:13.618 their patients in the U S. 00:25:13.638 --> 00:25:14.358 And when I say that, I mean, 00:25:14.759 --> 00:25:16.181 most of the video is like obviously 00:25:16.260 --> 00:25:16.980 outpatient stuff. 00:25:17.000 --> 00:25:17.182 Right. 00:25:17.201 --> 00:25:19.923 So in terms of like musculoskeletal stuff, 00:25:20.003 --> 00:25:21.664 of course, neuro is having, you know, 00:25:21.684 --> 00:25:23.807 there's more practices that just are neuro 00:25:23.826 --> 00:25:23.946 only. 00:25:24.126 --> 00:25:25.627 And Tony knows a lot of them where 00:25:25.647 --> 00:25:27.509 they're posting a lot of content or it's 00:25:27.549 --> 00:25:29.590 home visits or it's neuro home visits. 00:25:29.651 --> 00:25:29.790 Right. 00:25:29.811 --> 00:25:30.092 But like, 00:25:30.372 --> 00:25:31.772 I feel like with all the online video, 00:25:31.932 --> 00:25:34.055 more and more of the public know what, 00:25:34.795 --> 00:25:36.855 a licensed physical therapist does in the 00:25:36.976 --> 00:25:37.616 US, right? 00:25:37.737 --> 00:25:41.617 And so to suggest a change in name, 00:25:41.858 --> 00:25:45.180 I feel like would just detract from the 00:25:46.520 --> 00:25:49.682 pace of people learning and acknowledging 00:25:49.721 --> 00:25:51.083 and understanding what physical therapists 00:25:51.123 --> 00:25:53.763 or even occupational therapists do for 00:25:54.483 --> 00:25:55.724 certain issues or challenges. 00:25:55.805 --> 00:25:55.924 Now, 00:25:55.944 --> 00:25:56.925 if we just change it all of a 00:25:56.965 --> 00:25:58.405 sudden, if, I don't know, 00:25:58.425 --> 00:26:01.028 if the APTA or whatever the board all 00:26:01.048 --> 00:26:03.409 of a sudden today change it to, 00:26:05.895 --> 00:26:07.579 performance wellness or whatever, 00:26:07.640 --> 00:26:08.561 performance training, 00:26:08.642 --> 00:26:09.503 but then it kind of sounds like a 00:26:09.523 --> 00:26:10.404 personal trainer maybe. 00:26:11.067 --> 00:26:12.529 If you just change the name all of 00:26:12.569 --> 00:26:13.111 a sudden to... 00:26:14.892 --> 00:26:15.873 Performance wellness. 00:26:16.113 --> 00:26:18.354 I'm a wellness performer. 00:26:18.594 --> 00:26:20.275 It doesn't even make sense. 00:26:20.394 --> 00:26:22.757 If they just literally had a decree today 00:26:22.817 --> 00:26:25.377 and this is now physical therapists are 00:26:25.417 --> 00:26:28.519 now performance wellness providers or 00:26:28.539 --> 00:26:28.900 whatever, 00:26:29.901 --> 00:26:31.102 then I feel like it would just take 00:26:31.422 --> 00:26:34.182 more time for the public to even learn 00:26:34.222 --> 00:26:37.204 that and then connect their aches and 00:26:37.244 --> 00:26:39.026 pains and I'm looking for an issue. 00:26:39.125 --> 00:26:40.666 I'm looking for a provider to solve this 00:26:40.707 --> 00:26:40.886 issue. 00:26:40.906 --> 00:26:42.888 I'm looking for a professional or someone 00:26:42.909 --> 00:26:43.148 who's 00:26:43.788 --> 00:26:46.490 competent to solve my back pain or my 00:26:46.590 --> 00:26:47.511 neck pain or shoulder pain. 00:26:48.153 --> 00:26:50.354 And I think it would just take too 00:26:50.374 --> 00:26:51.115 much time, Tony. 00:26:51.154 --> 00:26:52.935 I think it would just take too many 00:26:52.996 --> 00:26:55.117 years or decades to change public 00:26:55.538 --> 00:26:57.000 understanding if you change the name. 00:26:57.019 --> 00:26:59.101 So in my opinion, I say leave it, 00:26:59.422 --> 00:27:01.663 but I also fully agree that it's not 00:27:01.682 --> 00:27:04.204 the best name, if that makes sense. 00:27:04.246 --> 00:27:05.707 Before we hear from Jimmy, hang on. 00:27:06.047 --> 00:27:07.887 Before we hear from Jimmy, Dave, 00:27:07.969 --> 00:27:09.890 you just reminded me of Michael Scott 00:27:09.950 --> 00:27:11.791 saying, I declare bankruptcy. 00:27:12.311 --> 00:27:17.236 I want physical therapist to declare. 00:27:17.957 --> 00:27:19.417 Okay, go ahead. 00:27:19.458 --> 00:27:20.679 Yeah, I think there's several things. 00:27:20.739 --> 00:27:21.279 Number one, 00:27:22.201 --> 00:27:23.481 some people in the profession are like, 00:27:23.602 --> 00:27:24.863 call us something different. 00:27:25.262 --> 00:27:26.825 And there are also some of the same 00:27:26.845 --> 00:27:28.906 people are mad that other people are 00:27:28.926 --> 00:27:30.428 calling themselves dynamic personal 00:27:30.468 --> 00:27:30.867 trainers. 00:27:30.887 --> 00:27:32.789 They're like, we don't need this name. 00:27:32.829 --> 00:27:33.971 It doesn't say what we do. 00:27:34.030 --> 00:27:36.113 And then also, you can't use that name. 00:27:36.373 --> 00:27:37.634 People are going to get confused. 00:27:37.874 --> 00:27:39.015 My man, they're already confused. 00:27:39.035 --> 00:27:39.536 Yeah. 00:27:39.892 --> 00:27:41.953 Google's a verb now because they showed 00:27:41.973 --> 00:27:43.736 what they did. 00:27:44.096 --> 00:27:46.198 Doctors don't doctor, right? 00:27:46.518 --> 00:27:48.539 Nurses don't nurse, right? 00:27:48.559 --> 00:27:49.401 They practice medicine. 00:27:49.981 --> 00:27:50.782 So the name, 00:27:51.343 --> 00:27:52.763 as much as I say it needs a 00:27:52.825 --> 00:27:55.267 name, it just needs a name. 00:27:55.866 --> 00:27:57.308 It doesn't need to be the most obvious 00:27:57.348 --> 00:27:57.808 name, right? 00:27:58.130 --> 00:28:00.432 Plumbers don't plumb, right? 00:28:00.612 --> 00:28:01.133 But we still know, 00:28:01.192 --> 00:28:03.295 we understand what they do because... 00:28:04.550 --> 00:28:05.050 They've done it. 00:28:05.431 --> 00:28:06.971 They've showed that over and over and over 00:28:06.991 --> 00:28:07.211 again. 00:28:07.291 --> 00:28:07.893 That's the game. 00:28:07.992 --> 00:28:09.472 The game is showing, not telling. 00:28:09.753 --> 00:28:10.634 Show, not tell. 00:28:10.673 --> 00:28:12.035 That was my favorite day in third grade, 00:28:12.075 --> 00:28:12.255 man. 00:28:12.535 --> 00:28:14.316 I couldn't wait to bring in the G.I. 00:28:14.355 --> 00:28:15.296 Joe hovercraft. 00:28:15.636 --> 00:28:17.356 I'm like, this floats in the tub. 00:28:17.978 --> 00:28:19.959 I wasn't excited to tell them about it. 00:28:20.058 --> 00:28:21.259 I was excited to bring in a little 00:28:21.278 --> 00:28:22.460 tank and put it in there and be 00:28:22.480 --> 00:28:24.060 like, the hovercraft floats. 00:28:24.381 --> 00:28:25.362 Look at this thing. 00:28:25.382 --> 00:28:26.301 Isn't this the greatest thing ever? 00:28:26.321 --> 00:28:27.423 I'm going to bring this to the playground. 00:28:28.303 --> 00:28:29.564 And we keep trying to tell something about 00:28:29.604 --> 00:28:29.663 it. 00:28:29.784 --> 00:28:31.003 I just commented on, 00:28:31.424 --> 00:28:33.085 you guys know Alex Benderski, right? 00:28:33.125 --> 00:28:33.726 I know Tony does. 00:28:34.326 --> 00:28:37.767 yeah super smart dude my my only knock 00:28:37.826 --> 00:28:39.288 on alex i'm like alex bring it up 00:28:39.468 --> 00:28:42.108 bring it down by about grade levels for 00:28:42.128 --> 00:28:43.288 the rest of us to be able to 00:28:43.308 --> 00:28:45.930 breathe because he thinks up here and he 00:28:45.950 --> 00:28:48.911 was talking about how we don't need uh 00:28:49.290 --> 00:28:51.652 his his main idea was about pain education 00:28:52.251 --> 00:28:52.672 and i was like 00:28:55.213 --> 00:28:58.135 yes agreed we don't need education but 00:28:58.175 --> 00:29:00.739 then his post then proceeded to educate 00:29:01.138 --> 00:29:02.519 and i'm like you can't talk out of 00:29:02.559 --> 00:29:04.041 both sides of your mouth ironically you 00:29:04.061 --> 00:29:04.842 just talk out of the middle of your 00:29:04.882 --> 00:29:08.464 mouth but the issue i then said if 00:29:08.545 --> 00:29:10.767 that were true if we needed more logic 00:29:10.807 --> 00:29:12.969 in the world to be blatantly obvious and 00:29:13.108 --> 00:29:15.431 education about what pt can do well then 00:29:15.612 --> 00:29:18.433 every nike commercial would be about the 00:29:18.473 --> 00:29:20.296 chemical composition of the rubber of the 00:29:20.336 --> 00:29:20.596 shoe 00:29:21.407 --> 00:29:23.167 And every Toyota commercial would be about 00:29:23.228 --> 00:29:24.028 fuel injection. 