2024's BEST Physical Therapy Hiring Strategies EXPOSED

WEBVTT

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All right, Tony Meritato here with myself,

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Jimmy McKay.

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Welcome back to the show.

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We've alluded to this on a

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few live streams, right?

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We're tackling one of the

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biggest problems and it-

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isn't or wasn't just one of

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the biggest problems we saw

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maybe at pps or we thought

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or felt now we're backed by

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research tony we can point

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to like a published uh

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resource from the american

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physical therapy

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association in the private

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practice section and they

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they came out with this

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essentially this this

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resource that highlighted

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these statistics right that

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hiring and retaining top pt talent

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is a big,

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big problem right now as we talk

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in October of twenty twenty four.

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That benchmark report

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reveals that clinics are

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dealing with a nine point five percent.

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Let's just round it, make it ten,

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ten percent vacancy rate.

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meaning one in ten positions

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that you're actively trying

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to fill is empty and you can't fill it.

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Now,

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that's nearly double the national

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average outside of our profession.

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So this is a big problem.

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We're double the average and

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not in a good way.

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And this means, in layman's terms,

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so people like me can understand,

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filling positions and

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keeping therapists on board

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is a real challenge,

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and it doesn't just feel bad.

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It costs clinics money.

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Now, if you solve this problem,

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you're ahead of the game by miles.

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To help solve this problem,

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Tony and I are gonna come

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in and we're each gonna

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share three innovative

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ideas that we've sort of

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come up with their spit

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ball and how to attract and

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retain the best therapist

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for your clinic.

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We'll go back and forth like

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we do six pack style

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offering up practical, but creative.

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Hopefully maybe it's outside

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the box or maybe we're

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stealing from people who've

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been creative and

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thoughtful either in our

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profession or out of our profession,

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which you should be doing

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on a regular basis.

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No need to reinvent the wheel.

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Steal someone's wheels.

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So we didn't talk about this.

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Do you want to flip a coin?

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Who wants to go first?

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You want to go first?

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You go first.

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You go first.

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I'll go first.

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And I'm going to do mine in

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a superhero theme, Tony.

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Superhero theme, okay?

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So my first one,

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I'm going to go with a short-term win,

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okay?

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So something you can do that

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will help to get people in

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the door quickly,

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but knowing that's only half the battle.

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So it's attract and retain.

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So my superhero theme is

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Avengers Assemble.

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Like you were waiting

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through the whole franchise

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for Captain America to say those words.

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Avengers Assemble.

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The idea is being able to

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create your own bonus team.

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Could you offer a bonus

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referral program where

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staff can refer their colleagues?

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I liked to work at places

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with people I liked to work with.

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Who knows therapists?

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Who knows who's good?

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Who knows who's not so good?

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Then the people that are

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actually working there.

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How many times have you seen

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a resume come across and you're like,

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hey,

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you two worked together here or you

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went to school together.

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What do you know about Jimmy?

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And you're like, oh,

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I'm going to save you a

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year's worth of problems.

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Get rid of Jimmy.

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This kid is a pain in the butt.

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Or, oh my gosh,

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that person's on the market.

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Grab them.

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Now,

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we've said before publicly what

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staffing agencies will charge, right?

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So you can go pay a staffing

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agency or you can pay to

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put a job on LinkedIn or

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Indeed or whatever.

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I'm not saying don't do that.

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But if you know it's worth a lot,

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why do we offer like,

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two hundred bucks or

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something like that to

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someone to refer a

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colleague why not put skin

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in the game and people get

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serious so if you want a

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serious bounty like if

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you're in the wild west if

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someone had if someone

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really wanted to get

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someone else caught they'd

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put more money up so the

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idea there is a referral

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bonus program but don't

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make it lip service and you

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can also like make it real

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right like double the bonus

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or put some contingencies

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on it that makes sense like

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The person's got to stay for a year,

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right?

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You're not just going to try

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to get a couple grand out

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of a company just to bring a friend in.

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But maybe say like, hey,

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if they stay a year, it's this.

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And then give them more

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money if they stay for three years.

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You found me a home run employee.

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Why aren't our successes tied together?

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So this is a short term

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suggestion to get a lot of apps in.

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But if it works out, man,

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what's that great higher worth?

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Is it worth tens of thousands of dollars?

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So give them some skin in the game.

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I think you're right in the

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sense that what is it worth

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putting something out there?

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I've just never seen it work.

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I've never seen, you know,

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there are referral bonuses out there.

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Everybody's offering.

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I remember skilled nursing

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was offering like twelve

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thousand dollar sign on

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bonuses and six thousand

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dollar referral bonuses.

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I basically think that if

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you're working somewhere

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and you have a buddy who, you know,

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is a great therapist.

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You're going to try to bring

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them onto the team anyway.

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This would be a situation where,

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I don't know, I think it's been done.

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I like it.

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It should work.

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I want it to work.

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I just don't see it actually working.

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I'm going to zig when you're zagging,

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and I'm going to say, look,

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I think the solution is

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going away from...

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trying to find licensed therapists.

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Now,

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my third offer will be to attract

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therapists.

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But my first offer is,

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let's go the other direction.

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Let's take a look at what we're doing.

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And I know we're all in

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different settings.

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And I know we all see

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different clienteles and patients.

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But for me,

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there's probably a lot that I

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could delegate out to a non-therapist.

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And so if I could build a model,

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and I've said this before, where...

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I know I can open a clinic tomorrow.

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I know I could fill the clinic tomorrow,

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but I don't have a licensed

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therapist to work the clinic tomorrow.

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So maybe I look at, well,

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what's the problem I'm solving?

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I'm solving shoulder pain or

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knee replacement,

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my niche knee replacement.

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How do I do that?

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Maybe I bring a remote

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therapist in Ella health.

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They come into my clinic

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without ever leaving their home.

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They do the evaluation.

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They develop the plan of care.

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And then I have a

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non-licensed clinician

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delivering self-paced

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services that's following

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the prescribed protocol.

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And I think this is where we

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start to try to define the

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line that maybe is a little blurry.

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It's like, well, what needs a therapist?

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What can be delegated?

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Right.

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If that evaluating therapist says,

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I've evaluated them, they're safe,

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they need to do this, this, and this,

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I can train a non-licensed

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individual to do this, this, and this.

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And when you look at the self-pay costs,

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so somebody who has a

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Medicare Advantage plan,

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they have a fifty dollar

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copay for every visit,

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they're going to go to an

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in-network provider for eighteen visits,

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they're going to pay nine

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hundred dollars.

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Can I get a non-licensed individual

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to deliver an equal plan of

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care that's less than nine

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hundred dollars.

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So I don't even have to bill

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insurance for that time.

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You know,

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that's the direction that I

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immediately go every time I

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think there's a staffing shortage.

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What are we going to do?

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Deliver the outcome in a different way.

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In an opportunity to sort of

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bolster that idea,

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I mentioned at the top of

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this video that one in ten

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physical therapist jobs was vacant.

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But it looks like for

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physical therapist assistants,

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it's close to twenty.

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It's seventeen point two

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percent of physical

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therapist assistants jobs are vacant.

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So.

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you're going to have to, they're, they're,

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they're being sought for,

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but they're not filling those roles.

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And so, I mean,

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we've talked about this before.

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I think they're the,

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they're one of the cheat codes on,

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can you provide great care?

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But we've also talked about,

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you need to emotionally let

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go that you're the secret

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sauce that everything you

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have to do every single step.

