24 Hours to Revolutionize Your PT Business with Shockwave Therapy

WEBVTT

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Good Tuesday morning.

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I think it's the first show

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this year that's been below

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freezing where we are broadcasting from.

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It was like twenty nine

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degrees when I woke up this

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morning in New York.

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Is it cold in the city, Dave?

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We got forty three right now

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with a high of sixty, a low forty three,

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a little weather report here.

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Here we go.

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Twenty seven where I am.

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You can see the difference.

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I'm an hour north of you.

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This is this is a little different.

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I do want to flash the new background.

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We did have a bowl of Froot Loops.

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I feel like we needed something festive.

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And here's the first topic.

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I'm going to pitch something

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to you and Tony will join in a minute.

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Went to PPS with Tony last week.

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That was last week, right?

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Yeah.

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And of course,

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everybody's paying attention

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to the vendors, the exhibitors,

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the speakers, the whole thing.

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I, of course, like I hang out in.

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the happy hour.

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I hang out in the hallways.

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I talk to the people who are

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watching the thing, right?

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Like I've been around enough

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shows that I don't even

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watch the bands anymore.

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I watch the people watching the bands.

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So talking to practice

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owners and I was like,

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this is kind of cool.

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I talked to three or four

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different people who had

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like interesting,

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Not like wildly unique,

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like you've never heard of it.

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There are those people out

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there that have these

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practice models that are like,

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that's crazy.

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Like someone just DM'd me

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the other day that there's

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a PT at Dancing with the Stars.

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Like that's her job.

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But of course there would be, right?

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That's obvious.

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But she was like, hey, check it, you know,

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Kay,

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thanks to Kay Mastricola for sending

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me that.

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She's like,

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you got to get her on the show

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because she's like,

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I want to know about what

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this girl's like.

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And I was like, got me thinking,

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like there's a lot of

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people out there with like

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unique practice models.

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I think we can learn a lot

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from that so like even when

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I would like and I just

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start conversations with

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random people I know this

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surprises you um and I'm

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just like what makes you

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unique what makes your

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practice unique and they'll

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just start like telling you

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and then you'll get three

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or four questions in you'll

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be like wait a minute

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that's kind of crazy but to

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the person it's been their

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normal for so long it's

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they're not like bragging

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about it they're just

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they're burying the lead so

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here's the pitch

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The pitch is,

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fifteen to twenty minute episodes.

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I'm still working on the

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right question combination,

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but I'm trying to get these

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little nuggets out to show

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other people who either

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have practices or want to start practice,

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like, oh,

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I never thought about doing that that way,

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or, oh, I never thought about that.

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So I'm calling it PT Blueprint,

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where essentially, I mean,

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it's not like Shark Tank

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where they're pitching this

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idea because they want to get funded.

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But I want to get to the

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nuggets and the interesting

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parts about where their practice works.

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And not everything's going to work.

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I mean,

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some things that Dave Kittle does

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in New York City aren't

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going to work in Iowa.

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And I'm sorry, Iowa.

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I don't know why we always

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mention Iowa being the middle of nowhere.

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But...

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So what do you think about this?

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Does this bring value if

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it's fifteen minute

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interviews to people and

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I'm trying to get at the

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what makes you unique?

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How do you what what

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problems have you faced?

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How do you solve those things?

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I'm trying to give people

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who are either opening have

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practices or open practice

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just little nuggets of ways

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to solve problems that

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maybe they have every day

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but just haven't thought of.

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Well, yeah, I mean, of course,

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it's valuable.

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I think it's especially

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valuable to other people in

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your audience that are

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therapists that maybe they're in business,

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maybe they're not,

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but they get to see like, oh,

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what else is out there?

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What are the opportunities out there?

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What are what have

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therapists gone and done?

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That is not like all this

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other craziness of like

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going to work for like some, you know,

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medical sales company or

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something like one of these

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alternative choices where

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you're like leaving the

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profession or whatever.

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uh, unfortunately.

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So I would say there's a ton

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of value as long as you

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think that there's some, you know,

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business case there, or, you know,

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it helps with like, you know,

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reaching your audience and whether it's,

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you know,

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you with a business case selling

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advertisements or whatever

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it is against those videos.

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Like if it makes sense for you,

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absolutely.

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It makes sense for,

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it makes sense for those

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therapists that want to get

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on your platform and kind

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of be in the spotlight and

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Who wouldn't want that?

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Yes.

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And then also your audience.

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So your audience gets to

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hear about these obscure practices like,

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oh, wow.

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Or this therapist that's

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like on Dancing with the Stars.

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And I'm sure by now that

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therapist who is on Dancing

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with the Stars,

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I'm sure that therapist

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probably only treats like

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pretty high level performers and dancers.

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And being on the show will

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absolutely help with more leads,

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more prospective patients,

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clients reaching out to her.

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or him, whoever it is, uh,

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to be treated by the

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therapist just because they

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were on the show.

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Obviously you have to have

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the clinical chops and all that.

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So of course this whole,

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this whole idea has value.

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Um, what are your,

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are you like uncertain or

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are you just pitching it?

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Like, like why, to me,

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it seems like a slam dunk.

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Why, um,

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why do you think it's even a question?

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I don't know.

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I think that last part, I still get,

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I'm still like, I don't,

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I think I'm stuck.

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I'm like, only PTs listen to the show.

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So do we actually think this

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would help people get patients?

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I think the video, if they repurposed it,

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might.

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Or maybe them being featured by anybody,

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not themselves,

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is seen as... Maybe your video is...

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maybe your videos might not

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help that therapist get new patients.

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I'm saying the therapist

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that's on dancing with the stars,

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people are going to Google

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that therapist name.

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And if they're in the city

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or the nearby location, Metro or whatever,

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they're absolutely going to

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reach out to that therapist.

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If they're a performer,

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if there's someone who has

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done a lot of dancing or

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whatever performances over the years,

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like they want to be treated by the best.

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Uh, and,

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and Tony has said it a ton of times,

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like whoever's like the

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most known popular therapist, uh,

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is going to get a lot of the

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recognition and a lot of

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the easier business,

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as opposed to a really

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great clinical therapist

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who doesn't do marketing,

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doesn't do any awareness,

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has no videos or anything.

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So I'll tell you where this is from.

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And then Tony, I'll catch you up to speed.

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I'm not sure if you were

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listening for my pitch.

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So I was on Instagram.

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This is a couple of years ago.

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And I saw this practitioner who was like,

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I only treat skiers and

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snowboarders in Vermont.

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And I was like, that's cool.

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Like, dude, that's like crazy niche.

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And I just DM'd him.

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and had never met this guy.

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His name is Steven Burkhart.

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And I was like, never met him before.

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Tell me about your practice.

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This is cool.

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And then I think I asked the question.

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I'd love to go back to the

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podcast episode.

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I was like,

00:06:16.848 --> 00:06:18.370
what gave you sort of the right,

00:06:18.810 --> 00:06:19.711
like internally?

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Oh, yeah,

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because he was like from Maryland.

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I'm sorry, Steven.

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It was like somewhere on the East Coast,

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but not from Vermont.

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I said, did you know anybody?

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Did you?

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He's like, I drove to Vermont,

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knocked on doors at CrossFit gyms,

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and was like,

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I want to work at your CrossFit gym.

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And now...

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he has snow beast

00:06:36.483 --> 00:06:39.966
performance and this is his whole thing.

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He treats snowboarders and, uh,

00:06:42.509 --> 00:06:43.610
and skiers in Vermont.

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And he's like, this is my dream life.

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I am on the slopes or treating athletes.

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And I was like, what gave you the right?

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And I,

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This was not prepared.

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He goes,

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I listened to your show since I

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was a PT student and heard

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so many people say,

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so I just did it and it worked.

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And I was like, oh my gosh.

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And we're not here selling a

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method or a checklist or a mastermind,

00:07:03.584 --> 00:07:04.785
but it was just stories.

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So I was like, shoot,

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that was a couple of years

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ago that Steven said that.

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And meanwhile, Steven and I,

00:07:09.007 --> 00:07:10.447
I've been trying to do, I was like,

00:07:10.487 --> 00:07:10.788
Steven,

00:07:10.848 --> 00:07:12.627
you should host a con ed course on

00:07:12.648 --> 00:07:13.548
how to treat skiers and

00:07:13.569 --> 00:07:14.988
snowboarders in Vermont.

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I'll come.

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And then half of the day is

00:07:17.951 --> 00:07:19.112
Con Ed and half the day is

00:07:19.151 --> 00:07:19.932
skiing and snowboarding.

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Who wouldn't want to come to that?

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Right.

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So like Steven, I'm still, you know, me,

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I'm the wow guy.

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We need a how guy.

00:07:25.675 --> 00:07:26.916
But anyway,

00:07:26.997 --> 00:07:28.918
Steven saying that live while

00:07:28.937 --> 00:07:30.259
we're recording made me go, oh my God,

00:07:30.298 --> 00:07:31.439
people listen to this podcast.

00:07:31.600 --> 00:07:32.261
That's crazy.

00:07:32.901 --> 00:07:33.360
And then I was like,

00:07:33.420 --> 00:07:34.041
what if we could do that

00:07:34.062 --> 00:07:34.942
for other people?