00:29:24.729 --> 00:29:27.469 And every hinge commercial would be about 00:29:27.949 --> 00:29:30.289 algorithms that match, you know, 00:29:30.369 --> 00:29:31.710 people's compatibility. 00:29:31.869 --> 00:29:34.510 And yet Toyota shows people kicking ass on 00:29:34.530 --> 00:29:34.971 a road. 00:29:35.270 --> 00:29:37.011 Nike shows dunks and hinge. 00:29:37.692 --> 00:29:39.412 They have photos on that platform for a 00:29:39.551 --> 00:29:39.932 reason. 00:29:40.332 --> 00:29:42.692 And it's the show less of it. 00:29:42.732 --> 00:29:43.732 You've got to show first. 00:29:44.073 --> 00:29:45.813 And the last thing I'll say is Donald 00:29:45.853 --> 00:29:47.394 Miller, if you're going to read a book, 00:29:48.314 --> 00:29:50.355 Not about PT that will help you in 00:29:50.394 --> 00:29:50.855 PT. 00:29:51.576 --> 00:29:53.396 It's Donald Miller's building a story 00:29:53.416 --> 00:29:54.457 brand I would do first. 00:29:54.636 --> 00:29:55.258 And then if you're like, 00:29:55.298 --> 00:29:56.057 I love this guy, 00:29:56.258 --> 00:29:57.858 go to Marketing Made Simple from Donald 00:29:57.878 --> 00:29:58.358 Miller again. 00:29:58.519 --> 00:30:00.660 I don't get any nickels from him for 00:30:00.700 --> 00:30:01.421 suggesting the books. 00:30:01.461 --> 00:30:02.000 I wish I did. 00:30:03.221 --> 00:30:04.162 You're not the hero. 00:30:05.002 --> 00:30:06.163 The other person's the hero. 00:30:08.423 --> 00:30:10.846 Build a story in which you show you 00:30:10.965 --> 00:30:11.566 understand. 00:30:11.965 --> 00:30:15.347 Concierge Pain Relief got people asking 00:30:15.387 --> 00:30:17.209 you a question around a poker table. 00:30:18.299 --> 00:30:20.446 later on if they're in pain or they're 00:30:20.487 --> 00:30:22.613 like i think i sort of know that's 00:30:22.673 --> 00:30:24.298 the thing they're going to think of 00:30:25.429 --> 00:30:27.230 They don't care where Dave went to PT 00:30:27.250 --> 00:30:27.549 school. 00:30:27.809 --> 00:30:28.130 In fact, 00:30:28.150 --> 00:30:29.269 they might not even care that he went 00:30:29.309 --> 00:30:31.590 to PT because if the guy I had 00:30:31.611 --> 00:30:32.852 on the podcast not long ago, 00:30:32.971 --> 00:30:34.751 Sean Patush from Long Island, 00:30:35.612 --> 00:30:37.593 he might be the best guy to help 00:30:37.633 --> 00:30:37.772 you. 00:30:37.833 --> 00:30:38.133 Why? 00:30:38.512 --> 00:30:40.153 Because he's down the street and he 00:30:40.334 --> 00:30:42.755 understands what I have and I think he 00:30:42.795 --> 00:30:43.775 can help me get out of it. 00:30:44.115 --> 00:30:45.836 That's the thing you're trying to sell, 00:30:46.395 --> 00:30:48.416 but that's often not on a syllabus in 00:30:48.436 --> 00:30:49.176 a healthcare degree. 00:30:50.094 --> 00:30:53.036 we had a question for dave um before 00:30:53.135 --> 00:30:55.317 i before i switch topics to that though 00:30:56.277 --> 00:30:58.157 i was thinking more as much as i 00:30:58.178 --> 00:30:59.239 would love to get rid of the name 00:30:59.278 --> 00:31:02.140 physical therapy in general i was thinking 00:31:02.220 --> 00:31:04.761 more switch the name of the service switch 00:31:04.801 --> 00:31:06.883 the name of the product so so that 00:31:07.383 --> 00:31:09.384 you have physical therapy delivered by a 00:31:09.423 --> 00:31:10.365 physical therapist 00:31:10.944 --> 00:31:12.586 then you have performance training 00:31:12.625 --> 00:31:14.307 delivered by a physical therapist. 00:31:14.666 --> 00:31:16.729 They are not the same service, product, 00:31:16.769 --> 00:31:17.989 whatever you want to call it. 00:31:18.369 --> 00:31:19.750 That could be done now. 00:31:19.790 --> 00:31:20.971 That could be done today. 00:31:21.010 --> 00:31:22.531 It doesn't take legislation. 00:31:22.592 --> 00:31:24.232 It doesn't take state practice act. 00:31:24.252 --> 00:31:25.094 It doesn't take anything. 00:31:25.814 --> 00:31:27.714 And I think instantly the value, 00:31:27.935 --> 00:31:29.435 especially in a cash pay world, 00:31:29.896 --> 00:31:31.377 of what you are delivering, 00:31:31.417 --> 00:31:32.637 the service or the outcome, 00:31:33.058 --> 00:31:34.920 immediately goes up as soon as you take 00:31:34.960 --> 00:31:37.060 the letters or the name physical therapy 00:31:37.080 --> 00:31:39.502 away from what it is that you're selling. 00:31:41.164 --> 00:31:41.866 This Tuesday, 00:31:42.126 --> 00:31:44.030 Jimmy and I wanted to hear from Dave 00:31:44.371 --> 00:31:45.834 what's going on with the flyers, 00:31:45.874 --> 00:31:48.219 the mailers, the QR codes. 00:31:48.259 --> 00:31:49.020 How is that going? 00:31:50.321 --> 00:31:50.541 Yeah. 00:31:50.561 --> 00:31:52.284 So Jimmy asked me like a week or 00:31:52.324 --> 00:31:53.184 two ago, I think, Tony, 00:31:53.204 --> 00:31:55.926 when you were not on the show. 00:31:56.067 --> 00:31:57.909 So we're still at a loss. 00:31:57.949 --> 00:31:59.049 We did get some leads. 00:31:59.069 --> 00:32:00.611 We did get some people that did the 00:32:00.652 --> 00:32:01.412 evaluations. 00:32:03.094 --> 00:32:06.056 I coach my therapist on for the people 00:32:06.076 --> 00:32:06.656 that come in. 00:32:06.717 --> 00:32:08.018 So they already paid one hundred seventy 00:32:08.038 --> 00:32:09.700 five dollars because it's on the mailer. 00:32:09.740 --> 00:32:10.540 It's on the postcard. 00:32:11.000 --> 00:32:12.041 It's a hundred and seventy five dollars 00:32:12.082 --> 00:32:13.703 for it's basically like half off. 00:32:13.743 --> 00:32:14.865 It's basically like fifty percent. 00:32:15.727 --> 00:32:17.848 There's the value stack on the just if 00:32:17.888 --> 00:32:19.310 anyone's watching or listening that has no 00:32:19.351 --> 00:32:20.132 idea what we're talking about. 00:32:20.592 --> 00:32:23.015 Send out two thousand mailers to a bunch 00:32:23.055 --> 00:32:24.497 of two thousand different street addresses 00:32:24.537 --> 00:32:25.057 in Manhattan. 00:32:25.657 --> 00:32:27.480 The value stack like you get this, this, 00:32:27.500 --> 00:32:28.040 this, you know, 00:32:28.101 --> 00:32:30.624 balance and joint assessment and whatever. 00:32:31.798 --> 00:32:33.278 and it's this money, it's this value, 00:32:33.298 --> 00:32:34.200 this dollar amount, value, 00:32:34.220 --> 00:32:34.760 this dollar amount, 00:32:34.800 --> 00:32:36.301 two thousand two hundred dollar or 00:32:36.342 --> 00:32:40.164 something value for one payment of one 00:32:40.184 --> 00:32:41.026 hundred seventy five dollars. 00:32:41.086 --> 00:32:43.989 So we would collect the one hundred 00:32:44.009 --> 00:32:45.390 seventy five dollars at least twenty four 00:32:45.410 --> 00:32:46.990 hours in advance before that first visit. 00:32:47.332 --> 00:32:48.452 It was either a home visit or a 00:32:48.512 --> 00:32:49.053 clinic visit. 00:32:49.554 --> 00:32:50.674 And for this particular 00:32:53.397 --> 00:32:55.298 I told my therapist that you're going to 00:32:55.338 --> 00:32:57.398 tell these people and I know this is 00:32:57.439 --> 00:32:57.818 recorded. 00:32:58.019 --> 00:32:58.638 So like whatever, 00:32:58.659 --> 00:32:59.579 it's like a marketing test. 00:32:59.599 --> 00:33:00.779 So I'm OK with saying it. 00:33:00.839 --> 00:33:02.359 I think you could all learn from it. 00:33:02.380 --> 00:33:04.280 I'm not that I'm teaching it. 00:33:04.320 --> 00:33:05.760 But for this approach, 00:33:05.941 --> 00:33:08.422 I said at the end of the evaluation, 00:33:08.481 --> 00:33:10.301 you talk about the prognosis and the 00:33:10.321 --> 00:33:11.821 diagnosis and the plan of care and all 00:33:11.842 --> 00:33:12.001 that. 00:33:12.021 --> 00:33:13.542 And you're going to tell this person that 00:33:13.583 --> 00:33:14.843 we don't sell visit by visit. 