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If you keep doing every single step,

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you're going to continue to

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do every single step forever.

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And you're going to get paid.

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Like you produce less cars

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per year versus working in

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some sort of team or assembly line.

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And I'm shocked because

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everybody freaked out when

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Medicare cut reimbursement

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for services delivered by an assistant.

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Yet we see the need for

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assistance now higher than ever.

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I love assistance.

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I only work with assistance

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in my practice these days.

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But yeah, I would have been surprised.

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I would have thought there

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was a surplus of assistance

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on the market because of

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the reduced reimbursement.

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All right,

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my second suggestion would be

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pay attention to what people gripe about.

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We do this a lot in Facebook groups.

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Facebook groups are really

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good for gripes.

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Sometimes they're good for solutions.

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Most of the time,

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they're just good for gripes.

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But people are talking about flexibility.

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And a statistic I saw the other day,

00:08:21.927 --> 00:08:23.329
I think it was Harvard Business Review.

00:08:24.149 --> 00:08:25.069
They asked people,

00:08:25.230 --> 00:08:27.512
if I offered you the same exact job,

00:08:27.632 --> 00:08:30.512
but one was in person and one was remote,

00:08:31.052 --> 00:08:32.193
what do you value that as?

00:08:32.254 --> 00:08:32.614
Essentially,

00:08:32.634 --> 00:08:33.374
if I was going to offer you a

00:08:33.394 --> 00:08:35.034
hundred thousand dollars for this job,

00:08:35.534 --> 00:08:36.235
how much would you be

00:08:36.255 --> 00:08:37.316
willing to take in terms of

00:08:37.395 --> 00:08:38.817
less money to do the job

00:08:38.876 --> 00:08:40.258
either partially or fully remote?

00:08:40.418 --> 00:08:41.398
It was close to ten percent.

00:08:41.577 --> 00:08:42.399
So people would take a ten

00:08:42.438 --> 00:08:44.279
percent pay cut for flexibility.

00:08:44.639 --> 00:08:45.899
So how are you doing that?

00:08:45.980 --> 00:08:46.139
I mean,

00:08:46.581 --> 00:08:48.360
I in a previous life worked for Fox

00:08:48.400 --> 00:08:49.042
Rehabilitation.

00:08:49.701 --> 00:08:52.283
They looked at this gripe or

00:08:52.322 --> 00:08:54.403
this problem in a PT's life and said,

00:08:54.423 --> 00:08:55.004
we're going to sort of

00:08:55.043 --> 00:08:56.004
build a foundation on this.

00:08:56.423 --> 00:08:57.583
They're based on house calls.

00:08:57.744 --> 00:08:59.644
So like that's messy anyway.

00:09:00.105 --> 00:09:00.625
And they were like,

00:09:00.845 --> 00:09:02.905
if we had to schedule this person out,

00:09:03.025 --> 00:09:04.245
like we couldn't do that.

00:09:04.265 --> 00:09:04.985
That's infrastructure.

00:09:05.245 --> 00:09:05.866
So you do it.

00:09:05.966 --> 00:09:07.147
At the end of the week or month,

00:09:07.386 --> 00:09:08.486
you've got to hit this.

00:09:09.427 --> 00:09:10.327
It wasn't productivity.

00:09:10.347 --> 00:09:11.388
It was just the number of units.

00:09:11.847 --> 00:09:12.827
And if you want to work

00:09:12.888 --> 00:09:14.089
twenty four hours straight

00:09:14.129 --> 00:09:15.708
and your patients agree to that, great.

00:09:16.089 --> 00:09:16.830
So I think that my

00:09:16.870 --> 00:09:17.769
suggestion number two is.

00:09:18.649 --> 00:09:20.990
How can you make the job more attractive?

00:09:21.130 --> 00:09:21.831
Again, I just said,

00:09:21.931 --> 00:09:22.611
people are willing to take

00:09:22.672 --> 00:09:24.611
ten percent less if they

00:09:24.631 --> 00:09:25.712
perceive it as flexible.

00:09:26.092 --> 00:09:27.013
So that's what people want

00:09:27.033 --> 00:09:27.833
in twenty twenty four.

00:09:27.854 --> 00:09:29.134
If you're not if you're not

00:09:29.193 --> 00:09:31.034
delivering on this and

00:09:31.355 --> 00:09:33.176
advertising just because you do it,

00:09:33.676 --> 00:09:34.235
put that in,

00:09:34.275 --> 00:09:35.956
put that out there on the hook like.

00:09:36.317 --> 00:09:37.798
flexibility instantly

00:09:38.438 --> 00:09:39.719
improves work-life balance,

00:09:39.739 --> 00:09:40.440
or at least gives the

00:09:40.480 --> 00:09:41.500
person the opportunity or

00:09:41.520 --> 00:09:42.321
the illusion that it does,

00:09:42.721 --> 00:09:43.481
making your clinic more

00:09:43.522 --> 00:09:44.623
attractive to job seekers.

00:09:44.962 --> 00:09:47.644
So you'll get more people in the pipeline.

00:09:47.845 --> 00:09:48.566
It doesn't mean better.

00:09:48.586 --> 00:09:49.365
It just means more.

00:09:49.886 --> 00:09:50.427
But to me,

00:09:50.466 --> 00:09:51.967
if you want to attract and retain,

00:09:52.168 --> 00:09:52.808
work with me.

00:09:53.149 --> 00:09:54.070
Remember, if you own a clinic,

00:09:54.090 --> 00:09:55.070
your job is to sort of make

00:09:55.591 --> 00:09:56.991
my life easier so I can go

00:09:57.032 --> 00:09:58.092
make those patients happy

00:09:58.373 --> 00:09:59.092
and those patients come

00:09:59.133 --> 00:09:59.874
back and make you money.

00:10:00.764 --> 00:10:01.264
Yeah,

00:10:01.326 --> 00:10:03.047
we know that therapists are motivated

00:10:03.086 --> 00:10:04.707
by more than just the money.

00:10:04.889 --> 00:10:05.749
Has to be.

00:10:06.090 --> 00:10:06.769
Forever.

00:10:06.830 --> 00:10:08.010
Like we started our private

00:10:08.030 --> 00:10:09.091
practice in two thousand

00:10:09.131 --> 00:10:10.833
two from the first

00:10:11.014 --> 00:10:12.775
therapist to the last therapist.

00:10:12.875 --> 00:10:14.356
Everybody we've ever recruited,

00:10:14.397 --> 00:10:15.618
we've always said the same thing.

00:10:15.817 --> 00:10:18.320
I cannot pay you as much as

00:10:18.379 --> 00:10:19.400
home health is paying.

00:10:19.461 --> 00:10:20.741
I cannot pay you as much as

00:10:20.782 --> 00:10:21.802
skilled nursing is paying.

00:10:22.283 --> 00:10:23.445
But what I can do is I can

00:10:23.585 --> 00:10:25.306
offer you other things of value.

00:10:25.846 --> 00:10:26.506
So for us.

00:10:27.441 --> 00:10:28.421
I have a therapist that's

00:10:28.461 --> 00:10:29.682
going to a football game.

00:10:30.182 --> 00:10:31.322
He needs to take Monday and

00:10:31.363 --> 00:10:32.423
Tuesday off next week.