00:07:35.163 --> 00:07:35.942
So anyway, Tony,

00:07:35.963 --> 00:07:36.863
my pitch this morning was

00:07:36.884 --> 00:07:37.663
I'm doing this like new,

00:07:37.684 --> 00:07:39.605
like sort of segment or format, fifteen,

00:07:39.846 --> 00:07:42.487
twenty minute interviews is at most.

00:07:43.228 --> 00:07:44.567
I'm trying to work on the questions.

00:07:44.608 --> 00:07:45.148
Maybe that's why I'm

00:07:45.187 --> 00:07:46.088
pitching it to you guys.

00:07:46.108 --> 00:07:47.088
But here's the idea.

00:07:47.908 --> 00:07:49.528
Everybody's PT clinic is so

00:07:49.668 --> 00:07:50.369
they're all the same,

00:07:50.509 --> 00:07:52.569
but they're not like they're just not.

00:07:52.589 --> 00:07:53.649
There's a little twist or

00:07:53.689 --> 00:07:55.569
turn or we solve this problem or hey,

00:07:55.610 --> 00:07:56.589
where I live in the country,

00:07:56.911 --> 00:07:57.690
we can't do that.

00:07:57.730 --> 00:07:58.271
So we had to.

00:07:58.690 --> 00:07:59.471
So I'm trying to get those

00:07:59.531 --> 00:08:01.071
fifteen interviews to say, like,

00:08:01.110 --> 00:08:01.990
tell me about your practice.

00:08:02.391 --> 00:08:03.531
Let's get to the unique part

00:08:03.591 --> 00:08:04.411
because I want other people

00:08:04.451 --> 00:08:05.052
to hear them to go.

00:08:05.451 --> 00:08:06.391
Oh, I never thought about.

00:08:06.851 --> 00:08:07.271
Oh, my God.

00:08:07.351 --> 00:08:08.392
Why don't I just turn it

00:08:08.432 --> 00:08:09.552
upside down or something?

00:08:09.812 --> 00:08:10.052
And then.

00:08:10.432 --> 00:08:11.413
It doesn't have to be a ten

00:08:11.454 --> 00:08:12.915
thousand dollar solution to

00:08:12.954 --> 00:08:14.115
completely change your practice.

00:08:14.134 --> 00:08:16.156
So we're calling it PT Blueprint.

00:08:16.716 --> 00:08:17.396
And I'm looking for people

00:08:17.416 --> 00:08:18.697
who think they have a unique practice.

00:08:18.737 --> 00:08:19.718
And I'm just like, OK, great.

00:08:19.738 --> 00:08:19.959
Show me.

00:08:20.884 --> 00:08:21.285
Yeah.

00:08:21.365 --> 00:08:22.105
Yeah.

00:08:22.185 --> 00:08:24.406
Obviously you need to go through chat GPT.

00:08:24.466 --> 00:08:25.288
You need to work these

00:08:25.307 --> 00:08:26.728
questions through when I do

00:08:26.788 --> 00:08:28.608
the PT spotlight interviews

00:08:29.230 --> 00:08:30.310
and I want to find

00:08:30.350 --> 00:08:32.211
questions that the consumer

00:08:32.270 --> 00:08:33.552
wants the answer to.

00:08:34.152 --> 00:08:35.393
I don't want that to be a PT

00:08:35.413 --> 00:08:36.693
to PT conversation.

00:08:37.234 --> 00:08:38.754
I need to ask questions that

00:08:38.794 --> 00:08:40.056
the consumer is sitting

00:08:40.076 --> 00:08:41.716
there looking for the answer to.

00:08:42.236 --> 00:08:44.278
And I brainstorm with chat GPT.

00:08:44.357 --> 00:08:45.859
I'm like, do this, do that.

00:08:45.879 --> 00:08:47.299
And I go back and forth with it.

00:08:47.759 --> 00:08:48.961
Going back to your guys'

00:08:49.000 --> 00:08:50.581
conversation when I jumped in,

00:08:51.142 --> 00:08:53.802
this is still an available domain,

00:08:54.102 --> 00:08:56.144
celebritypt.com.

00:08:57.065 --> 00:08:59.405
Whether it be you make the

00:08:59.446 --> 00:09:00.466
patient the celebrity,

00:09:00.706 --> 00:09:02.548
obviously you have that opportunity.

00:09:03.615 --> 00:09:05.557
Or you look at it and you say,

00:09:07.118 --> 00:09:09.678
I want to get PTs and make

00:09:09.719 --> 00:09:10.759
them celebrities.

00:09:10.960 --> 00:09:12.561
You know, to Dave's point,

00:09:12.600 --> 00:09:14.302
if somebody is on Dancing with the Stars,

00:09:14.761 --> 00:09:16.182
even if you never heard of them before,

00:09:16.243 --> 00:09:18.104
they instantly become a celebrity.

00:09:19.485 --> 00:09:20.705
I really think there's an

00:09:20.745 --> 00:09:21.566
opportunity there.

00:09:21.586 --> 00:09:21.725
Yeah.

00:09:22.186 --> 00:09:22.725
And look at that.

00:09:22.745 --> 00:09:23.606
We'll bring that back up.

00:09:24.326 --> 00:09:26.048
One penny for the first year.

00:09:26.067 --> 00:09:27.389
It's a steal.

00:09:27.489 --> 00:09:27.769
Oh, wait.

00:09:27.908 --> 00:09:29.370
Oh, twenty two dollars for the first year.

00:09:30.759 --> 00:09:30.940
Well,

00:09:30.960 --> 00:09:33.081
twenty-two if you get all the other ones.

00:09:33.421 --> 00:09:33.921
Oh, I see.

00:09:34.061 --> 00:09:35.081
I've never got a domain name

00:09:35.101 --> 00:09:36.182
before besides mine.

00:09:36.241 --> 00:09:37.582
Somebody else bought mine.

00:09:37.602 --> 00:09:38.442
Somebody else bought mine.

00:09:38.844 --> 00:09:40.104
Yeah, I've never done anything like that.

00:09:40.124 --> 00:09:40.524
Dave,

00:09:40.923 --> 00:09:43.085
I'm sure you have a library of domain

00:09:43.105 --> 00:09:43.424
names.

00:09:43.445 --> 00:09:44.346
You're like me.

00:09:44.505 --> 00:09:46.447
I've been weaning them down.

00:09:46.466 --> 00:09:47.626
So wait a minute.

00:09:47.826 --> 00:09:48.347
I have too many.

00:09:48.888 --> 00:09:49.988
I've known people to do this,

00:09:50.028 --> 00:09:51.448
but I've known you guys.

00:09:52.616 --> 00:09:54.538
so so this is like gambling

00:09:54.599 --> 00:09:55.458
right I mean essentially

00:09:55.479 --> 00:09:56.360
it's like hey for five

00:09:56.399 --> 00:09:58.282
dollars a year I'm it's

00:09:58.322 --> 00:10:00.102
hoarding yeah the only one

00:10:00.123 --> 00:10:00.844
that I knew that was like

00:10:00.903 --> 00:10:01.543
people were paying

00:10:01.563 --> 00:10:02.684
attention to it was when

00:10:03.505 --> 00:10:04.706
the watch the team known as

00:10:04.746 --> 00:10:05.947
the form the team formerly

00:10:05.967 --> 00:10:06.628
known as the washington

00:10:06.668 --> 00:10:08.188
redskins there was a guy

00:10:08.229 --> 00:10:09.409
who was forward thinking

00:10:09.450 --> 00:10:10.730
enough in the dc area to be

00:10:10.770 --> 00:10:11.812
like what are they going to

00:10:11.851 --> 00:10:12.873
change their name to and he

00:10:12.972 --> 00:10:14.995
went and he sat on all those um

00:10:15.735 --> 00:10:15.875
uh,

00:10:15.914 --> 00:10:17.157
domain names and they started creating

00:10:17.277 --> 00:10:18.759
merch for it.

00:10:19.458 --> 00:10:21.120
Um, but yeah, I guess that's the thing.

00:10:21.481 --> 00:10:22.722
So obviously I'm going to do

00:10:22.842 --> 00:10:23.624
a chat GPT thing.

00:10:23.764 --> 00:10:24.325
I already did.

00:10:24.485 --> 00:10:25.446
I mean, spoiler alert,

00:10:25.846 --> 00:10:27.288
but what I also like to do

00:10:27.327 --> 00:10:28.549
is make this thing living and breathing.

00:10:28.570 --> 00:10:29.289
So if you're listening to

00:10:29.309 --> 00:10:30.130
this and you're like, Hey,

00:10:30.191 --> 00:10:31.413
I'd listen to PT blueprint.

00:10:31.493 --> 00:10:31.572
Um,

00:10:32.671 --> 00:10:33.631
what you don't have to tell

00:10:33.652 --> 00:10:34.611
me the question but what

00:10:34.631 --> 00:10:35.793
are what are some things or

00:10:35.832 --> 00:10:37.393
problems you might want me

00:10:37.433 --> 00:10:38.634
to sort of bring up or ask

00:10:38.653 --> 00:10:39.514
them that maybe I haven't

00:10:39.654 --> 00:10:40.955
asked yet so I sort of do

00:10:40.995 --> 00:10:42.035
want this pt blueprint at

00:10:42.676 --> 00:10:43.716
because now I think we're

00:10:43.736 --> 00:10:44.797
starting I don't know about

00:10:44.817 --> 00:10:45.957
you guys I'm getting a lot

00:10:45.998 --> 00:10:48.479
more dms and and emails

00:10:48.678 --> 00:10:49.740
from people who listen to

00:10:49.759 --> 00:10:50.779
this podcast probably in

00:10:50.799 --> 00:10:52.240
the last two months than I

00:10:52.260 --> 00:10:53.282
have in the last two years

00:10:53.942 --> 00:10:55.423
Probably because we're asking for it,

00:10:55.582 --> 00:10:56.623
or at least we're bringing up topics.