00:33:16.407 --> 00:33:18.328 You're gonna say whatever their goal is, 00:33:18.388 --> 00:33:19.588 and you should have already obtained 00:33:19.648 --> 00:33:20.950 whatever the goal is in the beginning with 00:33:20.990 --> 00:33:22.470 a subjective and confirmed it with, 00:33:23.329 --> 00:33:24.270 what's the thing that they really care 00:33:24.290 --> 00:33:25.290 about that they wanna get back to? 00:33:25.770 --> 00:33:28.451 Whatever that thing is, you make a plan. 00:33:29.291 --> 00:33:30.532 I don't care if it's five visits or 00:33:30.633 --> 00:33:31.613 twenty visits or whatever. 00:33:32.614 --> 00:33:33.953 And you're not gonna give them a cookie 00:33:33.973 --> 00:33:36.055 cutter package that we currently have, 00:33:36.075 --> 00:33:37.615 which is twelve visits or twenty-four. 00:33:38.015 --> 00:33:39.875 You're going to say however many weeks or 00:33:39.915 --> 00:33:41.096 visits it's gonna take them. 00:33:41.856 --> 00:33:42.896 It could be an odd number, 00:33:42.936 --> 00:33:43.497 an even number. 00:33:43.557 --> 00:33:44.778 I don't care what the number is. 00:33:45.498 --> 00:33:47.080 You're going to say it's that dollar 00:33:47.101 --> 00:33:47.340 amount. 00:33:47.461 --> 00:33:49.846 And you're going to just grab your phone 00:33:49.865 --> 00:33:51.387 quickly without the patient looking. 00:33:51.429 --> 00:33:52.529 And you're going to go three hundred and 00:33:52.550 --> 00:33:54.934 fifty dollars times however many visits 00:33:54.954 --> 00:33:56.136 you think is going to help them get 00:33:56.156 --> 00:33:57.519 to the goal that they really care about 00:33:57.538 --> 00:33:58.300 their main goal. 00:34:00.105 --> 00:34:03.089 And so we're still testing that. 00:34:03.670 --> 00:34:04.711 The patients, of course, 00:34:04.750 --> 00:34:06.012 my therapist need more coaching and 00:34:06.053 --> 00:34:07.213 training and mentoring around it. 00:34:07.233 --> 00:34:08.775 Because now we're not just selling a 00:34:08.815 --> 00:34:09.135 package, 00:34:09.175 --> 00:34:12.981 we're selling a results-based and 00:34:13.061 --> 00:34:16.425 time-based program to help this person 00:34:16.485 --> 00:34:16.684 either... 00:34:17.646 --> 00:34:18.947 Achieve their main goal that they care 00:34:18.967 --> 00:34:19.146 about, 00:34:19.286 --> 00:34:21.387 or if it's like multiple comorbidities and 00:34:21.447 --> 00:34:22.889 like chronic and really challenging, 00:34:22.929 --> 00:34:26.090 maybe it's a package to achieve the first 00:34:26.331 --> 00:34:30.353 step of several goals because they have 00:34:30.393 --> 00:34:32.655 like a chronic back pain that's been 00:34:32.755 --> 00:34:33.835 around for ten or twenty years or 00:34:33.856 --> 00:34:34.115 whatever. 00:34:34.135 --> 00:34:34.275 Right. 00:34:34.295 --> 00:34:35.797 So it depends on the patient. 00:34:36.137 --> 00:34:37.016 The way I'm describing it, 00:34:37.036 --> 00:34:38.418 I'm trying to make it sound as easy 00:34:38.438 --> 00:34:38.958 as possible. 00:34:39.739 --> 00:34:41.842 it is not easy to implement it's 00:34:41.882 --> 00:34:43.164 challenging i think for any senior 00:34:43.184 --> 00:34:45.909 therapist to even understand like okay i'm 00:34:45.949 --> 00:34:47.572 confident my skills to get this person 00:34:47.612 --> 00:34:48.914 better in twelve visits or 00:34:50.358 --> 00:34:51.900 achieve this goal in twelve visits and 00:34:52.039 --> 00:34:53.280 again, like Tony said before, 00:34:53.340 --> 00:34:55.623 don't have the don't have the goal focused 00:34:55.663 --> 00:34:56.242 around pain, 00:34:56.282 --> 00:34:58.844 have the goal focused around function or 00:34:58.864 --> 00:35:01.447 getting back to this particular museum, 00:35:01.847 --> 00:35:03.869 have the goal getting back to walking on 00:35:03.889 --> 00:35:04.369 the beach, 00:35:04.429 --> 00:35:06.010 going to this particular restaurant, 00:35:06.311 --> 00:35:08.012 walking this particular number of 00:35:08.172 --> 00:35:09.172 objective blocks. 00:35:09.833 --> 00:35:10.293 whatever it is. 00:35:10.333 --> 00:35:11.434 So does that make sense? 00:35:11.454 --> 00:35:12.134 Like we, we haven't, 00:35:12.153 --> 00:35:13.934 we haven't had anyone convert to do like 00:35:13.974 --> 00:35:17.195 the time-based package, but I was like, 00:35:17.735 --> 00:35:18.896 that might be the best. 00:35:20.237 --> 00:35:21.617 I believe that approach by the way, 00:35:21.838 --> 00:35:22.557 is the, 00:35:22.577 --> 00:35:24.458 I think that should be how we only 00:35:24.518 --> 00:35:26.639 sell physical therapy, which is so, 00:35:26.679 --> 00:35:27.739 I think it's so, 00:35:27.800 --> 00:35:29.260 I think it's so aggressive and outside of 00:35:29.280 --> 00:35:29.581 the box, 00:35:29.621 --> 00:35:31.862 but to sell visit by visit is why. 00:35:32.802 --> 00:35:34.342 Ninety percent of the country falls off 00:35:34.382 --> 00:35:35.643 and drops off of physical therapy. 00:35:36.264 --> 00:35:37.364 You said it's difficult. 00:35:37.463 --> 00:35:38.565 What's the difficult part? 00:35:40.253 --> 00:35:40.472 Well, 00:35:40.713 --> 00:35:42.293 one is the physical therapist has to get 00:35:42.353 --> 00:35:44.574 comfortable saying a large number because 00:35:44.594 --> 00:35:46.436 they're going to say, it doesn't matter. 00:35:46.456 --> 00:35:46.597 Like, 00:35:46.617 --> 00:35:47.916 so we charge three fifty a visit and 00:35:47.936 --> 00:35:49.637 we for the time based package, 00:35:49.777 --> 00:35:51.059 I don't want to discount it. 00:35:51.358 --> 00:35:52.320 This would be a way for us to 00:35:52.360 --> 00:35:55.802 make our premium rate across a package or 00:35:55.822 --> 00:35:58.222 a program into the future where we get 00:35:58.382 --> 00:35:58.762 some. 00:35:59.443 --> 00:36:00.864 Ideally, we get a paid in full. 00:36:00.943 --> 00:36:02.804 We get the full package amount today. 00:36:03.286 --> 00:36:04.646 Maybe there's a payment plan or whatever. 00:36:05.126 --> 00:36:06.927 So it's the opposite of the revenue cycle 00:36:06.947 --> 00:36:07.327 management. 00:36:07.347 --> 00:36:08.648 We're actually getting the cash flow up 00:36:08.688 --> 00:36:08.949 front. 00:36:09.389 --> 00:36:10.889 and then we're fulfilling the visits into 00:36:10.909 --> 00:36:11.329 the future. 00:36:11.409 --> 00:36:14.351 But when someone pays like this, 00:36:15.371 --> 00:36:16.052 shockingly, 00:36:16.311 --> 00:36:17.753 they're way more committed and they're 00:36:17.773 --> 00:36:20.213 more likely to achieve their goals and get 00:36:20.253 --> 00:36:22.635 the outcome and tell their friends and 00:36:23.456 --> 00:36:25.036 continue or re-up a package. 00:36:25.197 --> 00:36:29.057 I mean, it's amazing what can happen, 00:36:29.438 --> 00:36:30.938 but the challenging part is someone that's 00:36:31.139 --> 00:36:33.740 entering with back pain or balance issues 00:36:33.760 --> 00:36:35.280 or whatever, if they're calling around, 00:36:35.961 --> 00:36:37.521 they will only hear that from our 00:36:37.561 --> 00:36:38.043 practice. 00:36:38.802 --> 00:36:41.123 No other practice is really going to pitch 00:36:41.164 --> 00:36:41.704 it that way. 00:36:42.164 --> 00:36:43.264 And obviously, 00:36:43.284 --> 00:36:45.947 we're pitching the paid evaluation first. 00:36:45.987 --> 00:36:47.146 So in this case, 00:36:47.166 --> 00:36:48.047 it was one hundred and seventy five 00:36:48.068 --> 00:36:48.347 dollars. 00:36:48.367 --> 00:36:50.228 So they have to meet us, 00:36:50.748 --> 00:36:51.969 start to know, like and trust us. 00:36:52.030 --> 00:36:52.530 Obviously, 00:36:52.610 --> 00:36:54.070 the therapist over the first hour, 00:36:54.851 --> 00:36:56.351 build rapport, build value, 00:36:56.492 --> 00:36:57.431 demonstrate value. 00:36:59.353 --> 00:37:00.454 And so it's hard because. 00:37:01.288 --> 00:37:02.847 There's no schooling. 