00:10:43.027 --> 00:10:44.988
vacate his monday tuesday he

00:10:45.008 --> 00:10:45.808
doesn't even have to use

00:10:45.849 --> 00:10:47.250
pto if he doesn't want to

00:10:47.629 --> 00:10:48.571
because he has that

00:10:48.591 --> 00:10:49.932
flexibility we have other

00:10:49.971 --> 00:10:51.793
therapists who are like I

00:10:51.852 --> 00:10:53.053
love outpatient I love

00:10:53.134 --> 00:10:54.254
ortho I love the stuff that

00:10:54.293 --> 00:10:55.815
I'm doing at tony's clinic

00:10:56.235 --> 00:10:57.275
but I'm not making as much

00:10:57.336 --> 00:10:59.518
money as I need so I say

00:10:59.538 --> 00:11:01.519
look take fridays work four

00:11:01.538 --> 00:11:03.100
tens take fridays and go

00:11:03.120 --> 00:11:04.201
work at skilled nursing or

00:11:04.240 --> 00:11:06.101
home health and you get the

00:11:06.322 --> 00:11:08.123
increased income but then

00:11:08.143 --> 00:11:09.504
you got the satisfaction

00:11:09.663 --> 00:11:10.605
when you're working here

00:11:11.004 --> 00:11:13.044
And your dollar cost average and overall,

00:11:13.105 --> 00:11:14.145
you're going to make up ten

00:11:14.166 --> 00:11:16.046
percent or more in that time.

00:11:16.885 --> 00:11:18.647
So having that kind of

00:11:18.667 --> 00:11:20.807
flexibility would be amazing.

00:11:20.966 --> 00:11:23.067
And I think we can do it in

00:11:23.148 --> 00:11:24.388
smaller practices,

00:11:24.447 --> 00:11:26.927
privately owned practices, hospital,

00:11:26.988 --> 00:11:27.807
skilled nursing.

00:11:27.868 --> 00:11:29.009
These other facilities just

00:11:29.068 --> 00:11:29.828
aren't going to do it.

00:11:30.528 --> 00:11:32.328
They're going to throw more money, maybe,

00:11:32.870 --> 00:11:33.809
but they're never going to

00:11:33.830 --> 00:11:34.970
give you that flexibility.

00:11:35.355 --> 00:11:36.116
Hamster wheel, man.

00:11:36.336 --> 00:11:36.537
I mean,

00:11:37.458 --> 00:11:38.799
solving the money is a short-term

00:11:38.879 --> 00:11:40.022
fix and it attracts the

00:11:40.062 --> 00:11:41.783
people that are attracted by money.

00:11:42.063 --> 00:11:42.945
It's going to attract good,

00:11:43.004 --> 00:11:43.525
but it's also going to

00:11:43.546 --> 00:11:44.927
attract equal parts bad.

00:11:44.966 --> 00:11:46.830
And in terms of bad, like not a good fit.

00:11:47.745 --> 00:11:50.846
So my number two is going to be, okay,

00:11:50.865 --> 00:11:52.666
number one was let's figure

00:11:52.686 --> 00:11:53.985
out a different way to

00:11:54.025 --> 00:11:55.647
deliver the outcome and the service.

00:11:55.687 --> 00:11:55.866
Right.

00:11:56.326 --> 00:11:58.988
Number two is let's consider

00:11:59.607 --> 00:12:01.087
treating a different population.

00:12:01.148 --> 00:12:01.868
Like I know a lot of

00:12:01.908 --> 00:12:03.207
clinicians that are amazing

00:12:03.288 --> 00:12:04.328
lymphedema therapists,

00:12:04.389 --> 00:12:05.629
oncology therapists,

00:12:05.948 --> 00:12:07.129
pelvic floor therapists.

00:12:07.168 --> 00:12:08.169
These are therapists that

00:12:08.210 --> 00:12:09.710
are seeing a population for...

00:12:10.470 --> 00:12:13.272
long, really, really long plans of care.

00:12:13.631 --> 00:12:13.971
Right.

00:12:13.993 --> 00:12:16.153
That becomes high risk

00:12:16.333 --> 00:12:17.495
because the longer you're

00:12:17.534 --> 00:12:19.216
treating someone compared to your peers,

00:12:19.576 --> 00:12:20.596
the more chance of a

00:12:20.657 --> 00:12:21.878
Medicare audit or third

00:12:21.898 --> 00:12:23.759
party payer audit.

00:12:24.019 --> 00:12:25.580
We know that typically four

00:12:25.639 --> 00:12:27.000
unit follow up visits tend

00:12:27.020 --> 00:12:29.023
to be less profitable than

00:12:29.202 --> 00:12:31.823
shorter visits or evaluation visits.

00:12:32.205 --> 00:12:33.065
There's all these

00:12:33.105 --> 00:12:34.905
complications that come in

00:12:35.427 --> 00:12:37.227
choosing to treat a patient

00:12:37.268 --> 00:12:39.830
demographic that's highly complex.

00:12:40.730 --> 00:12:41.791
especially if you're not

00:12:41.870 --> 00:12:43.051
adding in any self-paced

00:12:43.091 --> 00:12:44.172
services on top of it.

00:12:44.851 --> 00:12:46.533
So what if you took twenty,

00:12:46.592 --> 00:12:47.913
thirty percent of the

00:12:48.494 --> 00:12:51.154
available slots and said, OK,

00:12:51.195 --> 00:12:52.416
if we want to treat this

00:12:52.456 --> 00:12:53.535
special population that

00:12:53.576 --> 00:12:55.037
we're uniquely trained for,

00:12:55.798 --> 00:12:57.538
why don't we take twenty or

00:12:57.557 --> 00:12:58.418
thirty percent of our

00:12:58.458 --> 00:13:00.399
schedule and just focus on

00:13:00.419 --> 00:13:02.900
the high margin, high profit, you know,

00:13:03.221 --> 00:13:04.642
lowest hanging fruit?

00:13:05.221 --> 00:13:05.922
And for me,

00:13:06.403 --> 00:13:08.724
even staying in insurance only is

00:13:09.283 --> 00:13:12.466
These are like single visit evaluation,

00:13:12.546 --> 00:13:14.427
prescribe a home exercise program,

00:13:14.466 --> 00:13:16.668
discharge with RTM in place,

00:13:17.249 --> 00:13:18.249
and the patient is done.

00:13:18.288 --> 00:13:18.929
These are the high

00:13:18.970 --> 00:13:20.831
functioning geriatric individuals.

00:13:20.870 --> 00:13:21.931
They're playing pickleball

00:13:21.971 --> 00:13:22.711
and they're golfing and

00:13:22.731 --> 00:13:23.971
they're traveling and

00:13:23.991 --> 00:13:25.332
they're squeezing in a

00:13:25.373 --> 00:13:27.134
physical therapy evaluation

00:13:27.554 --> 00:13:28.595
just to make sure there's

00:13:28.654 --> 00:13:29.895
no major red flags.

00:13:30.375 --> 00:13:31.136
But really,

00:13:32.042 --> 00:13:32.903
This would be a twenty

00:13:33.102 --> 00:13:34.964
thirty minute session,

00:13:35.244 --> 00:13:37.264
single visit plan of care.

00:13:37.345 --> 00:13:38.546
I do the evaluation.

00:13:38.625 --> 00:13:40.547
I screen out any major complication.

00:13:40.687 --> 00:13:42.528
I prescribe two or three

00:13:42.587 --> 00:13:44.729
simple home exercises and

00:13:44.789 --> 00:13:46.490
put them on an RTM program

00:13:46.630 --> 00:13:48.091
to continue to advance and

00:13:48.130 --> 00:13:49.331
do their home exercise.