00:10:56.863 --> 00:10:57.462
So who knew when you

00:10:57.523 --> 00:10:58.443
actually ask people to do stuff,

00:10:58.464 --> 00:10:59.203
they do stuff.

00:10:59.224 --> 00:11:00.303
And when you don't ask them to do stuff,

00:11:00.323 --> 00:11:01.644
they don't do the stuff.

00:11:01.664 --> 00:11:02.865
So I would love to hear from you.

00:11:02.884 --> 00:11:04.265
Who's the target audience

00:11:04.285 --> 00:11:06.307
for one of these blueprints?

00:11:06.326 --> 00:11:07.986
Is it you want them talking

00:11:08.006 --> 00:11:09.187
to other therapists who are

00:11:09.207 --> 00:11:11.408
looking for innovative business ideas,

00:11:11.589 --> 00:11:12.448
or do you want them to

00:11:12.489 --> 00:11:14.250
promote their business to the consumer?

00:11:14.909 --> 00:11:16.870
for me really, it's a clinician.

00:11:16.890 --> 00:11:18.011
Like I talked to JJ

00:11:18.032 --> 00:11:19.812
yesterday and she runs puck

00:11:19.852 --> 00:11:21.354
and recovery where she's like,

00:11:21.553 --> 00:11:22.533
I treat hockey players.

00:11:22.754 --> 00:11:22.994
I was,

00:11:23.195 --> 00:11:24.674
she was a hockey player in Maine and

00:11:24.695 --> 00:11:25.635
now she lives in DC.

00:11:26.316 --> 00:11:27.397
And I was like, that's cool.

00:11:27.456 --> 00:11:28.518
So we talked all about that.

00:11:28.878 --> 00:11:29.618
So for me,

00:11:29.957 --> 00:11:31.139
JJ is not really on there to get

00:11:31.198 --> 00:11:31.678
patients.

00:11:31.938 --> 00:11:32.940
JJ is on there to like,

00:11:33.240 --> 00:11:34.321
Hey, I did it.

00:11:34.421 --> 00:11:35.341
Like you can too.

00:11:35.402 --> 00:11:36.722
I feel like that's a common

00:11:36.743 --> 00:11:38.965
thread with therapists who've made it.

00:11:39.044 --> 00:11:39.445
And she's like,

00:11:39.504 --> 00:11:40.725
I'm still dumbfounded every day.

00:11:40.745 --> 00:11:41.927
I get to go to work and do this.

00:11:41.966 --> 00:11:43.509
And I'm like, yes, that's,

00:11:43.649 --> 00:11:44.909
I think what JJ wants to do

00:11:44.970 --> 00:11:45.791
is she doesn't care if

00:11:45.811 --> 00:11:46.971
you're treating hockey players or,

00:11:47.412 --> 00:11:47.652
you know,

00:11:47.731 --> 00:11:49.754
polo players or volleyball players,

00:11:49.813 --> 00:11:50.934
but like she wants you to

00:11:50.955 --> 00:11:52.355
get up and just do that thing.

00:11:52.876 --> 00:11:54.557
So, and the audience for listening is like,

00:11:54.577 --> 00:11:55.359
people either have a

00:11:55.379 --> 00:11:56.099
business who are like,

00:11:56.960 --> 00:11:57.679
man I just need some new

00:11:57.759 --> 00:11:59.120
ideas like talk to me about

00:11:59.181 --> 00:12:00.282
me problems and let me just

00:12:00.322 --> 00:12:00.942
listen to this in the

00:12:00.961 --> 00:12:01.802
background kind of like

00:12:01.902 --> 00:12:02.783
tony the tony's of the

00:12:02.822 --> 00:12:03.663
world when dave's the world

00:12:03.682 --> 00:12:04.744
we're just like I'm just

00:12:04.764 --> 00:12:05.543
paying attention but I

00:12:05.583 --> 00:12:06.605
constantly take that thing

00:12:06.625 --> 00:12:07.565
and go how do I apply that

00:12:07.585 --> 00:12:09.326
to my life or people who

00:12:09.405 --> 00:12:11.126
haven't started a business

00:12:11.226 --> 00:12:12.047
and I want them to know the

00:12:12.126 --> 00:12:13.008
deep the deep end of the

00:12:13.028 --> 00:12:14.327
pool ain't that deep I'm

00:12:14.347 --> 00:12:14.888
not saying it's for

00:12:14.908 --> 00:12:15.609
everybody and I'm not

00:12:15.629 --> 00:12:16.668
saying it's easy but I'm

00:12:16.708 --> 00:12:17.950
saying I'm gonna we can

00:12:17.990 --> 00:12:19.029
continue to point at these

00:12:19.049 --> 00:12:20.410
people and say they wanted

00:12:20.431 --> 00:12:21.331
to do it just like you and

00:12:21.350 --> 00:12:21.851
they've done it

00:12:22.511 --> 00:12:23.474
But also let me show you

00:12:23.514 --> 00:12:24.436
some bumps in the road.

00:12:24.475 --> 00:12:25.538
Like one of the questions is like,

00:12:25.619 --> 00:12:26.340
what was your biggest

00:12:26.701 --> 00:12:27.802
challenge or failure and

00:12:27.842 --> 00:12:29.145
how'd you get over it or past it?

00:12:29.706 --> 00:12:30.609
Because I don't think this

00:12:30.629 --> 00:12:31.530
should be a highlight reel.

00:12:31.571 --> 00:12:32.753
I think it should be real

00:12:32.793 --> 00:12:33.715
tactical information.

00:12:34.898 --> 00:12:36.418
so really so for therapists

00:12:36.437 --> 00:12:37.399
then therapist facing

00:12:37.418 --> 00:12:39.899
correct and and for me like

00:12:40.438 --> 00:12:41.759
I I think I'm like I've

00:12:41.778 --> 00:12:42.759
been you know in your

00:12:42.799 --> 00:12:43.539
audience I've been your

00:12:43.600 --> 00:12:44.360
audience like over the

00:12:44.379 --> 00:12:45.899
years as well so like I

00:12:45.919 --> 00:12:46.960
think myself and other

00:12:46.980 --> 00:12:48.000
therapists probably tony as

00:12:48.041 --> 00:12:49.961
well like because we are we

00:12:49.980 --> 00:12:50.841
want to be inquisitive we

00:12:50.860 --> 00:12:51.701
want to kind of learn and

00:12:51.740 --> 00:12:52.522
see what else is out there

00:12:53.142 --> 00:12:53.902
I think it would be great

00:12:53.981 --> 00:12:55.542
even the interview uh

00:12:55.562 --> 00:12:56.341
speaking with what was his

00:12:56.381 --> 00:12:58.383
name steven in vermont yeah

00:12:58.423 --> 00:12:59.763
he's awesome so so like

00:13:01.677 --> 00:13:01.859
Yes,

00:13:01.879 --> 00:13:03.486
you can run the question through chat GPT,

00:13:03.508 --> 00:13:04.511
but like ultimately there's

00:13:04.552 --> 00:13:05.717
therapists out there that are like,

00:13:06.606 --> 00:13:07.447
maybe they're skeptical.

00:13:07.467 --> 00:13:09.288
This is on, this is an online thing,

00:13:09.328 --> 00:13:09.590
right?

00:13:09.649 --> 00:13:10.289
Like, so hold on,

00:13:10.590 --> 00:13:12.552
like how many patients a

00:13:12.591 --> 00:13:13.893
week or a month do you see?

00:13:13.972 --> 00:13:15.674
And like, are you insurance?

00:13:15.715 --> 00:13:16.615
Are you out of pocket?

00:13:17.395 --> 00:13:18.496
By answering some of those questions,

00:13:18.517 --> 00:13:19.418
you can kind of get a sense

00:13:19.457 --> 00:13:21.158
of like their top line revenue.

00:13:21.519 --> 00:13:22.659
And then you can kind of see like, wait,

00:13:22.941 --> 00:13:23.942
is this actually viable?

00:13:23.961 --> 00:13:25.403
Like, could I move to, I mean,

00:13:25.442 --> 00:13:27.224
I'm sure there's therapists in Val,

00:13:27.264 --> 00:13:28.164
Colorado that like,

00:13:28.304 --> 00:13:29.385
that just do this as well,

00:13:29.405 --> 00:13:31.408
that like they only treat skiers.

00:13:31.548 --> 00:13:33.408
And this is the huge thing that,

00:13:34.149 --> 00:13:35.750
I don't think you really can

00:13:35.870 --> 00:13:36.711
understand it or believe it

00:13:36.750 --> 00:13:37.432
until you're in it,

00:13:37.751 --> 00:13:40.153
which is like that you can

00:13:40.273 --> 00:13:41.453
actually niche down in

00:13:41.514 --> 00:13:42.913
something even like physical therapy.