00:37:02.869 --> 00:37:05.809 There's no DPT rotation to learn this. 00:37:05.849 --> 00:37:07.570 There's no, no one else's, 00:37:07.829 --> 00:37:08.690 there's no friends. 00:37:08.750 --> 00:37:10.951 Their physical therapist coworkers are not 00:37:10.990 --> 00:37:12.452 doing this. 00:37:12.532 --> 00:37:16.112 Like it's a little more foreign for a 00:37:16.152 --> 00:37:18.534 physical therapist to like even implement 00:37:18.574 --> 00:37:18.693 it. 00:37:19.014 --> 00:37:20.494 They have to believe in their skills. 00:37:20.574 --> 00:37:22.014 They have to believe that they're not 00:37:22.034 --> 00:37:22.695 being salesy. 00:37:22.715 --> 00:37:24.514 There's multiple challenges, right? 00:37:25.615 --> 00:37:27.096 I've got a model in my head that 00:37:27.135 --> 00:37:27.876 I think would work. 00:37:27.936 --> 00:37:29.336 I want to hear what Jimmy's thinking. 00:37:31.032 --> 00:37:33.121 Um, that's a lot. 00:37:33.282 --> 00:37:34.568 So where do you, what do you like? 00:37:36.121 --> 00:37:37.661 This is where selling plumbing gets a lot 00:37:37.701 --> 00:37:38.081 easier. 00:37:38.661 --> 00:37:40.282 Do you have puddle in bathroom? 00:37:40.521 --> 00:37:41.902 Do you want to go away? 00:37:42.302 --> 00:37:44.543 And that's why plumbing can be a commodity 00:37:44.704 --> 00:37:45.764 because then you're going to call the 00:37:45.824 --> 00:37:46.304 second guy, 00:37:46.344 --> 00:37:47.485 the third guy and the fourth guy, 00:37:47.704 --> 00:37:49.025 and you're just going to choose on the 00:37:49.065 --> 00:37:49.565 cheapest. 00:37:49.945 --> 00:37:51.465 And that's the point is we're trying to 00:37:51.485 --> 00:37:52.405 sell the outcome. 00:37:52.706 --> 00:37:54.306 And now you can hear I'm getting rowdy 00:37:54.327 --> 00:37:54.567 about it. 00:37:54.606 --> 00:37:56.106 I'm getting like, 00:37:56.606 --> 00:37:57.887 this is a giant friction. 00:37:57.947 --> 00:37:59.788 This is a hard thing that I think 00:37:59.847 --> 00:38:01.108 some people do well. 00:38:01.489 --> 00:38:02.748 I don't think they if they do it 00:38:02.789 --> 00:38:02.989 well, 00:38:03.009 --> 00:38:04.789 it's not they don't do one thing well. 00:38:05.409 --> 00:38:08.233 it's lots of things they do well that 00:38:08.373 --> 00:38:11.476 equal this being simple and more clear so 00:38:11.755 --> 00:38:13.617 so you're in your comparison and i'm not 00:38:13.717 --> 00:38:14.818 i'm not digging you but i'm just saying 00:38:14.838 --> 00:38:16.440 like when you compare it to plumbing of 00:38:16.480 --> 00:38:17.840 course so actually we just had we just 00:38:17.860 --> 00:38:19.302 had plumbers today they brought the snake 00:38:19.382 --> 00:38:21.123 and they cleared out the one of the 00:38:21.143 --> 00:38:22.324 the bathroom sinks and it was just a 00:38:22.344 --> 00:38:25.208 bunch of hair right uh i don't i 00:38:25.228 --> 00:38:26.509 don't know the guy's names they didn't 00:38:26.548 --> 00:38:27.530 introduce themselves i don't 00:38:27.889 --> 00:38:29.112 I will call another plumber, 00:38:29.291 --> 00:38:31.213 another company who can get here faster 00:38:31.253 --> 00:38:31.635 next time. 00:38:31.954 --> 00:38:33.597 I have no customer loyalty to that 00:38:33.617 --> 00:38:34.157 plumbing company. 00:38:34.518 --> 00:38:37.362 I don't care if those guys, 00:38:37.902 --> 00:38:39.003 as long as they leave our place, 00:38:39.603 --> 00:38:40.184 we're good, right? 00:38:40.244 --> 00:38:41.025 Now, I don't care. 00:38:41.085 --> 00:38:41.967 I have no affinity. 00:38:42.206 --> 00:38:43.088 I'm not even going to write a Google 00:38:43.128 --> 00:38:44.409 review for that plumbing company that just 00:38:44.449 --> 00:38:45.751 came here this morning at eight a.m. 00:38:47.128 --> 00:38:48.168 That's the difference, Jimmy. 00:38:48.188 --> 00:38:50.389 The difference is we're trying. 00:38:50.510 --> 00:38:51.371 Yes, it's yes. 00:38:51.411 --> 00:38:53.972 There's more challenge to train a 00:38:53.992 --> 00:38:56.012 therapist to talk about this time based 00:38:56.333 --> 00:38:57.733 results based program. 00:38:58.795 --> 00:38:59.795 But and it's not for everyone. 00:38:59.815 --> 00:39:01.757 But the point of the offer of, OK, 00:39:01.777 --> 00:39:02.896 you pay one hundred seventy five dollars 00:39:02.916 --> 00:39:03.597 for the evaluation. 00:39:03.637 --> 00:39:04.038 You come in. 00:39:04.358 --> 00:39:06.800 The therapist does the normal evaluation 00:39:06.900 --> 00:39:07.340 treatment. 00:39:07.539 --> 00:39:09.460 HEP talks about the prognosis, diagnosis, 00:39:09.501 --> 00:39:09.780 all that. 00:39:10.561 --> 00:39:10.902 Obviously, 00:39:11.202 --> 00:39:13.463 hopefully builds rapport and trust in all 00:39:13.483 --> 00:39:13.764 of that. 00:39:14.775 --> 00:39:17.097 Then when they present this and say 00:39:17.137 --> 00:39:18.318 basically like, hey, 00:39:18.599 --> 00:39:19.800 we don't offer visit by visit. 00:39:21.161 --> 00:39:22.802 That's the difference is, yes, 00:39:22.902 --> 00:39:25.824 it's going to be a twenty five or 00:39:25.905 --> 00:39:27.867 thirty percent conversion rate from the 00:39:27.907 --> 00:39:29.288 evaluation to these. 00:39:29.989 --> 00:39:32.409 to the packages a very low conversion rate 00:39:32.829 --> 00:39:34.670 whereas a plumber where it's like okay 00:39:34.730 --> 00:39:35.929 it's uh you know i don't know a 00:39:35.949 --> 00:39:37.090 hundred dollars or two hundred dollars for 00:39:37.110 --> 00:39:38.670 me to come out and then for me 00:39:38.690 --> 00:39:40.371 to get my snake machine and do that 00:39:40.431 --> 00:39:42.512 it's good it's like a very like uh 00:39:42.652 --> 00:39:44.432 commodity base like it's this dollar this 00:39:44.452 --> 00:39:45.932 dollar and then now they leave and i 00:39:45.992 --> 00:39:48.152 don't care yeah i have no i'm not 00:39:48.172 --> 00:39:49.454 going to tell my neighbors about the 00:39:49.474 --> 00:39:50.873 plumbing company i'm not going to say i'm 00:39:50.893 --> 00:39:51.773 not going to say it on this podcast 00:39:51.813 --> 00:39:53.795 oh the this the plumbing company was 00:39:53.815 --> 00:39:54.454 amazing 00:39:54.934 --> 00:39:56.536 they did the normal standard stuff because 00:39:56.576 --> 00:39:58.117 that's the way that the whole industry 00:39:58.157 --> 00:39:59.498 does it right so we're trying to do 00:39:59.538 --> 00:40:01.079 it differently and we're trying to offer a 00:40:01.599 --> 00:40:04.981 solution-based package that aligns our 00:40:05.021 --> 00:40:06.981 incentives with the patient and clients 00:40:07.161 --> 00:40:08.782 incentives they want to get they want to 00:40:08.822 --> 00:40:10.523 resolve their chronic back pain or get 00:40:10.543 --> 00:40:12.724 back to walking on the beach we can 00:40:12.746 --> 00:40:14.967 make a program and a package specifically 00:40:14.987 --> 00:40:16.568 around them every single thing that we do 00:40:16.608 --> 00:40:18.168 in every encounter with that client 00:40:18.869 --> 00:40:20.530 is focused on getting them back to walking 00:40:20.550 --> 00:40:20.990 on the beach. 00:40:21.550 --> 00:40:23.373 And now our offer becomes a one of 00:40:23.552 --> 00:40:25.614 one so that they cannot compare our offer 00:40:25.655 --> 00:40:29.277 to even a nearby Medicare Part B therapist 00:40:29.358 --> 00:40:30.918 or a brick and mortar therapist that takes 00:40:30.978 --> 00:40:31.480 in that work. 00:40:31.980 --> 00:40:33.081 Yes, it's more challenging. 00:40:33.541 --> 00:40:33.862 Yes, 00:40:33.902 --> 00:40:35.824 the conversion rate is lower to the plan 00:40:35.844 --> 00:40:36.164 of care. 00:40:36.423 --> 00:40:37.445 But then the people that want to use 00:40:37.465 --> 00:40:38.545 their insurance or Medicare, 00:40:38.945 --> 00:40:40.788 sometimes not in Tony's office, 00:40:40.827 --> 00:40:43.469 but many times people will do three visits 00:40:43.489 --> 00:40:44.110 and drop off. 00:40:44.670 --> 00:40:47.311 As per the WebPT data from the last 00:40:47.351 --> 00:40:48.052 five or ten years, 00:40:48.072 --> 00:40:50.512 like people drop off because there is no 00:40:50.572 --> 00:40:51.092 skin in the game. 00:40:51.112 --> 00:40:51.873 They're not committed. 