00:13:49.913 --> 00:13:51.312
I would typically generate

00:13:51.332 --> 00:13:52.274
about two hundred,

00:13:52.354 --> 00:13:53.774
two hundred to three

00:13:53.815 --> 00:13:55.735
hundred dollars for about

00:13:55.796 --> 00:13:56.917
twenty minutes of my time.

00:13:57.662 --> 00:13:58.001
You know,

00:13:58.062 --> 00:13:59.802
you put twenty percent of my

00:13:59.863 --> 00:14:02.024
caseload or my schedule doing that.

00:14:02.804 --> 00:14:05.206
Now I can afford to pay the

00:14:05.265 --> 00:14:06.765
expertise for the better

00:14:06.865 --> 00:14:07.966
therapists that are doing

00:14:08.006 --> 00:14:09.307
the more complex cases,

00:14:09.648 --> 00:14:11.688
even if I'm losing money on

00:14:11.749 --> 00:14:12.708
those other cases.

00:14:13.090 --> 00:14:13.409
Yeah.

00:14:13.470 --> 00:14:14.870
It's so funny where

00:14:15.691 --> 00:14:17.971
therapists and we can talk

00:14:18.011 --> 00:14:19.032
trash because we are them.

00:14:19.091 --> 00:14:19.273
Right.

00:14:19.293 --> 00:14:20.773
Like that's like the biggest hall pass.

00:14:21.212 --> 00:14:22.854
It's like I have more education.

00:14:22.994 --> 00:14:23.654
I have more skill.

00:14:23.674 --> 00:14:24.495
I have more knowledge.

00:14:24.575 --> 00:14:25.195
I'm more niche.

00:14:25.995 --> 00:14:26.196
But.

00:14:27.155 --> 00:14:28.017
third-party payers don't

00:14:28.057 --> 00:14:29.558
care and they'll say like

00:14:29.578 --> 00:14:30.259
well how do we make them

00:14:30.299 --> 00:14:31.662
care and I'm like spoiler

00:14:31.682 --> 00:14:32.342
alert I want you to look

00:14:32.383 --> 00:14:34.905
come here closer deeper into my eyes

00:14:39.144 --> 00:14:40.004
This is a way to say,

00:14:40.085 --> 00:14:41.164
how can I leverage that?

00:14:41.466 --> 00:14:42.566
And so so ultimately,

00:14:42.586 --> 00:14:43.886
like the final part in that

00:14:43.947 --> 00:14:45.048
loop is you're going to pay

00:14:45.067 --> 00:14:45.869
those people more because

00:14:45.889 --> 00:14:46.828
you're making more with them.

00:14:47.269 --> 00:14:49.230
So it's the rising tide lifts all ships,

00:14:49.291 --> 00:14:51.091
which is let's figure out ways.

00:14:51.231 --> 00:14:51.611
Again,

00:14:51.993 --> 00:14:54.313
people have to sort of sever that

00:14:54.354 --> 00:14:54.695
emotional.

00:14:54.995 --> 00:14:56.655
I need one on one care for

00:14:56.716 --> 00:14:58.736
an hour every single visit.

00:14:58.996 --> 00:14:59.278
Do you?

00:14:59.878 --> 00:15:01.479
Like I remember as a student,

00:15:01.558 --> 00:15:02.480
I watched some really great

00:15:02.519 --> 00:15:03.600
clinical instructors like

00:15:04.041 --> 00:15:06.503
do a lot more with a lot less,

00:15:06.623 --> 00:15:08.705
a lot less words, a lot less motion,

00:15:08.804 --> 00:15:10.405
a lot less instruction,

00:15:10.446 --> 00:15:11.486
like the right ones.

00:15:11.586 --> 00:15:12.506
So if that's you,

00:15:12.586 --> 00:15:13.947
I don't care what discipline you're in.

00:15:14.428 --> 00:15:15.610
Are there ways to make that

00:15:15.649 --> 00:15:16.389
more profitable?

00:15:16.570 --> 00:15:16.890
Yes.

00:15:17.691 --> 00:15:18.292
Are there ways to make

00:15:18.312 --> 00:15:19.211
people get better faster?

00:15:19.292 --> 00:15:19.692
Yes.

00:15:20.273 --> 00:15:21.374
Can all these things be true?

00:15:21.854 --> 00:15:22.414
Also, yes.

00:15:22.514 --> 00:15:23.796
But you have to think outside the box.

00:15:23.816 --> 00:15:24.596
You can't just wait for

00:15:24.615 --> 00:15:25.496
someone to pay you more

00:15:25.817 --> 00:15:26.518
because you think you're

00:15:26.538 --> 00:15:27.258
better and smarter.

00:15:27.317 --> 00:15:28.239
You have to sort of do more.

00:15:28.820 --> 00:15:29.659
I'm going to correct you on

00:15:29.679 --> 00:15:30.399
just one thing.

00:15:30.821 --> 00:15:31.740
My number three,

00:15:31.780 --> 00:15:33.421
which I'll get to it after yours,

00:15:33.701 --> 00:15:34.981
is how to pay more.

00:15:35.442 --> 00:15:37.142
The number two is not about paying more.

00:15:37.182 --> 00:15:38.182
The number two is about

00:15:38.221 --> 00:15:39.263
giving the therapist the

00:15:39.302 --> 00:15:41.523
freedom to treat more

00:15:41.602 --> 00:15:45.083
complex cases without penalizing them,

00:15:45.104 --> 00:15:45.943
because we know if they're

00:15:45.964 --> 00:15:48.764
going to other busier practices,

00:15:49.125 --> 00:15:49.764
they're not going to have

00:15:49.825 --> 00:15:51.065
the freedom to do what they want,

00:15:51.186 --> 00:15:52.905
how they want, as long as they want.

00:15:53.265 --> 00:15:54.265
So this is more of a,

00:15:54.466 --> 00:15:55.726
I want to be this type of PT.

00:15:55.846 --> 00:15:55.966
Yes.

00:15:56.606 --> 00:15:56.826
Okay.

00:15:56.866 --> 00:15:57.147
Got it.

00:15:57.226 --> 00:15:57.547
Perfect.

00:15:57.687 --> 00:15:57.927
Awesome.

00:15:58.267 --> 00:15:59.246
All right.

00:15:59.346 --> 00:16:00.668
I'm going to go long-term

00:16:00.727 --> 00:16:01.727
impact and I'm going to say

00:16:01.768 --> 00:16:02.567
shared victory.

00:16:02.927 --> 00:16:04.148
And I've seen this work and

00:16:04.187 --> 00:16:05.008
I've seen this not work,

00:16:05.107 --> 00:16:07.428
which is bonuses in my

00:16:07.489 --> 00:16:09.629
opinion are like too much

00:16:09.769 --> 00:16:11.590
like a treat for a trick, right?

00:16:11.629 --> 00:16:13.230
Don't treat your therapist like a dog.

00:16:13.950 --> 00:16:15.610
I heard a great line, which is, you know,

00:16:15.711 --> 00:16:16.390
I ran today,

00:16:16.410 --> 00:16:17.591
which means I can eat this donut.

00:16:17.630 --> 00:16:18.610
It's like, dude, you're not a dog.

00:16:18.630 --> 00:16:19.650
You don't do tricks for food.

00:16:20.111 --> 00:16:21.711
I don't do tricks for money.