00:13:42.953 --> 00:13:44.294
You can, if again,

00:13:44.315 --> 00:13:45.215
there has to be some

00:13:45.315 --> 00:13:46.015
critical mass of the

00:13:46.035 --> 00:13:47.515
population around with,

00:13:47.856 --> 00:13:48.976
with that condition or that

00:13:49.017 --> 00:13:50.097
presentation or whatever

00:13:50.557 --> 00:13:52.278
that you also either you

00:13:52.359 --> 00:13:53.658
like or love to treat and

00:13:53.678 --> 00:13:55.120
you have the skillset to

00:13:55.639 --> 00:13:57.841
kind of hang you like with golf, right?

00:13:57.860 --> 00:13:58.861
Like, I don't know all the,

00:13:59.282 --> 00:14:00.461
terminology with golf like I

00:14:00.682 --> 00:14:01.663
play baseball I don't play

00:14:01.682 --> 00:14:03.182
golf right so like I could

00:14:03.202 --> 00:14:04.604
learn it over time but if

00:14:04.644 --> 00:14:05.283
you stuck me in that

00:14:05.624 --> 00:14:07.144
situation right now like

00:14:07.364 --> 00:14:09.004
the golf pros and the golf

00:14:09.044 --> 00:14:10.445
trainers or whatever would

00:14:10.664 --> 00:14:12.546
like show more competence

00:14:12.566 --> 00:14:13.926
and professionalism than I

00:14:13.946 --> 00:14:14.586
would I don't know about

00:14:14.605 --> 00:14:15.927
all the backstrokes and all

00:14:15.966 --> 00:14:16.846
the terminology or whatever

00:14:17.466 --> 00:14:18.628
so you have to know the

00:14:18.648 --> 00:14:19.927
whole lingo and all that yep

00:14:20.248 --> 00:14:21.229
So it sounds like it would

00:14:21.249 --> 00:14:22.330
be therapy facing or

00:14:22.370 --> 00:14:23.650
therapist facing and other

00:14:23.671 --> 00:14:24.412
therapists out there.

00:14:24.591 --> 00:14:25.712
If I can speak for them just

00:14:26.113 --> 00:14:26.613
really quickly,

00:14:26.633 --> 00:14:28.174
it's like they would want to know, like,

00:14:28.695 --> 00:14:29.535
is this really possible?

00:14:29.576 --> 00:14:29.836
Wow.

00:14:29.855 --> 00:14:30.035
Wow.

00:14:30.076 --> 00:14:30.917
This is possible.

00:14:31.277 --> 00:14:33.739
And then what's the thing I can go do?

00:14:34.220 --> 00:14:36.181
Can I move to Ohio and treat

00:14:36.561 --> 00:14:38.863
business owners like Tony Meritato?

00:14:38.903 --> 00:14:39.604
And he'll introduce me to

00:14:39.644 --> 00:14:40.264
all the other business

00:14:40.304 --> 00:14:40.965
owners in the area.

00:14:41.004 --> 00:14:42.365
And I'm treating Ohio

00:14:42.405 --> 00:14:43.346
business owners only.

00:14:43.366 --> 00:14:43.687
Right.

00:14:43.767 --> 00:14:43.927
Yeah.

00:14:44.727 --> 00:14:46.089
So maybe what I'll do is this.

00:14:46.809 --> 00:14:47.671
I use JotForm.

00:14:47.691 --> 00:14:48.951
It's like a fancier version

00:14:48.971 --> 00:14:49.631
of Google Forms.

00:14:50.153 --> 00:14:52.053
I'll have them just, I'll say like, listen,

00:14:52.095 --> 00:14:52.914
if you want to be on the show,

00:14:53.336 --> 00:14:54.956
word vomit and explain,

00:14:54.976 --> 00:14:56.778
or I'll ask them a few prep questions.

00:14:57.058 --> 00:14:58.379
Then I'll run their answers

00:14:58.399 --> 00:15:01.423
through ChatGPT and say, find the thread,

00:15:01.783 --> 00:15:03.965
find the uniqueness, help me, right?

00:15:04.345 --> 00:15:05.625
And then that will help me

00:15:05.686 --> 00:15:06.386
guide my questions.

00:15:06.567 --> 00:15:06.907
So look,

00:15:07.067 --> 00:15:08.908
we just sort of workshop this in public.

00:15:08.969 --> 00:15:10.610
Instead of forcing them through a format,

00:15:11.071 --> 00:15:12.192
I'm going to make them talk

00:15:12.211 --> 00:15:16.274
to my pre-show producer, a form,

00:15:16.335 --> 00:15:17.275
and then chat GPT.

00:15:17.576 --> 00:15:18.777
And then the chat GPT person will be like,

00:15:19.037 --> 00:15:20.739
okay, today you're talking to Dave.

00:15:20.979 --> 00:15:22.059
Dave's unique because of this.

00:15:22.320 --> 00:15:22.960
So start with these

00:15:23.000 --> 00:15:24.261
questions and then get to the meat.

00:15:24.442 --> 00:15:25.802
Okay, I figured that out.

00:15:25.923 --> 00:15:26.283
That's cool.

00:15:26.543 --> 00:15:27.224
But it's funny that you say

00:15:27.303 --> 00:15:28.445
minimum viable audience.

00:15:28.585 --> 00:15:29.525
You guys know I quote Seth

00:15:29.566 --> 00:15:30.285
Godin all the time.

00:15:31.277 --> 00:15:32.716
He's got a new book coming

00:15:32.777 --> 00:15:34.097
out called This Is Strategy.

00:15:34.778 --> 00:15:37.217
It is on pre-order now, right?

00:15:37.258 --> 00:15:38.057
I don't get a nickel,

00:15:38.177 --> 00:15:38.918
but I would like a nickel

00:15:38.937 --> 00:15:40.119
for every Seth Godin book sold.

00:15:40.578 --> 00:15:42.438
And the first bullet, because of course,

00:15:42.818 --> 00:15:44.818
I love Seth Godin, but like any author,

00:15:44.839 --> 00:15:46.179
a lot of times they can get repetitive,

00:15:46.360 --> 00:15:46.620
right?

00:15:46.679 --> 00:15:47.559
Which, hey, good for them.

00:15:48.120 --> 00:15:49.480
But the first bullet that

00:15:49.519 --> 00:15:50.620
jumped out for me, I was like,

00:15:50.740 --> 00:15:52.221
why would I want to read

00:15:52.240 --> 00:15:53.201
another Seth Godin book?

00:15:53.280 --> 00:15:54.321
I have a lot of Seth Godin quotes.

00:15:54.341 --> 00:15:55.201
I don't know if I need any more.

00:15:55.500 --> 00:15:56.861
The first one he says is

00:15:56.981 --> 00:15:59.521
identify your smallest –

00:15:58.922 --> 00:15:59.842
The book will challenge you

00:16:00.043 --> 00:16:01.244
to identify your smallest

00:16:01.323 --> 00:16:03.465
viable audience and make

00:16:03.504 --> 00:16:05.966
remarkable work they can't ignore.

00:16:06.547 --> 00:16:07.668
That goes to what Dave was

00:16:07.687 --> 00:16:08.307
just saying is like,

00:16:08.427 --> 00:16:09.229
can you just move to

00:16:09.249 --> 00:16:10.389
Vermont and only treat

00:16:10.730 --> 00:16:11.730
skiers and snowboarders?

00:16:11.789 --> 00:16:12.671
It's like, okay, well,

00:16:12.691 --> 00:16:14.331
let's figure it out and

00:16:14.471 --> 00:16:15.773
figure it out as not invest

00:16:15.832 --> 00:16:17.914
all your money in a clinic

00:16:17.975 --> 00:16:19.095
and then see if it works.

00:16:19.134 --> 00:16:20.196
Like there's probably some

00:16:20.235 --> 00:16:21.576
steps that you should take before that.

00:16:22.057 --> 00:16:23.278
But the minimum viable

00:16:23.398 --> 00:16:25.038
audience for you is a lot smaller,

00:16:25.139 --> 00:16:25.980
I think, than you think.

00:16:27.379 --> 00:16:28.220
If you have a thousand

00:16:28.259 --> 00:16:29.640
people in the world who are

00:16:29.681 --> 00:16:31.861
willing to pay you a thousand dollars,

00:16:32.182 --> 00:16:33.102
that's, wait,

00:16:33.163 --> 00:16:33.923
I did the math wrong because

00:16:33.943 --> 00:16:34.744
I don't know how to do that.

00:16:34.764 --> 00:16:36.304
If you have a hundred people

00:16:36.325 --> 00:16:37.306
willing to give you a thousand dollars,

00:16:37.326 --> 00:16:38.246
that's a hundred thousand dollars.

00:16:38.767 --> 00:16:41.208
So do you need everyone to

00:16:41.229 --> 00:16:41.889
be your audience?

00:16:41.989 --> 00:16:42.549
I don't think you do.

00:16:44.015 --> 00:16:45.317
And I think one of the

00:16:45.397 --> 00:16:46.759
aspects in that that we

00:16:46.798 --> 00:16:48.379
don't talk enough about is

00:16:48.860 --> 00:16:51.722
as you make one variable smaller,

00:16:51.863 --> 00:16:53.404
you grow another variable.

00:16:53.504 --> 00:16:54.485
So like for me,

00:16:55.306 --> 00:16:56.847
one day I just woke up and said, hey,

00:16:56.868 --> 00:16:58.448
I'm going to be the knee replacement guy.

00:16:58.568 --> 00:16:59.509
Like I just I'm going to

00:16:59.549 --> 00:17:00.431
make that my niche.