00:40:51.913 --> 00:40:52.914 They don't or they don't trust the 00:40:52.934 --> 00:40:54.574 therapist or there's multiple reasons. 00:40:54.914 --> 00:40:55.894 I think there's multiple reasons. 00:40:57.295 --> 00:40:58.576 I think what you're doing is harder, 00:40:58.615 --> 00:40:59.356 just to be clear. 00:40:59.576 --> 00:40:59.735 I know. 00:40:59.815 --> 00:41:00.275 Of course it is. 00:41:00.295 --> 00:41:02.137 I mean, I do the plumbing comparison, 00:41:02.297 --> 00:41:03.476 but I only use that. 00:41:04.077 --> 00:41:04.458 It's hard. 00:41:04.538 --> 00:41:06.157 It's harder to demonstrate value in an 00:41:06.197 --> 00:41:06.657 industry. 00:41:07.039 --> 00:41:08.338 It's way easier to be a commodity. 00:41:08.739 --> 00:41:08.898 Sure. 00:41:08.938 --> 00:41:09.458 One hundred percent. 00:41:09.940 --> 00:41:10.639 Tony, do you agree? 00:41:10.659 --> 00:41:11.019 Disagree? 00:41:11.871 --> 00:41:12.213 I agree. 00:41:12.592 --> 00:41:15.576 I like the plumbing analogy simply because 00:41:16.077 --> 00:41:18.519 it shows us that we can't compare plumbing 00:41:18.559 --> 00:41:20.021 to what Dave's talking about. 00:41:20.762 --> 00:41:22.264 Plumbing is, I come in, 00:41:22.443 --> 00:41:23.945 I fix the leak, I'm done. 00:41:25.429 --> 00:41:27.971 Physical therapy is, it's not just me. 00:41:28.090 --> 00:41:29.132 I can't come in, 00:41:29.291 --> 00:41:31.032 rub your muscle and fix you when you're 00:41:31.052 --> 00:41:31.413 done. 00:41:31.733 --> 00:41:33.713 You have to be an active participant. 00:41:34.153 --> 00:41:35.594 So my question to Dave is, 00:41:36.195 --> 00:41:38.356 what is an existing business model right 00:41:38.396 --> 00:41:42.077 now in the world that has those same 00:41:42.117 --> 00:41:42.838 challenges? 00:41:43.697 --> 00:41:44.597 Raising kids. 00:41:44.637 --> 00:41:45.599 Raising children. 00:41:46.744 --> 00:41:47.246 Kind of. 00:41:47.286 --> 00:41:48.005 Not really. 00:41:48.045 --> 00:41:48.746 It's an industry, 00:41:48.786 --> 00:41:50.086 but there's a lot of effort. 00:41:51.487 --> 00:41:53.090 I'm going to say higher education. 00:41:53.530 --> 00:41:53.829 Right. 00:41:53.909 --> 00:41:55.990 Like I had I had people in my 00:41:56.052 --> 00:41:58.652 program that paid for school. 00:41:58.713 --> 00:42:00.614 School did not guarantee the degree. 00:42:01.275 --> 00:42:02.536 School guaranteed. 00:42:02.655 --> 00:42:03.677 I'm going to put a teacher in a 00:42:03.717 --> 00:42:04.317 classroom. 00:42:04.878 --> 00:42:06.498 That teacher is going to teach you stuff. 00:42:07.179 --> 00:42:08.559 It's up to you, the student, 00:42:08.579 --> 00:42:09.219 to show up. 00:42:09.340 --> 00:42:11.219 It's up to you, the student, to study. 00:42:11.260 --> 00:42:14.061 It's up to you, the student, to learn, 00:42:14.460 --> 00:42:16.521 take the test, get the credential. 00:42:18.181 --> 00:42:20.503 The universities are doing this at massive 00:42:20.543 --> 00:42:22.724 scale and incredibly successful. 00:42:23.583 --> 00:42:26.445 and so and they even show like look 00:42:26.465 --> 00:42:28.467 this can be a high ticket unaffordable 00:42:29.027 --> 00:42:31.329 service that they are delivering that 00:42:31.369 --> 00:42:33.130 their students their customers are 00:42:33.271 --> 00:42:35.092 borrowing tons of money for that the 00:42:35.192 --> 00:42:38.733 problems many will never pay back um and 00:42:38.773 --> 00:42:41.096 so it's like okay well what what's this 00:42:41.175 --> 00:42:43.456 value proposition there how do i bring 00:42:43.536 --> 00:42:46.559 that model into what you're trying to sell 00:42:47.099 --> 00:42:49.081 you're right you can't promise you can't 00:42:49.121 --> 00:42:52.503 guarantee a pain-free resolution in six 00:42:52.563 --> 00:42:52.923 weeks 00:42:53.891 --> 00:42:56.219 what you do is you say just like 00:42:56.280 --> 00:42:57.483 a university degree 00:42:58.692 --> 00:43:00.934 this is what i can provide this is 00:43:00.974 --> 00:43:02.934 what i guarantee i guarantee the therapist 00:43:02.974 --> 00:43:04.155 is going to be there three days a 00:43:04.195 --> 00:43:05.677 week two days a week whatever it is 00:43:06.137 --> 00:43:08.199 i guarantee they're going to dedicate this 00:43:08.239 --> 00:43:11.300 plan of care these are the expectations 00:43:11.340 --> 00:43:13.983 just like a syllabus this is generally 00:43:14.043 --> 00:43:15.804 what you're going to be doing within 00:43:15.903 --> 00:43:18.646 general framework and this is what it's 00:43:18.666 --> 00:43:20.668 going to cost at the end of the 00:43:20.768 --> 00:43:23.610 twelve thousand dollar six week investment 00:43:24.150 --> 00:43:26.032 maybe you feel better maybe you don't i 00:43:26.092 --> 00:43:27.233 can't control that 00:43:27.813 --> 00:43:29.393 But the things that I can control, 00:43:29.434 --> 00:43:30.994 just like a university are, 00:43:31.574 --> 00:43:32.795 the teacher is going to be there, 00:43:33.155 --> 00:43:34.775 the material is going to be available. 00:43:35.135 --> 00:43:37.976 We know that enough people who do this 00:43:38.478 --> 00:43:39.918 finish with this outcome. 00:43:40.398 --> 00:43:41.719 They can pass the test, 00:43:41.759 --> 00:43:44.500 they can get the degree, whatever it is. 00:43:45.420 --> 00:43:48.382 I would model that after how universities 00:43:48.422 --> 00:43:50.083 are selling degrees to students. 00:43:50.822 --> 00:43:53.563 And that's what I would use as my 00:43:53.664 --> 00:43:54.744 sales process. 00:43:56.304 --> 00:43:57.505 I think it'd be awesome. 00:43:57.664 --> 00:43:59.704 And I think a therapist would kind of 00:43:59.784 --> 00:44:02.226 understand because they've already 00:44:02.266 --> 00:44:04.686 invested one fifty two hundred thousand in 00:44:04.746 --> 00:44:07.268 their education with zero guarantees on 00:44:07.307 --> 00:44:08.847 the outcome at the other end. 00:44:09.420 --> 00:44:10.900 Well, not zero guarantees, right? 00:44:10.920 --> 00:44:12.422 Because we've been told, listen, 00:44:12.541 --> 00:44:13.543 go to Indeed. 00:44:13.563 --> 00:44:15.244 Look at all these job openings. 00:44:15.284 --> 00:44:16.786 If you do this, then you do it. 00:44:16.826 --> 00:44:19.166 But look how subtly universities do that. 00:44:19.228 --> 00:44:20.268 And I'm not saying that they're doing it 00:44:20.307 --> 00:44:21.369 deceptively, but they're like, 00:44:21.768 --> 00:44:23.710 we are the bridge between where you are 00:44:23.731 --> 00:44:24.612 and where you want to go. 00:44:25.472 --> 00:44:26.713 Isn't that what Dave sells? 00:44:26.913 --> 00:44:28.735 We are the bridge between where you are 00:44:28.974 --> 00:44:30.056 and where you want to go. 00:44:30.076 --> 00:44:30.315 Exactly. 00:44:30.851 --> 00:44:33.313 Tony's analogy of the higher education is 00:44:33.393 --> 00:44:34.675 completely on point. 00:44:34.735 --> 00:44:37.916 What a sage contribution. 00:44:38.356 --> 00:44:41.458 And it's like the saying of when the 00:44:41.498 --> 00:44:43.179 student is ready, the teacher will appear. 00:44:43.260 --> 00:44:45.302 And that's exactly what Tony's talking 00:44:45.322 --> 00:44:45.541 about. 00:44:45.702 --> 00:44:47.143 Yeah, it's the same. 00:44:47.563 --> 00:44:50.684 But it's not just what you sell because 00:44:50.744 --> 00:44:53.827 Toyota and Ferrari both sell cars. 00:44:54.708 --> 00:44:55.748 But they don't, right? 00:44:55.807 --> 00:44:57.648 Because if you're stupid enough to think 00:44:57.670 --> 00:44:59.190 the Ferrari and a Toyota are the same 00:44:59.231 --> 00:44:59.510 thing, 00:45:00.543 --> 00:45:02.443 and you buy the Ferrari, you're an idiot. 