00:16:22.572 --> 00:16:24.793
except I would do tricks to feel like,

00:16:24.812 --> 00:16:25.793
or I would do a little bit

00:16:25.873 --> 00:16:27.573
extra work or think outside

00:16:27.614 --> 00:16:29.274
the box if I feel like I'm invested.

00:16:29.674 --> 00:16:30.955
So my third suggestion is,

00:16:31.174 --> 00:16:33.035
can you share the victory, right?

00:16:33.535 --> 00:16:34.456
The idea here is,

00:16:35.037 --> 00:16:36.297
can you implement a profit

00:16:36.317 --> 00:16:36.777
sharing or

00:16:36.817 --> 00:16:38.258
performance-based bonus so that

00:16:38.278 --> 00:16:39.138
your therapists feel

00:16:39.197 --> 00:16:40.298
invested in the clinic's

00:16:40.318 --> 00:16:41.278
financial success?

00:16:41.578 --> 00:16:42.340
So when I feel like my

00:16:42.379 --> 00:16:43.940
little things are adding up to big things,

00:16:43.960 --> 00:16:45.360
I'm like, why don't I get a part of that,

00:16:45.500 --> 00:16:45.721
right?

00:16:46.260 --> 00:16:47.181
We talked about it on a live

00:16:47.201 --> 00:16:48.101
stream just the other day,

00:16:49.001 --> 00:16:49.782
They said some of these big

00:16:49.822 --> 00:16:50.682
chains will do that.

00:16:50.763 --> 00:16:50.883
Hey,

00:16:50.903 --> 00:16:53.104
we're opening a new clinic or you've

00:16:53.124 --> 00:16:54.085
hit your ceiling at this

00:16:54.125 --> 00:16:55.225
clinic and the person above

00:16:55.245 --> 00:16:56.466
you like we love them and

00:16:56.485 --> 00:16:57.365
we don't want to like get

00:16:57.405 --> 00:16:58.147
rid of them and they don't

00:16:58.167 --> 00:16:58.966
want to go any higher.

00:16:59.346 --> 00:17:00.727
So let's move you laterally.

00:17:00.988 --> 00:17:02.808
But let's have you invested

00:17:02.928 --> 00:17:03.729
instead of like, well,

00:17:03.788 --> 00:17:04.930
I get paid to unlock the

00:17:04.970 --> 00:17:05.809
door and make sure the

00:17:05.849 --> 00:17:06.750
therapists are here.

00:17:07.191 --> 00:17:08.652
The rising tide lifts all ships.

00:17:08.811 --> 00:17:09.672
So this would be like a more

00:17:09.692 --> 00:17:10.833
of a long term profit

00:17:10.873 --> 00:17:12.614
sharing performance based bonus.

00:17:13.213 --> 00:17:14.515
So they understand what

00:17:14.595 --> 00:17:15.855
needles need to be moved

00:17:15.935 --> 00:17:16.977
because this is a business.

00:17:17.278 --> 00:17:18.117
And here's the M word.

00:17:18.137 --> 00:17:18.999
It's a dirty word, money.

00:17:19.660 --> 00:17:21.141
If this organization makes more money,

00:17:21.221 --> 00:17:22.281
why shouldn't you too?

00:17:22.461 --> 00:17:23.522
So profit sharing would be

00:17:23.563 --> 00:17:24.364
my third suggestion.

00:17:25.124 --> 00:17:26.945
And there's that long term.

00:17:27.105 --> 00:17:29.048
Let's keep those good people around.

00:17:29.508 --> 00:17:30.229
If those people are getting

00:17:30.269 --> 00:17:32.009
poached or they're getting emails like,

00:17:32.049 --> 00:17:32.790
want to come work for us?

00:17:32.911 --> 00:17:33.191
Good.

00:17:33.211 --> 00:17:34.251
It means you have a good person.

00:17:34.551 --> 00:17:36.094
Give them a reason to stay.

00:17:37.221 --> 00:17:39.203
And my number three grows on that.

00:17:39.765 --> 00:17:41.826
In order to profit share, you need profit.

00:17:42.488 --> 00:17:43.308
Like most of us are

00:17:43.429 --> 00:17:45.770
operating with virtually no profit.

00:17:46.352 --> 00:17:48.554
So this is where I'm looking at this.

00:17:48.614 --> 00:17:49.414
And one of my favorite

00:17:49.434 --> 00:17:50.695
YouTube channels outside

00:17:50.756 --> 00:17:52.337
the profession of PT is

00:17:52.739 --> 00:17:53.799
Jared the Plumber.

00:17:53.819 --> 00:17:55.240
It's not called Jared the Plumber,

00:17:55.260 --> 00:17:56.362
but his name's Jared and

00:17:56.402 --> 00:17:57.963
he's a plumber on YouTube.

00:17:57.983 --> 00:17:58.064
Okay.

00:17:59.444 --> 00:17:59.644
Excuse me.

00:17:59.664 --> 00:18:02.326
And he talks about paying his plumbers,

00:18:02.766 --> 00:18:04.527
his contractors twice what

00:18:04.606 --> 00:18:05.807
they get paid anywhere else.

00:18:05.826 --> 00:18:07.407
And he said as soon as he did that,

00:18:07.488 --> 00:18:09.567
his business exploded

00:18:09.627 --> 00:18:11.709
because now and this goes

00:18:11.729 --> 00:18:12.388
to your first

00:18:13.410 --> 00:18:15.130
recommendation when you're

00:18:15.170 --> 00:18:16.590
paying literally double.

00:18:16.631 --> 00:18:17.971
So imagine the going rate

00:18:17.990 --> 00:18:19.270
for a therapist these days

00:18:19.371 --> 00:18:20.652
is seventy dollars an hour.

00:18:21.211 --> 00:18:21.811
And you're going to pay one

00:18:21.872 --> 00:18:24.333
hundred and forty and no

00:18:24.573 --> 00:18:25.952
increased expectation of

00:18:26.012 --> 00:18:27.473
productivity like standard

00:18:27.513 --> 00:18:28.794
productivity applies.

00:18:28.854 --> 00:18:30.275
But you're going to pay

00:18:30.355 --> 00:18:32.954
double every single one on your team,

00:18:33.015 --> 00:18:33.976
especially once they

00:18:34.135 --> 00:18:35.736
realize you're doing this for real.

00:18:36.236 --> 00:18:36.796
They're going to tell

00:18:37.016 --> 00:18:38.297
everybody else about it.

00:18:38.757 --> 00:18:40.277
Everybody's going to want to come to you.

00:18:40.317 --> 00:18:41.397
So now the question is,

00:18:41.998 --> 00:18:42.978
how the heck do you do that?

00:18:43.077 --> 00:18:44.459
How do you pay a therapist

00:18:44.558 --> 00:18:46.378
double what they would have been making?

00:18:47.038 --> 00:18:48.779
Well, there's a couple options in here.

00:18:49.680 --> 00:18:50.641
You guys know I love the

00:18:50.681 --> 00:18:52.082
social media side of things.

00:18:52.701 --> 00:18:54.584
I shared a YouTube video

00:18:55.144 --> 00:18:57.086
where it was an eight minute clip.

00:18:57.346 --> 00:18:58.326
I think it generated like

00:18:58.346 --> 00:18:59.728
five hundred dollars in

00:19:00.008 --> 00:19:01.788
Google and YouTube ad revenue.

00:19:02.569 --> 00:19:03.431
I had another.

00:19:03.651 --> 00:19:04.111
Yeah, yeah.