00:17:00.490 --> 00:17:02.011
I believe I add unique value

00:17:02.052 --> 00:17:03.133
to that population.

00:17:03.234 --> 00:17:04.375
I answer their questions in

00:17:04.414 --> 00:17:05.035
a different way.

00:17:05.996 --> 00:17:07.537
They're low cost.

00:17:07.916 --> 00:17:08.817
They're easy to get.

00:17:08.876 --> 00:17:10.097
They have high urgency.

00:17:10.157 --> 00:17:11.758
They barely use any equipment.

00:17:11.817 --> 00:17:13.098
Like they check all of the

00:17:13.138 --> 00:17:15.480
perfect boxes for a business.

00:17:15.539 --> 00:17:16.839
And I genuinely enjoy

00:17:16.900 --> 00:17:18.260
working with that population.

00:17:18.921 --> 00:17:22.702
But as I shrink one variable,

00:17:22.762 --> 00:17:24.663
so outpatient orthopedic

00:17:24.823 --> 00:17:26.903
down to adult geriatric

00:17:26.943 --> 00:17:28.765
down to total knee replacement.

00:17:29.454 --> 00:17:31.958
I grow another variable, which is, well,

00:17:32.218 --> 00:17:34.200
what about outside my community?

00:17:34.259 --> 00:17:35.621
What about adding like my

00:17:35.661 --> 00:17:37.522
clarity.fm account?

00:17:37.563 --> 00:17:38.743
So I talked to a guy

00:17:38.784 --> 00:17:40.105
yesterday from the New York,

00:17:40.145 --> 00:17:40.965
New Jersey area.

00:17:41.946 --> 00:17:43.229
I got paid for that call.

00:17:43.328 --> 00:17:44.230
I can do telehealth.

00:17:44.269 --> 00:17:45.431
I can do digital courses.

00:17:45.490 --> 00:17:46.991
I can expand the potential

00:17:47.112 --> 00:17:48.192
audience and reach.

00:17:48.874 --> 00:17:49.974
because I'm going so

00:17:50.035 --> 00:17:52.756
specific on the topic that I wanna treat.

00:17:52.915 --> 00:17:55.597
I think everybody can find a topic.

00:17:55.617 --> 00:17:58.239
I always think truck drivers,

00:17:58.500 --> 00:17:59.480
like that is such an

00:17:59.640 --> 00:18:01.020
underserved population.

00:18:01.060 --> 00:18:02.422
They're spending hours in

00:18:02.821 --> 00:18:03.823
the cab of a truck

00:18:04.363 --> 00:18:05.483
They're looking for things

00:18:05.503 --> 00:18:06.665
to occupy themselves.

00:18:06.685 --> 00:18:08.407
They're dealing with orthopedic pain.

00:18:08.888 --> 00:18:10.631
Why don't we have some sort

00:18:10.691 --> 00:18:12.313
of telehealth and digital

00:18:12.353 --> 00:18:13.934
content from a therapist

00:18:14.174 --> 00:18:15.596
who's been a truck driver,

00:18:16.057 --> 00:18:17.038
who knows those

00:18:17.078 --> 00:18:19.080
frustrations and is just

00:18:19.101 --> 00:18:20.403
going to serve that population?

00:18:20.722 --> 00:18:21.442
Here's a crazy,

00:18:21.982 --> 00:18:23.124
so another format for

00:18:23.324 --> 00:18:24.084
probably a different

00:18:24.124 --> 00:18:25.044
channel or maybe not a

00:18:25.084 --> 00:18:26.104
different channel would be,

00:18:26.864 --> 00:18:28.345
we could just go around and interview,

00:18:28.404 --> 00:18:29.825
like, tell me about your job.

00:18:29.944 --> 00:18:30.884
Like, tell me what you do.

00:18:30.924 --> 00:18:31.865
Like truck drivers would be

00:18:31.885 --> 00:18:32.346
a good example.

00:18:32.365 --> 00:18:33.145
It's like, oh my God,

00:18:33.625 --> 00:18:34.705
how many truck drivers are there?

00:18:34.746 --> 00:18:34.865
Well,

00:18:34.885 --> 00:18:36.106
there's three million truck drivers

00:18:36.126 --> 00:18:37.247
in the country and they

00:18:37.307 --> 00:18:38.666
spend twelve hours a day.

00:18:41.708 --> 00:18:44.128
It's the number one volume job in the U.S.

00:18:44.229 --> 00:18:45.788
Like the most number of jobs

00:18:45.848 --> 00:18:47.789
of any job is truck drivers.

00:18:47.849 --> 00:18:49.089
More than teachers, more than nurses.

00:18:49.150 --> 00:18:49.349
Yes.

00:18:50.489 --> 00:18:51.049
Did not know that.

00:18:51.250 --> 00:18:51.650
Wow.

00:18:51.730 --> 00:18:53.071
So yeah, if you start to play the numbers,

00:18:53.092 --> 00:18:54.252
which is what Godin said,

00:18:54.433 --> 00:18:55.114
understand what your

00:18:55.153 --> 00:18:56.055
minimum viable audience,

00:18:56.796 --> 00:18:58.657
you could even mix those two things,

00:18:59.378 --> 00:19:00.740
which is occupational health.

00:19:00.760 --> 00:19:01.642
And I'm sure someone's done this.

00:19:01.662 --> 00:19:02.522
I don't think I'm inventing this,

00:19:02.563 --> 00:19:03.503
but it's like, you know,

00:19:03.604 --> 00:19:05.385
yellow freight was a big

00:19:05.425 --> 00:19:06.086
trucking company that

00:19:06.126 --> 00:19:06.948
actually just went under.

00:19:07.367 --> 00:19:09.089
was based out of like near my hometown.

00:19:09.190 --> 00:19:10.089
And it was like work for

00:19:10.130 --> 00:19:11.971
yellow freight because the math guy,

00:19:12.211 --> 00:19:13.833
the actuary or the finance

00:19:13.853 --> 00:19:14.773
guy understands what a

00:19:14.814 --> 00:19:16.234
driver going down means in

00:19:16.275 --> 00:19:17.816
terms of numbers at the end of the year.

00:19:18.196 --> 00:19:19.136
If you can show them with

00:19:19.196 --> 00:19:19.817
numbers that you can

00:19:19.857 --> 00:19:20.999
prevent that you're worth

00:19:21.398 --> 00:19:22.299
lots of those numbers.

00:19:25.375 --> 00:19:25.576
Yeah.

00:19:26.096 --> 00:19:26.936
I think Tony's on his phone.

00:19:26.977 --> 00:19:27.478
Are you checking?

00:19:27.498 --> 00:19:29.239
Are you Googling the number

00:19:29.259 --> 00:19:29.680
of jobs in the US?

00:19:29.700 --> 00:19:31.181
Go ahead.

00:19:31.201 --> 00:19:32.082
Tony's getting the domain

00:19:32.122 --> 00:19:33.083
name for trucker PT.

00:19:33.103 --> 00:19:34.202
Trucking PT.

00:19:34.242 --> 00:19:35.403
Trucking PT.

00:19:37.145 --> 00:19:37.705
Well, that was the thing.

00:19:37.746 --> 00:19:38.906
I mentioned JJ that I talked

00:19:38.926 --> 00:19:40.348
to yesterday and we were

00:19:40.368 --> 00:19:41.288
having some audio issues

00:19:41.308 --> 00:19:41.990
and I didn't ask her,

00:19:42.430 --> 00:19:44.932
but her Instagram is like

00:19:45.492 --> 00:19:47.294
puck and recovery.

00:19:47.775 --> 00:19:48.635
But when you say it passed,

00:19:48.655 --> 00:19:49.556
it's puck and recovery.

00:19:49.797 --> 00:19:50.037
Yeah.

00:19:50.676 --> 00:19:51.458
Puck and recovery.

00:19:52.821 --> 00:19:53.563
I imagine that's an

00:19:53.623 --> 00:19:54.784
intentional play on words.

00:19:55.023 --> 00:19:55.964
And I meant to ask her,

00:19:56.566 --> 00:19:58.867
but we had some audio issues,

00:19:58.887 --> 00:20:00.809
so I think I forgot about that.

00:20:00.970 --> 00:20:02.311
All right, so that's my new thing.

00:20:02.352 --> 00:20:03.932
I've recorded two of those so far.

00:20:04.253 --> 00:20:06.415
So if you have a unique business model,

00:20:06.997 --> 00:20:07.797
drop me a DM.

00:20:08.157 --> 00:20:09.118
Just explain to me, like, hey,

00:20:09.138 --> 00:20:09.519
it's unique.

00:20:09.638 --> 00:20:10.119
One sentence.

00:20:10.160 --> 00:20:11.520
This does not have to be a

00:20:11.601 --> 00:20:12.382
television show pitch.

00:20:12.561 --> 00:20:13.702
Just tell me one little twist.

00:20:14.304 --> 00:20:16.527
The entire model doesn't have to be unique,

00:20:16.586 --> 00:20:16.767
right?

00:20:16.807 --> 00:20:17.827
The name could be unique.

00:20:17.847 --> 00:20:18.648
I don't know if that's a way

00:20:18.669 --> 00:20:19.569
that people find you.

00:20:19.630 --> 00:20:19.849
Yeah.