00:45:02.905 --> 00:45:04.686 But if you understand what you're buying, 00:45:05.126 --> 00:45:07.307 you're buying something wildly different. 00:45:07.827 --> 00:45:09.929 So I don't think Dave, I mean, 00:45:10.030 --> 00:45:10.690 I go back to this, 00:45:10.951 --> 00:45:12.612 I know you guys hate and love what 00:45:12.632 --> 00:45:12.972 I bring up. 00:45:13.632 --> 00:45:15.853 You're not selling things low on the 00:45:16.715 --> 00:45:17.494 pyramid here. 00:45:17.835 --> 00:45:20.137 You're selling transformation, right? 00:45:20.177 --> 00:45:21.038 And that's higher, 00:45:21.057 --> 00:45:22.418 which is why it's worth more. 00:45:22.759 --> 00:45:26.382 It's also harder to wrap up in one 00:45:26.442 --> 00:45:28.483 sentence because that sentence, 00:45:29.184 --> 00:45:32.525 doesn't might not fit for everyone right 00:45:32.646 --> 00:45:35.146 like it what what like for one you're 00:45:35.186 --> 00:45:36.768 selling like fall prevention on the upper 00:45:36.827 --> 00:45:38.528 east side and the other it's return to 00:45:38.608 --> 00:45:41.650 run your central park you can do both 00:45:42.010 --> 00:45:44.251 but those two stories are wildly different 00:45:44.291 --> 00:45:47.393 very far apart um 00:45:48.213 --> 00:45:48.554 And also, 00:45:48.753 --> 00:45:50.315 also it's like students that are going 00:45:50.335 --> 00:45:53.039 into higher education and they like, I, I, 00:45:53.358 --> 00:45:55.621 I don't even really remember my process of 00:45:55.681 --> 00:45:56.481 like the, 00:45:56.661 --> 00:45:59.385 of like the paperwork and the financing 00:45:59.644 --> 00:46:00.505 and loans and all that. 00:46:00.585 --> 00:46:02.288 Like, I, I don't even remember. 00:46:03.588 --> 00:46:03.768 Right. 00:46:03.789 --> 00:46:05.789 So it's almost like that's the only 00:46:05.829 --> 00:46:06.469 difference, Tony, 00:46:06.630 --> 00:46:08.831 is the process of like financing and 00:46:08.891 --> 00:46:09.271 payment. 00:46:09.311 --> 00:46:09.530 Right. 00:46:09.791 --> 00:46:10.811 So like with higher education, 00:46:10.851 --> 00:46:12.952 it's like it's like it's like, you know, 00:46:13.012 --> 00:46:13.893 it's like funny money. 00:46:13.952 --> 00:46:15.893 It's like envelopes and, you know, paper. 00:46:15.994 --> 00:46:19.454 And it just it's versus like when we're 00:46:19.474 --> 00:46:19.974 like, OK, 00:46:20.034 --> 00:46:21.396 it's going to be a three thousand, 00:46:21.476 --> 00:46:22.036 four thousand, 00:46:22.076 --> 00:46:23.237 six thousand dollar package. 00:46:23.536 --> 00:46:24.777 And now you have to, you know, oh, 00:46:24.817 --> 00:46:25.597 we have your card on file. 00:46:25.617 --> 00:46:26.697 Do you want to use that same card 00:46:26.717 --> 00:46:27.177 or whatever? 00:46:27.277 --> 00:46:30.179 Like it's like it's it's a little because 00:46:30.199 --> 00:46:31.659 it's a smaller dollar amount compared to 00:46:31.679 --> 00:46:31.900 like. 00:46:33.420 --> 00:46:34.121 your future, 00:46:34.161 --> 00:46:35.885 like your career and what you're going to 00:46:35.925 --> 00:46:36.224 study. 00:46:36.786 --> 00:46:37.867 There are some similarities. 00:46:37.907 --> 00:46:38.789 There are some differences. 00:46:40.351 --> 00:46:43.215 Did you play poker with chips or did 00:46:43.235 --> 00:46:45.378 you play poker with dollars and coins? 00:46:45.597 --> 00:46:46.500 Seriously. 00:46:46.679 --> 00:46:46.980 Chips. 00:46:47.489 --> 00:46:49.931 yeah so so when you when you were 00:46:49.971 --> 00:46:52.452 going into college was your english 00:46:52.492 --> 00:46:55.273 teacher the one who did the financing and 00:46:55.313 --> 00:46:57.655 went through the the fafsa form and and 00:46:58.175 --> 00:47:00.637 took your payment no so like they 00:47:00.737 --> 00:47:03.719 understand we can't have the person 00:47:03.760 --> 00:47:05.840 handling the money be the person who's 00:47:05.882 --> 00:47:07.722 teaching you know algebra 00:47:09.065 --> 00:47:10.646 You identify that's the problem. 00:47:10.746 --> 00:47:12.326 You identify the weakness in the 00:47:12.365 --> 00:47:13.007 clinician. 00:47:13.067 --> 00:47:15.447 The weakness in the clinician is, yes, 00:47:15.567 --> 00:47:17.788 I could probably force that person to 00:47:17.867 --> 00:47:18.789 learn how to sell. 00:47:18.829 --> 00:47:20.768 They're never gonna sell as great as a 00:47:20.829 --> 00:47:21.530 salesperson. 00:47:21.929 --> 00:47:23.349 They're never gonna be as comfortable 00:47:23.409 --> 00:47:27.092 accepting that money as somebody who is 00:47:27.192 --> 00:47:28.472 born to take money, 00:47:28.492 --> 00:47:31.373 who wants to accept money, who sees money, 00:47:31.853 --> 00:47:34.135 dollars in Dave's bank account as points 00:47:34.175 --> 00:47:34.914 on the scoreboard, 00:47:35.474 --> 00:47:37.336 That's the person that I want taking the 00:47:37.376 --> 00:47:39.077 money and handling the deal. 00:47:39.559 --> 00:47:43.702 So you work the business to optimize for 00:47:43.762 --> 00:47:45.563 that outcome in that role. 00:47:45.664 --> 00:47:48.286 Who is the person that literally feels 00:47:48.347 --> 00:47:51.329 good accepting money, taking more money? 00:47:51.789 --> 00:47:53.451 More money means better care. 00:47:53.550 --> 00:47:55.333 More money means better outcomes. 00:47:55.432 --> 00:47:57.594 More money is positive for the therapist, 00:47:57.614 --> 00:47:59.456 for Dave and the patient. 00:48:00.177 --> 00:48:01.538 They need to have that in their 00:48:01.577 --> 00:48:02.219 personality. 00:48:02.278 --> 00:48:04.199 That's the person that I want handling the 00:48:04.239 --> 00:48:08.103 sales and all the other stuff. 00:48:08.543 --> 00:48:09.965 Interesting question for Dave. 00:48:10.606 --> 00:48:12.907 What is the biggest differentiator with 00:48:12.927 --> 00:48:13.748 your employees? 00:48:14.369 --> 00:48:16.670 What gets them to go from uncomfortable to 00:48:16.931 --> 00:48:18.751 comfortable in explaining this? 00:48:19.092 --> 00:48:20.914 Repetition? 00:48:20.934 --> 00:48:22.215 You coach them more? 00:48:22.255 --> 00:48:23.496 What do you think the biggest change? 00:48:23.775 --> 00:48:25.297 My guess would be the more you do 00:48:25.358 --> 00:48:27.840 it, the less it feels weird, right? 00:48:27.860 --> 00:48:28.059 Yeah. 00:48:28.961 --> 00:48:30.242 Reps is the only thing. 00:48:30.362 --> 00:48:31.903 And that's another reason why we do the 00:48:32.324 --> 00:48:34.286 all the interactions are recorded on the 00:48:34.445 --> 00:48:34.646 app. 00:48:34.746 --> 00:48:35.005 Right. 00:48:35.045 --> 00:48:36.907 So otherwise it's not measuring it and 00:48:36.947 --> 00:48:38.829 recording it when it's recorded. 00:48:38.949 --> 00:48:40.710 It gives automate like it's insane. 00:48:40.730 --> 00:48:42.170 The amount of data it tells, 00:48:42.210 --> 00:48:44.413 like a percentage of how much I talked, 00:48:44.773 --> 00:48:46.675 how much the therapist talk versus the 00:48:46.775 --> 00:48:50.237 client talked and how many questions and 00:48:50.317 --> 00:48:51.257 interruption rate. 00:48:51.918 --> 00:48:53.800 And in the transcript, 00:48:54.480 --> 00:48:56.001 You can listen to the audio. 00:48:56.021 --> 00:48:57.001 You can also look at the transcript. 00:48:57.021 --> 00:48:57.963 But in the transcript, 00:48:58.302 --> 00:49:01.405 there'll be comments that the AI will flag 00:49:01.485 --> 00:49:02.666 and give you feedback. 00:49:02.706 --> 00:49:04.228 So it's like remote digital coaching that 00:49:04.248 --> 00:49:05.128 does not come from me. 00:49:05.369 --> 00:49:07.190 So it's amazing to have a third-party 00:49:07.231 --> 00:49:09.893 coach where the comment will say, hey, 00:49:10.213 --> 00:49:13.235 this explanation was a little long-winded. 