00:19:04.211 --> 00:19:05.592
It was a tens unit video.

00:19:05.672 --> 00:19:07.292
I was showing a patient how

00:19:07.334 --> 00:19:08.954
to use a tens unit, recorded it.

00:19:09.454 --> 00:19:11.376
in real time, posted it to YouTube,

00:19:11.757 --> 00:19:12.738
generated five hundred

00:19:12.778 --> 00:19:14.239
dollars in ad revenue,

00:19:14.579 --> 00:19:15.921
generated another five

00:19:15.961 --> 00:19:16.902
hundred dollars in

00:19:17.001 --> 00:19:18.502
affiliate income from tens

00:19:18.603 --> 00:19:20.944
units that were sold on Amazon this year,

00:19:21.586 --> 00:19:23.126
generated eight hundred and

00:19:23.207 --> 00:19:24.167
like fifty something

00:19:24.208 --> 00:19:26.150
dollars from tens units

00:19:26.190 --> 00:19:27.750
that were sold last year.

00:19:28.270 --> 00:19:30.232
So that eight minutes of a

00:19:30.353 --> 00:19:31.814
sixty minute treatment

00:19:32.255 --> 00:19:35.637
generated over fifteen hundred dollars

00:19:37.199 --> 00:19:39.340
And I said you can't do this

00:19:39.381 --> 00:19:41.801
with every session, but why can't you?

00:19:42.021 --> 00:19:42.782
Maybe you can.

00:19:43.242 --> 00:19:46.325
Maybe we can capture that content,

00:19:46.885 --> 00:19:48.366
monetize it across multiple

00:19:48.406 --> 00:19:50.768
social media platforms, affiliate links,

00:19:50.847 --> 00:19:52.409
paid content, RTM,

00:19:52.509 --> 00:19:53.630
all of these other things.

00:19:54.290 --> 00:19:55.692
And now you don't have a

00:19:55.811 --> 00:19:58.513
therapist that's generating one hour,

00:19:58.534 --> 00:20:00.575
one hundred and fifty dollars in revenue.

00:20:00.615 --> 00:20:01.816
You have a therapist that's

00:20:01.836 --> 00:20:03.156
generating hundreds of

00:20:03.217 --> 00:20:04.897
dollars every single month

00:20:04.958 --> 00:20:06.298
for the one hour they gave you.

00:20:07.037 --> 00:20:07.336
You know,

00:20:07.396 --> 00:20:09.557
and that's where I think we can

00:20:09.597 --> 00:20:10.758
go and double the rate

00:20:11.179 --> 00:20:13.058
because now we're creating celebrities.

00:20:13.098 --> 00:20:14.160
We've talked about this.

00:20:14.660 --> 00:20:17.780
Now we're creating information, education,

00:20:17.961 --> 00:20:19.821
and we're finding other

00:20:19.902 --> 00:20:21.282
consumers of that

00:20:22.262 --> 00:20:23.423
information and content.

00:20:23.884 --> 00:20:25.183
YouTube is a consumer of

00:20:25.203 --> 00:20:26.184
that content because

00:20:26.224 --> 00:20:27.224
YouTube is buying that

00:20:27.265 --> 00:20:28.545
content and selling it to

00:20:28.605 --> 00:20:29.566
other advertisers.

00:20:30.165 --> 00:20:31.407
Amazon is buying that

00:20:31.448 --> 00:20:32.949
content and selling it to

00:20:33.068 --> 00:20:35.451
product sales cycles.

00:20:36.012 --> 00:20:37.614
Like there's other ways for

00:20:37.773 --> 00:20:39.916
us to monetize that hour of time,

00:20:40.497 --> 00:20:41.878
which would allow us to pay double,

00:20:42.298 --> 00:20:43.320
which would allow us to

00:20:43.381 --> 00:20:44.481
recruit the best in the

00:20:44.582 --> 00:20:46.344
area and just create a

00:20:46.403 --> 00:20:48.145
vacuum that just socks all

00:20:48.226 --> 00:20:49.586
of these amazing therapists

00:20:49.626 --> 00:20:50.729
into our organization.

00:20:51.633 --> 00:20:52.794
Do you when you approach a

00:20:52.834 --> 00:20:53.694
patient and you say, hey,

00:20:53.714 --> 00:20:54.977
do you mind if I record this?

00:20:56.417 --> 00:20:57.058
What's the what's the

00:20:57.078 --> 00:20:58.079
ballpark batting average?

00:20:58.099 --> 00:20:59.181
Like, do most of them say yes?

00:20:59.240 --> 00:21:00.722
Is it one hundred percent?

00:21:00.823 --> 00:21:02.085
I have never been in a

00:21:02.144 --> 00:21:04.386
situation in all of my time

00:21:04.446 --> 00:21:07.109
recording where someone said, no,

00:21:07.230 --> 00:21:08.050
absolutely not.

00:21:08.151 --> 00:21:09.313
Now, full disclosure.

00:21:09.813 --> 00:21:11.473
there are those patients

00:21:11.894 --> 00:21:13.494
that I know ahead of time,

00:21:13.556 --> 00:21:14.976
they are not going to be a

00:21:15.017 --> 00:21:16.277
good social media patient.

00:21:16.317 --> 00:21:17.097
They don't want it.

00:21:17.117 --> 00:21:17.698
They don't, you know,

00:21:17.718 --> 00:21:18.679
they have zero interest.

00:21:19.519 --> 00:21:20.660
So I'm selective.

00:21:21.080 --> 00:21:23.781
I pre-screen, but seriously,

00:21:23.801 --> 00:21:24.982
like if I think somebody is

00:21:25.042 --> 00:21:26.423
inclined to saying, yes,

00:21:26.584 --> 00:21:28.986
I just did this twice yesterday.

00:21:29.026 --> 00:21:31.587
And today I said, Hey, here's the deal.

00:21:31.607 --> 00:21:33.028
We're getting a new device in the clinic.

00:21:33.068 --> 00:21:34.690
It's a shockwave therapy device.

00:21:34.710 --> 00:21:35.569
This is how it works.

00:21:35.589 --> 00:21:36.510
This is what it does.

00:21:37.371 --> 00:21:39.192
I want to record you.

00:21:40.250 --> 00:21:41.332
receiving the,

00:21:41.471 --> 00:21:42.752
the treatment intervention

00:21:42.792 --> 00:21:43.432
for the first time,

00:21:43.792 --> 00:21:45.555
you could be totally transparent.

00:21:45.575 --> 00:21:46.275
You could be real.

00:21:46.315 --> 00:21:47.336
If you don't feel like it helps,

00:21:47.375 --> 00:21:48.797
I want you to absolutely tell me,

00:21:49.396 --> 00:21:50.998
but I want to share this

00:21:51.077 --> 00:21:52.798
with other people on my YouTube channel.

00:21:52.999 --> 00:21:54.901
Every single patient is like, yes,

00:21:54.941 --> 00:21:55.780
that'd be awesome.

00:21:56.541 --> 00:21:57.961
Even the ones that are embarrassed,

00:21:58.262 --> 00:21:59.262
secretly love it.

00:21:59.604 --> 00:22:01.125
And they all signed the media release.

00:22:01.164 --> 00:22:02.244
It's all HIPAA compliant.

00:22:02.265 --> 00:22:03.566
They all have the right to refuse.

00:22:03.586 --> 00:22:04.886
They all have a chance in

00:22:04.926 --> 00:22:05.928
the future to tell me to

00:22:05.968 --> 00:22:07.147
take the content down.