00:20:19.931 --> 00:20:20.090
I mean,

00:20:20.111 --> 00:20:21.011
this is why they used to call it

00:20:21.051 --> 00:20:23.474
like AAA towing is like,

00:20:23.494 --> 00:20:24.355
cause you wanted to,

00:20:24.395 --> 00:20:25.277
you wanted to rank at the

00:20:25.317 --> 00:20:27.138
top of Google when Google

00:20:27.159 --> 00:20:28.259
was the yellow pages.

00:20:28.440 --> 00:20:28.760
So like,

00:20:28.861 --> 00:20:29.882
tell me how you've solved the

00:20:29.961 --> 00:20:32.085
unique aspect of this same

00:20:32.345 --> 00:20:34.867
business that we're all in.

00:20:35.946 --> 00:20:36.126
All right.

00:20:36.146 --> 00:20:36.707
What else are we talking

00:20:36.727 --> 00:20:37.288
about this morning?

00:20:37.548 --> 00:20:38.167
There's a lot of things that

00:20:38.188 --> 00:20:38.949
we talk about that I always

00:20:38.989 --> 00:20:39.788
get nervous to bring up.

00:20:39.828 --> 00:20:40.609
Like Dave and I were talking

00:20:40.630 --> 00:20:41.809
like Tony might want to

00:20:41.829 --> 00:20:43.250
talk about that thing that he's doing,

00:20:43.330 --> 00:20:44.011
but like we don't know if

00:20:44.031 --> 00:20:44.811
that's ready for primetime.

00:20:44.852 --> 00:20:46.313
So like the worst thing,

00:20:46.553 --> 00:20:47.313
if we're going to talk

00:20:47.333 --> 00:20:48.733
about unique business ideas

00:20:48.773 --> 00:20:50.654
and how we kind of work

00:20:50.694 --> 00:20:52.836
through these business ideas, let's go.

00:20:52.896 --> 00:20:53.576
I'll share mine.

00:20:54.896 --> 00:20:57.698
So every time I, and like you guys,

00:20:57.738 --> 00:20:59.157
you get a million ideas,

00:20:59.258 --> 00:21:00.817
nobody's short on ideas and

00:21:00.837 --> 00:21:01.939
they're all good ideas.

00:21:02.098 --> 00:21:04.278
It's which idea are you going to pick?

00:21:04.318 --> 00:21:05.558
How are you going to roll it out?

00:21:05.618 --> 00:21:06.878
What is the best, you know,

00:21:06.959 --> 00:21:07.920
potential reward?

00:21:08.420 --> 00:21:10.440
So I've been off the record

00:21:10.480 --> 00:21:12.401
talking to Dave, talking to Jimmy,

00:21:12.461 --> 00:21:14.840
talking to others about like, okay,

00:21:14.881 --> 00:21:17.580
we've got all this inbound information.

00:21:17.642 --> 00:21:18.801
I've got product companies

00:21:18.842 --> 00:21:19.842
that are reaching out to me.

00:21:20.561 --> 00:21:20.862
I'm like,

00:21:20.902 --> 00:21:23.462
how can I make this work for my community,

00:21:23.522 --> 00:21:24.943
my patients, my business?

00:21:27.224 --> 00:21:28.085
I am going to go.

00:21:28.224 --> 00:21:29.144
I'm going to bite the bullet.

00:21:29.266 --> 00:21:30.326
I'm going to go down this road.

00:21:30.385 --> 00:21:31.665
I haven't done anything to

00:21:31.705 --> 00:21:34.067
innovate my clinic in like twenty years.

00:21:35.208 --> 00:21:36.428
You guys know I brought an

00:21:36.528 --> 00:21:39.108
EMR in for the first time this year.

00:21:40.769 --> 00:21:42.230
I'm doing a couple other things.

00:21:42.451 --> 00:21:43.490
I am going down the

00:21:43.530 --> 00:21:44.471
shockwave therapy road.

00:21:44.490 --> 00:21:44.692
All right.

00:21:44.711 --> 00:21:44.892
Go ahead.

00:21:44.912 --> 00:21:47.192
Explain what shockwave is now.

00:21:49.740 --> 00:21:50.260
I'm learning.

00:21:51.521 --> 00:21:52.142
So, you know,

00:21:52.422 --> 00:21:53.962
it's an acoustic sound device.

00:21:54.022 --> 00:21:55.683
I mean, immediately you go to, well,

00:21:55.743 --> 00:21:56.624
is it ultrasound?

00:21:56.683 --> 00:21:57.784
It's a version of that.

00:21:59.005 --> 00:22:00.586
My struggle with everything

00:22:00.826 --> 00:22:02.865
is I always have to balance my ethics.

00:22:03.006 --> 00:22:04.747
I have to know that I am

00:22:04.866 --> 00:22:06.087
feeling comfortable and

00:22:06.127 --> 00:22:07.567
confident in this decision.

00:22:07.667 --> 00:22:09.548
I'm never going to just push something.

00:22:10.528 --> 00:22:11.289
So even yesterday,

00:22:11.309 --> 00:22:12.829
I was talking to patients in my clinic.

00:22:12.849 --> 00:22:13.230
I'm like, hey,

00:22:13.250 --> 00:22:14.510
I'm thinking about rolling this out.

00:22:14.530 --> 00:22:15.632
What do you guys think about it?

00:22:15.652 --> 00:22:16.311
And I'm like, well...

00:22:16.932 --> 00:22:19.532
You know, sometimes it's inconclusive.

00:22:19.573 --> 00:22:20.212
Is it effective?

00:22:20.252 --> 00:22:20.752
Is it not?

00:22:20.772 --> 00:22:21.393
I'm like, well,

00:22:21.472 --> 00:22:22.212
there are companies that

00:22:22.253 --> 00:22:23.273
are selling cigarettes.

00:22:23.653 --> 00:22:24.574
There are companies that are

00:22:24.594 --> 00:22:25.433
selling alcohol.

00:22:25.473 --> 00:22:26.375
There are companies that are

00:22:26.394 --> 00:22:27.755
selling things that we know

00:22:27.974 --> 00:22:30.655
are definitively harmful to human health.

00:22:31.135 --> 00:22:32.615
And they don't have one bit

00:22:32.655 --> 00:22:34.436
of remorse for that because

00:22:34.457 --> 00:22:35.777
they're bringing pleasure

00:22:35.836 --> 00:22:37.018
to their customers and

00:22:37.057 --> 00:22:39.018
they're satisfying their customer's need.

00:22:39.837 --> 00:22:43.179
So for me, I try to find that balance.

00:22:43.199 --> 00:22:43.679
I'm like, well,

00:22:43.699 --> 00:22:44.859
it's definitely not harmful.

00:22:45.799 --> 00:22:47.241
There are lots of

00:22:48.122 --> 00:22:49.483
individuals that have had

00:22:49.564 --> 00:22:51.465
some positive results from it.

00:22:51.486 --> 00:22:52.747
And as long as I'm not

00:22:52.807 --> 00:22:54.909
making claims that are over the top,

00:22:55.309 --> 00:22:56.570
that are not justified,

00:22:56.590 --> 00:22:57.951
that are just made up,

00:22:58.673 --> 00:22:59.534
I feel like this is

00:22:59.594 --> 00:23:01.115
something that I can bring

00:23:01.155 --> 00:23:01.796
into my clinic.

00:23:02.436 --> 00:23:04.298
I think I could target a population.

00:23:04.338 --> 00:23:05.078
And this goes to the

00:23:05.119 --> 00:23:06.961
business analysis where I'm like,

00:23:07.842 --> 00:23:09.463
I can target a population

00:23:09.503 --> 00:23:11.105
that has done everything

00:23:11.185 --> 00:23:12.467
else and nothing else has worked.

00:23:12.987 --> 00:23:13.928
You know, like, okay,

00:23:13.948 --> 00:23:15.329
they did conventional therapy.

00:23:15.430 --> 00:23:15.970
It didn't work.

00:23:16.290 --> 00:23:17.491
They did orthopedic.

00:23:17.531 --> 00:23:19.012
They're not a surgical candidate.

00:23:19.073 --> 00:23:20.775
They did non-steroidal

00:23:20.875 --> 00:23:21.836
anti-inflammatories.

00:23:21.875 --> 00:23:23.196
Maybe they did injections.

00:23:23.298 --> 00:23:24.358
They've done PRP.

00:23:24.378 --> 00:23:26.140
They've done all of these things.

00:23:26.800 --> 00:23:28.403
Nothing has worked.

00:23:28.482 --> 00:23:28.742
Right.

00:23:28.982 --> 00:23:31.345
Let's find one more option for them.

00:23:31.424 --> 00:23:32.404
And it's an option.

00:23:32.444 --> 00:23:33.286
It's all self-pay.

00:23:33.586 --> 00:23:34.826
They can choose not to do it.

00:23:34.946 --> 00:23:36.267
Nobody's forcing them to do it.

00:23:36.287 --> 00:23:38.269
And I'm not making any false claims.

00:23:40.009 --> 00:23:40.650
What do we got here?

00:23:40.710 --> 00:23:41.871
Fifty dollars a visit.

00:23:42.090 --> 00:23:42.911
I'm looking at one hundred

00:23:42.951 --> 00:23:43.932
dollars a treatment.

00:23:45.002 --> 00:23:46.503
I'm going top of the line.

00:23:46.584 --> 00:23:47.525
I'm going high end.