00:49:13.516 --> 00:49:15.577 Maybe focus on tightening up a bit. 00:49:15.777 --> 00:49:17.719 Or this explanation was like... 00:49:18.260 --> 00:49:21.001 a little too much medical jargon and it 00:49:21.041 --> 00:49:22.623 was like a little more like complex, 00:49:22.664 --> 00:49:25.545 like maybe like speak at like a lower 00:49:25.626 --> 00:49:27.306 reading level or like a little bit more 00:49:27.387 --> 00:49:28.128 in layman's terms. 00:49:28.829 --> 00:49:30.570 And that's super helpful because they 00:49:30.590 --> 00:49:31.710 could see that any time, 00:49:31.771 --> 00:49:33.311 either from the email notifications or 00:49:33.371 --> 00:49:35.074 inside the dashboard. 00:49:35.673 --> 00:49:37.795 So it's like the system can give feedback 00:49:39.016 --> 00:49:41.978 and the more that they are learning and 00:49:41.998 --> 00:49:43.260 they're recording calls, 00:49:43.300 --> 00:49:44.840 like at some point they're going to go 00:49:44.942 --> 00:49:45.822 in and plus our 00:49:47.030 --> 00:49:48.791 Calls as a new therapist, 00:49:48.811 --> 00:49:50.413 like the interactions, 00:49:50.452 --> 00:49:52.753 the meetings or the the weekly and monthly 00:49:53.094 --> 00:49:53.755 coaching calls. 00:49:54.315 --> 00:49:55.536 We're talking about that stuff, too. 00:49:55.615 --> 00:49:55.755 Right. 00:49:55.775 --> 00:49:57.036 So we'll do sales training together. 00:49:57.056 --> 00:49:57.336 But yeah, 00:49:57.396 --> 00:49:58.958 reps is definitely the biggest thing. 00:49:59.918 --> 00:50:00.759 Yeah, I was going to say, 00:50:00.858 --> 00:50:03.320 like the next hurdle you'll get into is 00:50:03.481 --> 00:50:06.362 in my imagine is people who feel like 00:50:06.402 --> 00:50:08.543 this is something that they want to be 00:50:08.583 --> 00:50:08.844 doing, 00:50:09.643 --> 00:50:11.565 because if I expected go to school and 00:50:11.625 --> 00:50:13.726 be the authority and the patients show up 00:50:13.766 --> 00:50:15.106 and I do the thing and they leave 00:50:15.126 --> 00:50:16.088 and they always listen to me. 00:50:16.507 --> 00:50:17.289 And now they're being told, 00:50:17.929 --> 00:50:20.231 I have to listen to them and change. 00:50:20.650 --> 00:50:22.672 I have to sell, which is this like, 00:50:22.972 --> 00:50:23.554 get that off me. 00:50:23.574 --> 00:50:24.855 I'm going to go take a hot shower 00:50:24.875 --> 00:50:25.335 and scrub that. 00:50:25.614 --> 00:50:26.356 Those people, 00:50:27.056 --> 00:50:28.257 you're never going to make those people 00:50:28.297 --> 00:50:28.697 like it. 00:50:29.197 --> 00:50:30.259 I've got friends who are like, 00:50:30.318 --> 00:50:31.000 I don't like running. 00:50:31.099 --> 00:50:31.420 And I'm like, 00:50:31.539 --> 00:50:34.242 do you know what exercise I'm not going 00:50:34.523 --> 00:50:35.063 to suggest? 00:50:35.684 --> 00:50:36.945 I'm not going to turn you into a 00:50:36.985 --> 00:50:38.585 runner. 00:50:38.766 --> 00:50:40.266 You're not going to turn that person into 00:50:40.306 --> 00:50:40.987 a salesperson. 00:50:41.635 --> 00:50:42.918 You're not even trying to turn them into 00:50:42.938 --> 00:50:43.559 a salesperson. 00:50:43.780 --> 00:50:45.623 You're trying to turn them into someone 00:50:45.643 --> 00:50:48.146 who will show, not tell. 00:50:48.708 --> 00:50:50.972 And science and healthcare love telling 00:50:50.992 --> 00:50:53.436 stuff and showing a different skill set. 00:50:54.012 --> 00:50:54.552 And by the way, 00:50:54.592 --> 00:50:57.353 it's important because I strive to do all 00:50:57.393 --> 00:50:59.534 this in terms of any new candidates. 00:50:59.554 --> 00:51:00.914 We have a new candidate starting in like 00:51:00.954 --> 00:51:01.375 two weeks. 00:51:01.956 --> 00:51:02.996 So any new candidate, 00:51:03.775 --> 00:51:05.836 I make sure before they ever start, 00:51:06.336 --> 00:51:08.938 we go through like point by point of 00:51:08.998 --> 00:51:10.918 like, here's like what we're going to do. 00:51:10.958 --> 00:51:11.699 Here's what we're about. 00:51:11.719 --> 00:51:12.619 But like specifically, 00:51:13.378 --> 00:51:15.320 and I want to make sure this stuff, 00:51:15.519 --> 00:51:16.440 we're going to do this stuff. 00:51:16.500 --> 00:51:17.260 And if you don't like this, 00:51:17.320 --> 00:51:18.300 it's probably not going to be the right 00:51:18.340 --> 00:51:18.860 fit. 00:51:19.380 --> 00:51:21.302 So one is the call record or the 00:51:21.322 --> 00:51:22.121 interaction reporting. 00:51:22.922 --> 00:51:24.242 Another one is social media video. 00:51:24.722 --> 00:51:24.882 Right. 00:51:24.902 --> 00:51:25.842 So it's like right now, 00:51:25.862 --> 00:51:26.902 the way I am and you guys have 00:51:26.922 --> 00:51:27.762 helped me a ton, 00:51:27.782 --> 00:51:30.083 just like modeling what you guys do, 00:51:30.123 --> 00:51:32.123 like any therapist that comes on, 00:51:32.184 --> 00:51:34.344 like that will almost be a deal breaker. 00:51:34.543 --> 00:51:35.784 Like if they don't want to be in 00:51:35.925 --> 00:51:37.545 front of video or they're like afraid or 00:51:37.565 --> 00:51:39.025 whatever and like, you know, 00:51:39.045 --> 00:51:40.766 lapel mics and I'm going to record you 00:51:40.806 --> 00:51:42.146 and I'm going to we're going to just 00:51:42.206 --> 00:51:43.005 like talk shop. 00:51:43.045 --> 00:51:44.346 Like it's nothing crazy. 00:51:44.405 --> 00:51:44.905 Like Tony said, 00:51:44.925 --> 00:51:46.447 like they're talking to me and all that. 00:51:46.487 --> 00:51:47.726 But if they're like, 00:51:48.603 --> 00:51:49.844 not comfortable in front of video, 00:51:49.864 --> 00:51:51.126 like I probably won't hire them. 00:51:51.206 --> 00:51:51.387 Right. 00:51:51.427 --> 00:51:52.867 So it's like, you need to, like, 00:51:52.887 --> 00:51:54.108 we're going to be doing social media 00:51:54.128 --> 00:51:54.369 video. 00:51:54.409 --> 00:51:55.150 Are you cool with that? 00:51:55.271 --> 00:51:56.492 Like, are you all right with that? 00:51:56.512 --> 00:51:58.132 Talking about conditions and you know, 00:51:58.172 --> 00:51:59.914 you treat me and I treat you and 00:51:59.934 --> 00:52:02.697 then recording the interactions and saying 00:52:02.737 --> 00:52:03.978 these dollar amounts out loud. 00:52:04.278 --> 00:52:05.440 And there's going to be some rejection. 00:52:05.480 --> 00:52:07.001 Like I, I put everything out there. 00:52:07.282 --> 00:52:08.762 right so they know they know exactly like 00:52:08.782 --> 00:52:10.143 the income opportunity the income 00:52:10.164 --> 00:52:12.284 potential and all the main roles and 00:52:12.304 --> 00:52:14.465 responsibilities including like traveling 00:52:14.485 --> 00:52:15.786 around and what's going to be your travel 00:52:15.806 --> 00:52:17.608 radius for home visits or and clinic 00:52:17.628 --> 00:52:19.349 visits and all that so they know all 00:52:19.389 --> 00:52:22.210 that up front so that when we start 00:52:22.250 --> 00:52:24.692 like they're like i can fully invest in 00:52:24.711 --> 00:52:26.632 them and pour into them and coach them 00:52:27.072 --> 00:52:28.353 but there's not going to be any like 00:52:28.594 --> 00:52:30.554 surprises we do not want any surprises 00:52:31.835 --> 00:52:33.315 I'll tell you where this is going. 00:52:34.356 --> 00:52:35.677 And I'm going to use this reference. 00:52:35.717 --> 00:52:37.117 There it is. 00:52:37.137 --> 00:52:38.378 That is my Harley. 00:52:38.398 --> 00:52:39.239 That is not me. 00:52:39.320 --> 00:52:40.579 That is Ray. 00:52:42.240 --> 00:52:44.643 I think I said his name right for 00:52:44.842 --> 00:52:45.083 once. 00:52:45.543 --> 00:52:48.224 So I've got that Harley sitting in, 00:52:48.344 --> 00:52:48.885 you know, 00:52:48.985 --> 00:52:50.445 one of my physical therapy clinics. 00:52:50.485 --> 00:52:51.545 We're selling that building. 00:52:51.606 --> 00:52:52.706 I need to get it out of there. 00:52:53.347 --> 00:52:55.349 What do you think I did as a 00:52:55.389 --> 00:52:57.449 consumer and owner of that? 00:52:57.949 --> 00:53:00.253 The first thing I did was I go 00:53:00.293 --> 00:53:01.315 to chat GPT. 00:53:02.177 --> 00:53:02.918 I take a picture. 