00:22:07.888 --> 00:22:09.329
Um, we do it properly.

00:22:10.438 --> 00:22:11.077
but they all love it.

00:22:11.117 --> 00:22:12.318
They all love being the

00:22:12.358 --> 00:22:13.579
celebrity of their story.

00:22:13.960 --> 00:22:15.080
Yeah.

00:22:15.101 --> 00:22:16.421
Uh, so that's our six suggestions.

00:22:16.441 --> 00:22:18.201
Some bonus ones that I didn't, you know,

00:22:18.241 --> 00:22:19.202
get into my top three cause

00:22:19.222 --> 00:22:19.962
we're supposed to be limited,

00:22:19.982 --> 00:22:20.763
but this is our show so we

00:22:20.784 --> 00:22:22.464
can go beyond three, um,

00:22:23.005 --> 00:22:24.125
in-house residency or

00:22:24.144 --> 00:22:25.026
mentorship programs.

00:22:25.046 --> 00:22:25.786
A lot of people are coming

00:22:25.826 --> 00:22:27.186
out of school and saying like,

00:22:27.247 --> 00:22:29.147
do I go residency mentorship?

00:22:29.347 --> 00:22:30.088
Like at a, like,

00:22:30.729 --> 00:22:31.749
really honestly put some

00:22:31.788 --> 00:22:32.829
time into that because

00:22:32.849 --> 00:22:34.049
they're looking for that, right?

00:22:34.130 --> 00:22:35.390
And people can sniff this out.

00:22:35.430 --> 00:22:36.090
If you say this on an

00:22:36.131 --> 00:22:38.131
interview or a posting,

00:22:38.151 --> 00:22:38.971
like we have mentorship,

00:22:39.751 --> 00:22:40.652
but be good consumers.

00:22:40.731 --> 00:22:41.511
Explain that to me.

00:22:41.852 --> 00:22:42.811
What am I going to be getting?

00:22:42.852 --> 00:22:44.012
Because that was the

00:22:44.093 --> 00:22:45.452
buzzword of a year and a half ago,

00:22:45.472 --> 00:22:47.153
which was mentorship and

00:22:47.413 --> 00:22:48.374
professional development.

00:22:48.634 --> 00:22:49.794
And then beyond the mentorship,

00:22:50.374 --> 00:22:51.674
what are you giving me beyond that?

00:22:52.194 --> 00:22:54.035
So you should always be comparing salary,

00:22:54.215 --> 00:22:55.776
but like flexibility, schedule,

00:22:55.816 --> 00:22:56.695
what's responsible.

00:22:57.997 --> 00:22:59.396
Go beyond the benefits package.

00:22:59.537 --> 00:23:00.778
which is really important.

00:23:00.857 --> 00:23:01.898
I know when you're twenty years old,

00:23:01.959 --> 00:23:02.318
I didn't care.

00:23:02.338 --> 00:23:03.220
I was just like, salary,

00:23:03.299 --> 00:23:03.940
is there insurance?

00:23:03.980 --> 00:23:04.980
Yes, great, check.

00:23:05.320 --> 00:23:06.521
Look into those different things.

00:23:07.423 --> 00:23:08.804
Does this come with CEU money?

00:23:08.903 --> 00:23:09.044
Like,

00:23:09.064 --> 00:23:10.305
because I'm going to need to stay up

00:23:10.404 --> 00:23:10.744
to date.

00:23:10.765 --> 00:23:11.846
Can you solve that problem

00:23:12.165 --> 00:23:12.786
for me together?

00:23:12.806 --> 00:23:14.367
A lot of large organizations

00:23:14.807 --> 00:23:16.429
will approach a MedBridge

00:23:16.828 --> 00:23:18.009
and they'll get a group discount.

00:23:18.170 --> 00:23:19.570
Smart on MedBridge's part, right?

00:23:19.631 --> 00:23:22.073
And now for pennies on the

00:23:22.113 --> 00:23:23.574
dollar or a little bit less,

00:23:23.634 --> 00:23:25.615
they're able to use that as bait.

00:23:25.655 --> 00:23:27.297
We asked this on a previous episode,

00:23:27.336 --> 00:23:28.718
would APTA membership

00:23:29.218 --> 00:23:30.837
If my clinic paid that for you,

00:23:30.857 --> 00:23:31.638
would that be valuable?

00:23:31.878 --> 00:23:33.878
To some people and some people like, okay,

00:23:33.898 --> 00:23:34.519
I guess that's nice,

00:23:34.538 --> 00:23:35.660
but I'm never going to see the value.

00:23:35.920 --> 00:23:37.500
So pay attention to what they ask for,

00:23:37.759 --> 00:23:39.200
what they're paying for themselves.

00:23:39.579 --> 00:23:40.780
Can you deliver that for a

00:23:40.800 --> 00:23:41.980
little less and then use it

00:23:42.641 --> 00:23:44.721
on the value side instead

00:23:44.741 --> 00:23:45.602
of just focusing on the

00:23:45.662 --> 00:23:49.143
price side of that seesaw?

00:23:49.262 --> 00:23:50.303
I got my seesaw.

00:23:50.803 --> 00:23:52.522
It's going back and forth.

00:23:52.743 --> 00:23:53.804
Just focus on one.

00:23:53.844 --> 00:23:54.824
Don't always focus on one

00:23:54.864 --> 00:23:55.624
side of that seesaw.

00:23:55.983 --> 00:23:56.924
Any other bonus suggestions

00:23:56.944 --> 00:23:58.845
that come to mind before we hit stop?

00:23:59.340 --> 00:24:00.082
Yeah, heck yeah.

00:24:00.102 --> 00:24:01.782
Since you got bonus, I'll get bonus.

00:24:02.044 --> 00:24:03.265
I would say, you know,

00:24:04.326 --> 00:24:06.207
most clinicians tend to be

00:24:07.208 --> 00:24:08.368
the personality type that

00:24:08.388 --> 00:24:10.671
avoids conflict and avoids risk, right?

00:24:10.951 --> 00:24:11.551
Risk averse.

00:24:12.133 --> 00:24:14.315
So I know when I'm looking

00:24:14.434 --> 00:24:15.976
at making a major investment,

00:24:16.076 --> 00:24:17.817
I want to know what's my exit strategy.

00:24:17.857 --> 00:24:18.878
If I'm starting a business,

00:24:18.919 --> 00:24:20.039
what's my exit strategy?

00:24:20.119 --> 00:24:21.821
If I'm getting into a relationship, I'm

00:24:22.301 --> 00:24:23.724
I just did an onboarding call.

00:24:23.765 --> 00:24:24.886
I was like, this is amazing.

00:24:24.926 --> 00:24:27.371
Best onboarding call I have ever had.

00:24:27.912 --> 00:24:29.173
But how do I get out of this

00:24:29.234 --> 00:24:30.477
if things don't go well?

00:24:31.198 --> 00:24:32.961
I always want to see the exit.

00:24:33.896 --> 00:24:35.699
In a situation like employment,

00:24:35.739 --> 00:24:38.281
I think a huge value add, if nothing else,

00:24:38.342 --> 00:24:39.303
is just to say, look,

00:24:39.824 --> 00:24:41.005
I don't expect you to be

00:24:41.046 --> 00:24:42.207
with us for forty years.

00:24:42.287 --> 00:24:43.729
You're early in your career.

00:24:43.788 --> 00:24:44.809
You're late in your career.