00:23:48.384 --> 00:23:49.986
And just so you guys know,

00:23:50.046 --> 00:23:52.327
kind of my thought process,

00:23:52.347 --> 00:23:54.650
I shared a video, but now publicly,

00:23:55.569 --> 00:23:56.971
I think I can bring

00:23:57.511 --> 00:23:59.752
legitimacy to some

00:23:59.813 --> 00:24:01.054
questionable practices.

00:24:02.035 --> 00:24:03.095
I can do a real physical

00:24:03.134 --> 00:24:04.215
therapy evaluation.

00:24:04.576 --> 00:24:06.478
I can do real patient education.

00:24:06.617 --> 00:24:07.397
We can talk about the

00:24:07.657 --> 00:24:09.460
benefits of therapeutic exercise.

00:24:10.279 --> 00:24:11.540
And I can have the shockwave

00:24:11.580 --> 00:24:12.260
therapy there.

00:24:12.280 --> 00:24:13.362
And if the patient says, no,

00:24:13.382 --> 00:24:14.281
I don't want to pay for that.

00:24:14.642 --> 00:24:15.162
No problem.

00:24:15.742 --> 00:24:16.903
You still have access to

00:24:16.942 --> 00:24:18.203
your insurance covered

00:24:18.604 --> 00:24:19.884
physical therapy services.

00:24:20.384 --> 00:24:21.625
So what are some of the

00:24:21.664 --> 00:24:24.826
questions you guys are thinking about?

00:24:24.866 --> 00:24:26.528
So the initial video that you sent.

00:24:27.935 --> 00:24:28.916
The video where it was like

00:24:28.936 --> 00:24:29.917
you would take a patient,

00:24:29.938 --> 00:24:30.919
you would do a pre and post

00:24:30.939 --> 00:24:33.060
test with the Biodex

00:24:33.540 --> 00:24:34.942
treadmill that you have, the stepper.

00:24:36.144 --> 00:24:38.145
And then you said maybe the run DNA,

00:24:38.266 --> 00:24:39.627
but I think it was three things.

00:24:39.667 --> 00:24:40.347
I want to just start with

00:24:40.367 --> 00:24:41.490
like two just to make it simple.

00:24:41.569 --> 00:24:42.049
So Tony,

00:24:42.069 --> 00:24:43.731
you have this Biodex rehab trainer,

00:24:44.432 --> 00:24:45.574
rehab treadmill.

00:24:46.354 --> 00:24:47.414
You do a normal physical

00:24:47.434 --> 00:24:48.355
therapy evaluation.

00:24:48.535 --> 00:24:49.576
You put them on this

00:24:49.695 --> 00:24:51.336
treadmill for gait analysis

00:24:51.376 --> 00:24:53.198
for two minutes, five minutes,

00:24:53.218 --> 00:24:53.557
ten minutes.

00:24:53.597 --> 00:24:54.157
I don't know.

00:24:54.258 --> 00:24:54.999
You can let us know.

00:24:55.659 --> 00:24:57.519
Then I think your video said

00:24:57.559 --> 00:24:59.000
that you would then treat

00:24:59.040 --> 00:25:00.821
them with the shockwave.

00:25:00.882 --> 00:25:01.981
It could be prefrontal neuropathy.

00:25:02.041 --> 00:25:03.502
It could be plantar fasciitis.

00:25:03.542 --> 00:25:06.085
It could be some maybe Achilles tendonitis,

00:25:06.285 --> 00:25:07.444
some chronic tendon issue,

00:25:07.484 --> 00:25:08.165
whatever it might be.

00:25:09.185 --> 00:25:10.366
And then you would put them

00:25:10.406 --> 00:25:12.028
back on the Biodex treadmill and

00:25:13.031 --> 00:25:14.833
and see if there's a change

00:25:14.893 --> 00:25:16.173
in their overall movement

00:25:16.233 --> 00:25:17.454
or quality of movement.

00:25:18.234 --> 00:25:20.435
And then you said maybe run

00:25:20.476 --> 00:25:22.616
DNA equipment and run

00:25:22.656 --> 00:25:24.238
analysis or gait analysis as well.

00:25:24.258 --> 00:25:25.118
But just for the audience to

00:25:25.138 --> 00:25:26.940
make it simple, you have that treadmill.

00:25:27.220 --> 00:25:29.060
It's got the digital screen.

00:25:29.300 --> 00:25:30.682
It provides data and

00:25:30.721 --> 00:25:33.022
feedback on step length, stride length,

00:25:33.343 --> 00:25:34.483
maybe asymmetries.

00:25:34.544 --> 00:25:35.605
Tony can get more into it.

00:25:36.384 --> 00:25:38.045
Then you have the shockwave

00:25:38.085 --> 00:25:39.445
treatment for five or ten

00:25:39.465 --> 00:25:40.786
minutes or whatever for that area,

00:25:40.885 --> 00:25:41.526
that anatomy.

00:25:41.925 --> 00:25:43.247
You put them back on the biodex.

00:25:43.487 --> 00:25:44.846
It's going to spit out some information.

00:25:44.946 --> 00:25:46.106
And Tony kind of said, like,

00:25:46.606 --> 00:25:47.407
let's see if that would

00:25:47.887 --> 00:25:51.189
provide some data for this patient.

00:25:51.288 --> 00:25:52.249
And now, real quick,

00:25:52.269 --> 00:25:53.509
and I'll kick it back over to you guys.

00:25:53.788 --> 00:25:54.749
I've known Tony long enough,

00:25:55.028 --> 00:25:55.990
and I know Tony does not

00:25:56.009 --> 00:25:56.789
like to be salesy.

00:25:57.210 --> 00:25:58.970
I know that you guys are not

00:25:59.230 --> 00:26:00.371
heavily into cash-based.

00:26:00.611 --> 00:26:01.451
So in my opinion,

00:26:01.790 --> 00:26:03.151
I think this is great for Tony to share.

00:26:03.250 --> 00:26:05.051
And I would assume, Tony...

00:26:05.652 --> 00:26:07.573
you are offering this idea

00:26:08.012 --> 00:26:08.972
because you don't want to be,

00:26:09.153 --> 00:26:09.732
you don't want to appear

00:26:09.772 --> 00:26:10.752
salesy to your patients,

00:26:10.772 --> 00:26:12.193
but if you put them on the trainer,

00:26:12.233 --> 00:26:15.275
the Biodex treadmill after the treatment,

00:26:15.595 --> 00:26:16.275
and then it shows that

00:26:16.315 --> 00:26:17.494
their quality of movement is better,

00:26:17.535 --> 00:26:18.796
their step length is further,

00:26:18.836 --> 00:26:20.816
they have less imbalances with gait,

00:26:20.855 --> 00:26:23.196
whatever it might be, the machine,

00:26:23.557 --> 00:26:25.657
the Biodex spits out the report and says,

00:26:25.718 --> 00:26:27.718
now, compared to thirty minutes ago,

00:26:28.038 --> 00:26:29.858
now you're moving better, walking better,

00:26:29.898 --> 00:26:30.199
whatever.

00:26:31.189 --> 00:26:32.470
Then the patient is like, oh,

00:26:32.730 --> 00:26:33.790
like that's obvious.

00:26:33.810 --> 00:26:34.991
That's not a therapist or a

00:26:35.051 --> 00:26:36.574
chiropractor or whoever saying like,

00:26:36.693 --> 00:26:37.575
oh yeah, like, you know,

00:26:37.835 --> 00:26:38.855
subjectively you're better.

00:26:39.096 --> 00:26:39.355
No, no, no.

00:26:39.455 --> 00:26:40.717
Objectively with data,

00:26:41.137 --> 00:26:41.897
you're better in thirty

00:26:41.938 --> 00:26:42.719
minutes or an hour.

00:26:43.579 --> 00:26:44.980
And I'm assuming, Tony,

00:26:45.221 --> 00:26:46.803
that is also kind of partly

00:26:46.883 --> 00:26:48.203
into why you would like

00:26:48.223 --> 00:26:49.224
this or why it would fit

00:26:49.244 --> 00:26:51.046
you and your style,

00:26:51.105 --> 00:26:52.346
because it's not you selling.

00:26:52.406 --> 00:26:54.489
It's it's the pre and post data.

00:26:54.528 --> 00:26:55.529
And it's kind of like obvious.

00:26:55.569 --> 00:26:56.171
Like now,

00:26:56.391 --> 00:26:57.751
if I got better in thirty or

00:26:57.771 --> 00:26:58.413
sixty minutes,

00:26:59.642 --> 00:27:00.883
Why wouldn't I buy a package

00:27:00.903 --> 00:27:02.002
for a thousand dollars or

00:27:02.222 --> 00:27:03.124
however many visits?

00:27:04.663 --> 00:27:05.964
How much of that am I right?

00:27:06.005 --> 00:27:06.625
Am I on?

00:27:06.684 --> 00:27:07.346
Am I off?

00:27:07.665 --> 00:27:08.066
Let me know.

00:27:08.806 --> 00:27:09.686
On a hundred percent.

00:27:09.727 --> 00:27:12.288
Like that's exactly it.

00:27:12.367 --> 00:27:13.528
I think you can measure

00:27:13.588 --> 00:27:14.568
success in two ways.

00:27:14.588 --> 00:27:15.328
You can measure the

00:27:15.829 --> 00:27:17.190
subjective experience of,

00:27:17.269 --> 00:27:18.290
do I feel better?