00:53:03.500 --> 00:53:04.481 I say, hey, I've got this. 00:53:04.561 --> 00:53:06.704 Nineteen ninety three Harley Sportster. 00:53:06.826 --> 00:53:08.188 Eight eighty three cc's. 00:53:08.248 --> 00:53:09.931 It's got under four thousand miles. 00:53:11.367 --> 00:53:12.246 I don't know what to do with it. 00:53:12.608 --> 00:53:13.568 Do I scrap it? 00:53:14.188 --> 00:53:16.009 It hasn't run in twenty five years, 00:53:16.028 --> 00:53:17.889 like it's just been sitting dry. 00:53:18.389 --> 00:53:19.190 Do I scrap it? 00:53:19.210 --> 00:53:20.010 Do I donate it? 00:53:20.050 --> 00:53:21.130 Do I try to sell it? 00:53:21.231 --> 00:53:22.431 Who do I sell it to? 00:53:22.572 --> 00:53:23.652 What is the pricing? 00:53:24.072 --> 00:53:24.893 Do research. 00:53:24.952 --> 00:53:25.972 What's market value? 00:53:26.693 --> 00:53:27.793 I go through this whole thing. 00:53:28.726 --> 00:53:30.726 what's going to happen is chad gpt is 00:53:30.748 --> 00:53:34.070 going to sell me on what i do 00:53:34.150 --> 00:53:37.552 with that motorcycle moving forward i 00:53:37.592 --> 00:53:41.315 guarantee now joey albritton gave me a 00:53:41.434 --> 00:53:43.677 sneak preview of a tool they're building 00:53:43.956 --> 00:53:46.998 which i can't discuss but it's amazing i 00:53:47.039 --> 00:53:50.101 guarantee the future sales person is not 00:53:50.141 --> 00:53:51.983 your therapist it's ai 00:53:52.722 --> 00:53:54.184 Now you can approach it from two ways. 00:53:54.204 --> 00:53:54.704 You can say, okay, 00:53:54.724 --> 00:53:57.126 I'm going to build an AI dedicated to 00:53:57.166 --> 00:53:58.268 the sales process. 00:53:58.288 --> 00:53:59.789 And I'm going to have that AI with 00:53:59.829 --> 00:54:00.809 an artificial voice, 00:54:00.849 --> 00:54:02.952 talk to the consumer and sell the consumer 00:54:03.052 --> 00:54:03.791 on my package. 00:54:04.532 --> 00:54:06.074 I don't think that's the approach any of 00:54:06.114 --> 00:54:06.855 us want to take. 00:54:07.596 --> 00:54:09.297 I think more what's going to happen is 00:54:10.237 --> 00:54:12.018 the consumer has their own AI. 00:54:12.119 --> 00:54:13.860 They have their own ChachiBT or Gemini or 00:54:13.880 --> 00:54:14.260 whatever. 00:54:14.802 --> 00:54:15.762 They're going to be like, look, 00:54:15.802 --> 00:54:16.822 these are my problems. 00:54:16.862 --> 00:54:18.525 This is what the therapist is offering. 00:54:18.565 --> 00:54:20.045 This is how much it costs. 00:54:20.065 --> 00:54:20.606 This is what... 00:54:22.032 --> 00:54:24.172 I would start on your side, 00:54:24.853 --> 00:54:26.592 you pretend you're the consumer, 00:54:26.693 --> 00:54:28.614 you look at the offer that you would, 00:54:29.653 --> 00:54:30.954 need a picture of Tony riding the Harley. 00:54:30.974 --> 00:54:33.195 It probably exists somewhere. 00:54:33.215 --> 00:54:36.235 I need a video, definitely a video. 00:54:36.315 --> 00:54:38.737 But you go through the consumer side of 00:54:38.777 --> 00:54:39.757 that process, 00:54:39.797 --> 00:54:43.297 talking to ChatGBT or Gemini or Claude and 00:54:43.458 --> 00:54:45.438 see what the chat is telling you back. 00:54:45.978 --> 00:54:48.199 And you refine the sales process from the 00:54:48.239 --> 00:54:49.320 consumer side 00:54:50.219 --> 00:54:53.942 And then you take it to the producer's 00:54:53.981 --> 00:54:56.384 side and I could see a world where 00:54:56.423 --> 00:54:57.224 you might be like, look, 00:54:57.344 --> 00:54:58.144 here's what we're doing. 00:54:58.664 --> 00:55:00.186 This is the package we're offering. 00:55:01.286 --> 00:55:03.266 You give it to the person just like 00:55:03.306 --> 00:55:05.128 I would get an estimate on something. 00:55:06.028 --> 00:55:07.690 And then that person goes into their own 00:55:07.769 --> 00:55:09.891 AI, which you're not telling them to. 00:55:09.911 --> 00:55:10.632 They just do it. 00:55:10.652 --> 00:55:12.793 It's just the natural process. 00:55:13.592 --> 00:55:15.875 And the AI will sell them if you 00:55:15.894 --> 00:55:17.936 have created the package correctly. 00:55:18.822 --> 00:55:19.103 You know, 00:55:19.143 --> 00:55:21.083 it's reverse engineering what the AI is 00:55:21.103 --> 00:55:24.206 going to tell their own person because 00:55:24.226 --> 00:55:25.706 you've done it yourself on your end. 00:55:26.007 --> 00:55:28.009 I really think that's where the sale is 00:55:28.028 --> 00:55:30.030 going to happen. 00:55:30.130 --> 00:55:31.210 I can't wait to hear about more of 00:55:31.231 --> 00:55:33.112 that because I'm trialing with them right 00:55:33.172 --> 00:55:34.992 now, Tony, with Joey and Robbie. 00:55:35.552 --> 00:55:36.114 Oh, sweet. 00:55:36.134 --> 00:55:37.355 Good for you. 00:55:37.394 --> 00:55:38.914 So we'll see how that goes. 00:55:39.016 --> 00:55:39.536 I think you're right. 00:55:39.576 --> 00:55:39.755 All right. 00:55:39.815 --> 00:55:40.916 Parting shots as we got to dip out 00:55:40.936 --> 00:55:41.117 of here. 00:55:41.137 --> 00:55:43.177 What do you guys got? 00:55:43.217 --> 00:55:44.259 Dave, go first. 00:55:45.235 --> 00:55:45.596 I don't know. 00:55:45.876 --> 00:55:46.836 We hit a bunch of stuff. 00:55:48.157 --> 00:55:48.418 For me, 00:55:48.438 --> 00:55:51.019 it's just clarity and focus on like the 00:55:51.059 --> 00:55:51.679 main thing. 00:55:51.800 --> 00:55:52.000 Right. 00:55:52.019 --> 00:55:54.021 So we talked about a lot of different 00:55:54.061 --> 00:55:54.362 topics, 00:55:54.402 --> 00:55:57.264 but finding great therapists that can kind 00:55:57.284 --> 00:55:59.864 of clearly articulate our value, 00:55:59.925 --> 00:56:02.106 like our pitch, why we're charging, 00:56:02.126 --> 00:56:04.447 what we're charging and what the client, 00:56:04.467 --> 00:56:06.909 what the prospect actually gets for that. 00:56:08.635 --> 00:56:08.835 Okay. 00:56:08.894 --> 00:56:10.255 Twenty twenty twenty six. 00:56:10.315 --> 00:56:11.096 Fourth of July. 00:56:11.235 --> 00:56:12.597 Family poker tournament. 00:56:12.717 --> 00:56:15.378 I hit my first ever royal flush. 00:56:16.157 --> 00:56:17.617 I've never hit a hole in one, 00:56:18.338 --> 00:56:19.778 but I hit a royal flush. 00:56:19.858 --> 00:56:20.579 That's that's it. 00:56:20.599 --> 00:56:21.559 That's my parting shot. 00:56:22.626 --> 00:56:24.367 When I play poker with people, 00:56:24.447 --> 00:56:26.309 people think I'm like sandbagging and I'm 00:56:26.349 --> 00:56:27.409 trying to look bad because I'm always 00:56:27.429 --> 00:56:29.172 like, what beats four of a kind? 00:56:29.192 --> 00:56:30.753 And people are like, oh, this guy's blah, 00:56:30.773 --> 00:56:31.173 you know, whatever. 00:56:31.594 --> 00:56:33.275 I honestly cannot remember what beats what 00:56:33.315 --> 00:56:33.697 in poker. 00:56:34.117 --> 00:56:36.739 I would say clarity beats complexity. 00:56:37.539 --> 00:56:39.902 Do not confuse clarity and complexity. 00:56:40.643 --> 00:56:43.025 Clear beats clever every time. 00:56:44.592 --> 00:56:44.833 That's it. 00:56:44.853 --> 00:56:45.052 We're out. 00:56:45.072 --> 00:56:46.594 Boys, what the hell are you doing? 00:56:46.635 --> 00:56:49.456 Follow Tony Meritato on YouTube at Total 00:56:49.476 --> 00:56:50.538 Therapy Solution. 00:56:50.577 --> 00:56:51.579 Find Dave Kittle at 00:56:51.599 --> 00:56:54.800 conciergepainrelief.com and on YouTube at 00:56:54.820 --> 00:56:56.041 The Dave Kittle Show. 00:56:56.322 --> 00:56:59.445 And follow Jimmy McKay at PG Podcasts on 00:56:59.485 --> 00:57:00.606 YouTube, the socials, 00:57:00.626 --> 00:57:02.507 and wherever you binge podcasts you 00:57:02.527 --> 00:57:04.188 pretend are for CEUs. 00:57:04.489 --> 00:57:05.929 And hey, just a reminder, 00:57:06.411 --> 00:57:07.672 none of this was for advice. 00:57:07.731 --> 00:57:09.213 This was for entertainment only. 00:57:09.512 --> 00:57:10.914 Our lawyers say that counts. 00:57:10.994 --> 00:57:11.875 Thanks, Keith.