00:24:44.849 --> 00:24:45.911
You're in the middle of your career,

00:24:45.951 --> 00:24:46.692
whatever it is.

00:24:47.333 --> 00:24:48.413
I understand there is going

00:24:48.433 --> 00:24:50.276
to be a time for you to be here, to grow,

00:24:50.336 --> 00:24:51.577
to thrive, to excel,

00:24:51.597 --> 00:24:52.598
and then you're going to leave.

00:24:53.039 --> 00:24:53.460
And that's OK.

00:24:54.320 --> 00:24:55.821
And I want to plan that

00:24:55.882 --> 00:24:58.462
conversation before you even start,

00:24:58.823 --> 00:24:59.923
because I want you to know

00:24:59.962 --> 00:25:01.784
that I expect the best

00:25:01.844 --> 00:25:03.483
people to outgrow this

00:25:03.523 --> 00:25:05.845
position to expand and go

00:25:05.924 --> 00:25:06.846
into other things.

00:25:07.326 --> 00:25:09.487
It's totally fine because I

00:25:09.527 --> 00:25:10.326
think a lot of us feel

00:25:10.406 --> 00:25:11.928
guilted into staying into a

00:25:11.988 --> 00:25:13.907
position way longer than we

00:25:14.008 --> 00:25:15.669
ever would have simply

00:25:15.709 --> 00:25:16.749
because we like our,

00:25:16.868 --> 00:25:18.109
we like our coworkers.

00:25:18.150 --> 00:25:19.450
We like maybe the managers,

00:25:19.490 --> 00:25:21.411
maybe we love the patients, but we don't,

00:25:21.431 --> 00:25:23.372
we're always feeling that obligation.

00:25:23.711 --> 00:25:25.673
Or we don't know how to properly break up.

00:25:25.794 --> 00:25:26.554
Like how many times have you

00:25:26.574 --> 00:25:27.275
been someone you're like,

00:25:27.494 --> 00:25:28.816
I don't know how to get out of this.

00:25:28.855 --> 00:25:31.557
Like there's no, this goes back to,

00:25:31.657 --> 00:25:32.778
and I've given Jamie Schreier,

00:25:32.818 --> 00:25:34.681
who we just saw PPS on the

00:25:34.721 --> 00:25:35.902
fly there last week.

00:25:37.063 --> 00:25:37.563
One of the greatest

00:25:37.583 --> 00:25:38.503
questions I've ever heard

00:25:38.564 --> 00:25:39.384
on an interview.

00:25:39.444 --> 00:25:40.224
It's so great.

00:25:41.145 --> 00:25:42.626
I call it a ricochet question,

00:25:42.666 --> 00:25:43.367
but apparently it's called

00:25:43.387 --> 00:25:45.169
a framing question, like in real talk,

00:25:45.189 --> 00:25:47.211
which is if you were to

00:25:47.250 --> 00:25:48.592
take this job and three

00:25:48.612 --> 00:25:50.053
years from now you were to leave or quit,

00:25:50.192 --> 00:25:51.755
what do you think that reason is?

00:25:52.355 --> 00:25:53.736
would be and whatever that

00:25:53.776 --> 00:25:55.076
person says that's the

00:25:55.116 --> 00:25:55.978
thing that they're worried

00:25:56.018 --> 00:25:58.019
about or looking for and if

00:25:58.058 --> 00:25:59.319
you don't have that be up

00:25:59.380 --> 00:26:00.181
front don't take that

00:26:00.221 --> 00:26:01.182
person on even if it's for

00:26:01.342 --> 00:26:02.521
you know even if it's for

00:26:02.563 --> 00:26:04.084
two years because remember

00:26:04.104 --> 00:26:05.325
when someone's ramping up

00:26:05.464 --> 00:26:06.746
they're not as productive

00:26:06.766 --> 00:26:07.885
they don't know a lot right

00:26:08.227 --> 00:26:09.106
and when they're ramping

00:26:09.146 --> 00:26:10.667
down and you never you know

00:26:10.688 --> 00:26:11.469
when they're ramping up

00:26:11.489 --> 00:26:12.390
because they've just started

00:26:12.829 --> 00:26:14.631
you never know when they're ramping down,

00:26:14.830 --> 00:26:15.051
right?

00:26:15.071 --> 00:26:16.553
Cause when they're mentally checked out,

00:26:17.073 --> 00:26:17.932
they're going to be

00:26:17.993 --> 00:26:19.193
requiring more resources

00:26:19.253 --> 00:26:20.575
and they're going to be dragging ass.

00:26:20.595 --> 00:26:21.675
So they're going to be, you know,

00:26:21.715 --> 00:26:23.297
pissing people off in the organization.

00:26:23.696 --> 00:26:24.718
So I like that question

00:26:24.758 --> 00:26:26.118
because it says like, well, I don't,

00:26:26.219 --> 00:26:27.259
I want to open my own clinic.

00:26:27.559 --> 00:26:28.820
Well, actually my five-year plan,

00:26:28.861 --> 00:26:29.681
I want to, I'm going to open it.

00:26:29.701 --> 00:26:30.721
I'm going to second location.

00:26:30.761 --> 00:26:31.923
So this might be a good match,

00:26:31.962 --> 00:26:33.163
but that's not on the application.

00:26:33.183 --> 00:26:33.263
So

00:26:33.604 --> 00:26:34.484
I love that cheat question

00:26:34.505 --> 00:26:35.224
from Jamie Schreier.

00:26:35.244 --> 00:26:35.785
If you were to leave,

00:26:35.805 --> 00:26:36.525
what would the reason be?

00:26:37.046 --> 00:26:38.987
I think this is and will be

00:26:39.166 --> 00:26:41.827
a problem for the foreseeable future.

00:26:42.387 --> 00:26:44.128
I think AI, apps,

00:26:44.429 --> 00:26:46.849
RTM can help all these things,

00:26:46.890 --> 00:26:48.871
but I think the basics are going to win.

00:26:48.951 --> 00:26:50.051
The organizations that paid

00:26:50.092 --> 00:26:52.073
attention to what people are looking for

00:26:52.873 --> 00:26:54.394
And I know it's the, now we're in,

00:26:54.493 --> 00:26:55.394
I feel like I'm in the age

00:26:55.414 --> 00:26:56.516
of these kids today.

00:26:56.556 --> 00:26:57.696
They want something different.

00:26:57.777 --> 00:26:58.477
Yes, they do.

00:26:58.616 --> 00:26:59.617
And the organizations that

00:26:59.637 --> 00:27:01.499
will create that for those

00:27:01.538 --> 00:27:02.880
people in the next generation,

00:27:03.060 --> 00:27:04.000
it's not you anymore.

00:27:04.422 --> 00:27:05.342
I'm in my mid forties.

00:27:05.362 --> 00:27:06.502
It's not me in the,

00:27:06.583 --> 00:27:08.003
in the middle of the bell curve anyway,

00:27:08.364 --> 00:27:10.286
of the, of the biggest portion of this.

00:27:10.385 --> 00:27:13.367
Um, in terms of, uh, um,

00:27:13.428 --> 00:27:14.989
lack of positions being filled,

00:27:15.369 --> 00:27:16.150
pay attention to what the

00:27:16.190 --> 00:27:17.090
next generation is.

00:27:17.151 --> 00:27:18.051
It's different than the one

00:27:18.071 --> 00:27:20.512
that we just came from.

00:27:20.553 --> 00:27:21.074
Sounds good.