00:27:18.891 --> 00:27:21.211
But like, I'm a huge fan of pain science,

00:27:21.271 --> 00:27:22.873
Paul Ingram's articles.

00:27:22.932 --> 00:27:23.932
And he just posted on

00:27:23.972 --> 00:27:24.993
Facebook the other day,

00:27:25.054 --> 00:27:27.115
like talking about the theater of pain.

00:27:27.955 --> 00:27:30.278
And I think we can convince

00:27:30.318 --> 00:27:31.359
people that they feel

00:27:31.420 --> 00:27:32.461
better even when they might

00:27:32.501 --> 00:27:34.104
not feel better or they'll tell us,

00:27:34.503 --> 00:27:35.065
you know what?

00:27:35.645 --> 00:27:36.406
I just had a really

00:27:36.467 --> 00:27:37.688
interesting experience.

00:27:37.929 --> 00:27:39.130
This is the second time this

00:27:39.150 --> 00:27:39.810
has happened to me.

00:27:40.744 --> 00:27:43.027
I had a patient come into the clinic, um,

00:27:43.267 --> 00:27:44.887
went through a laundry list

00:27:45.008 --> 00:27:46.809
of past medical history stuff.

00:27:47.430 --> 00:27:48.651
I don't want massage because

00:27:48.671 --> 00:27:49.731
I bruise easily and I have

00:27:49.771 --> 00:27:50.613
this blood disorder.

00:27:50.673 --> 00:27:51.753
And so you can't touch me.

00:27:51.814 --> 00:27:52.954
Nobody's allowed to touch me.

00:27:53.535 --> 00:27:55.076
I don't want to do this because I have,

00:27:55.215 --> 00:27:55.957
you know, uh,

00:27:55.977 --> 00:27:57.798
osteopenia and I'm concerned

00:27:57.838 --> 00:27:58.838
about fractures and I've

00:27:58.858 --> 00:28:01.000
got a history multiple.

00:28:01.040 --> 00:28:02.281
I mean, literally like the,

00:28:02.301 --> 00:28:04.083
the SpongeBob GIF where he

00:28:04.163 --> 00:28:05.144
opens up the list and it

00:28:05.183 --> 00:28:06.766
just goes down across the room.

00:28:06.786 --> 00:28:06.885
Yeah.

00:28:07.506 --> 00:28:08.567
Okay, no problem.

00:28:08.826 --> 00:28:10.548
Let's do a very gentle approach.

00:28:10.567 --> 00:28:11.888
I'm going to show you three things.

00:28:11.949 --> 00:28:13.369
It's going to help your condition.

00:28:13.549 --> 00:28:14.711
You do these at home.

00:28:14.830 --> 00:28:16.112
I'm not discharging you.

00:28:16.712 --> 00:28:16.992
Also,

00:28:17.012 --> 00:28:18.493
there was a complaint about the copay.

00:28:18.874 --> 00:28:21.236
So I said, look, come once we'll do today.

00:28:21.816 --> 00:28:23.537
Then you can go home, do your stuff.

00:28:23.576 --> 00:28:24.938
And when you're ready to come back,

00:28:25.057 --> 00:28:25.598
we'll be here.

00:28:25.638 --> 00:28:26.920
You're not discharged.

00:28:27.720 --> 00:28:28.861
Not even ten minutes,

00:28:28.901 --> 00:28:30.362
this person walks out the clinic.

00:28:30.501 --> 00:28:31.722
I thought it was an amazing

00:28:31.803 --> 00:28:32.864
patient care experience.

00:28:32.903 --> 00:28:34.144
I thought we had great rapport.

00:28:34.464 --> 00:28:35.486
We talked about this

00:28:35.526 --> 00:28:37.426
person's personal profession and hobbies.

00:28:37.446 --> 00:28:38.627
We talked about all this stuff.

00:28:39.509 --> 00:28:41.570
Negative review on Google.

00:28:42.171 --> 00:28:43.531
One star review.

00:28:43.892 --> 00:28:45.513
Total therapy is a joke.

00:28:45.794 --> 00:28:46.034
Why?

00:28:46.054 --> 00:28:47.694
They gave me three exercises

00:28:47.734 --> 00:28:49.717
and sent me home with nothing else to do.

00:28:51.464 --> 00:28:52.945
So, you know,

00:28:53.026 --> 00:28:54.526
we can't rely on our

00:28:54.605 --> 00:28:58.146
perception of what we think is happening.

00:28:58.426 --> 00:29:00.468
We need some sort of objective measure.

00:29:00.508 --> 00:29:02.148
And so, yeah, Dave, to your point,

00:29:02.969 --> 00:29:04.028
I've got the reactive step

00:29:04.068 --> 00:29:06.210
trainer from Biodex Rehab.

00:29:06.369 --> 00:29:08.351
I've got a classic case

00:29:08.411 --> 00:29:09.191
where a patient has

00:29:09.270 --> 00:29:10.191
peripheral neuropathy.

00:29:10.230 --> 00:29:11.632
They have some difficulty walking.

00:29:11.652 --> 00:29:12.352
They feel like they're

00:29:12.392 --> 00:29:13.692
walking on cushions and

00:29:13.731 --> 00:29:15.333
pads when they're not walking.

00:29:15.393 --> 00:29:16.913
but their altered sensation

00:29:16.953 --> 00:29:18.555
and pain is causing this.

00:29:19.295 --> 00:29:20.955
If there is objective

00:29:21.096 --> 00:29:23.678
evidence from providing a treatment,

00:29:24.238 --> 00:29:25.239
I do a pre-test,

00:29:25.298 --> 00:29:26.799
post-test with shockwave

00:29:26.819 --> 00:29:29.441
treatment in the middle, I can't lie.

00:29:29.661 --> 00:29:30.521
I can't make it up.

00:29:30.622 --> 00:29:32.583
I can't really affect the

00:29:32.742 --> 00:29:34.223
objective outcome measure.

00:29:34.804 --> 00:29:36.984
And so I would feel better

00:29:37.045 --> 00:29:39.106
about the situation if I

00:29:39.126 --> 00:29:40.807
can show that objective data.

00:29:41.468 --> 00:29:42.748
Plus what I was talking

00:29:42.788 --> 00:29:43.989
about earlier this morning

00:29:44.028 --> 00:29:45.288
before I got on with you guys,

00:29:45.848 --> 00:29:47.128
we're all dealing with

00:29:47.509 --> 00:29:50.170
owner or hospital owned physicians,

00:29:50.190 --> 00:29:51.990
hospital owned referral sources.

00:29:52.490 --> 00:29:53.951
My referrals went way down

00:29:53.990 --> 00:29:54.830
as soon as the hospital

00:29:54.871 --> 00:29:56.511
acquired all the local orthopedics,

00:29:57.011 --> 00:29:59.231
but the hospital doesn't have shockwave.

00:29:59.551 --> 00:30:01.053
The hospital doesn't have

00:30:01.093 --> 00:30:02.252
the reactive step trainer

00:30:02.633 --> 00:30:05.173
or the run DNA motion analysis system.

00:30:05.253 --> 00:30:08.474
So now even if theoretically

00:30:08.634 --> 00:30:10.154
I never use that equipment,

00:30:10.836 --> 00:30:12.397
Just having that equipment

00:30:12.518 --> 00:30:15.762
gives the doctors a door to open and say,

00:30:15.823 --> 00:30:16.002
Hey,

00:30:16.242 --> 00:30:18.487
I can refer to Tony because we don't

00:30:18.527 --> 00:30:19.708
have this equipment in house.

00:30:19.728 --> 00:30:19.929
Yeah.

00:30:21.536 --> 00:30:22.155
So I go to,

00:30:22.195 --> 00:30:23.537
so Dave asked all the important

00:30:23.557 --> 00:30:23.958
questions.

00:30:23.978 --> 00:30:24.897
I'm going to ask a question

00:30:25.258 --> 00:30:26.659
and this is where you know

00:30:26.679 --> 00:30:27.279
I'm going to ask because it

00:30:27.299 --> 00:30:27.900
came from radio.

00:30:28.079 --> 00:30:29.101
What are you going to call this?

00:30:29.340 --> 00:30:30.922
Because once it has a name,

00:30:31.442 --> 00:30:32.823
then it's a real thing and

00:30:33.363 --> 00:30:34.503
someone can ask about it.

00:30:34.723 --> 00:30:35.365
And then you can build a

00:30:35.404 --> 00:30:36.444
landing page for it and

00:30:36.464 --> 00:30:37.465
someone can Google it and

00:30:37.486 --> 00:30:39.186
they can call it something.

00:30:39.207 --> 00:30:40.147
So what are you feeling like?

00:30:40.188 --> 00:30:41.248
We can workshop the name.

00:30:41.268 --> 00:30:42.209
You don't have to have it now.

00:30:42.469 --> 00:30:43.750
We need to workshop it

00:30:43.829 --> 00:30:45.510
because I'm specifically

00:30:45.570 --> 00:30:47.152
selecting and this goes

00:30:47.192 --> 00:30:48.512
back to the basics that

00:30:48.573 --> 00:30:49.953
everybody should be thinking about.

00:30:50.733 --> 00:30:51.954
Okay.

00:30:51.974 --> 00:30:54.076
I'm selecting the conditions

00:30:54.096 --> 00:30:54.996
that I have a unique

00:30:55.016 --> 00:30:56.596
competitive advantage toward.

00:30:57.337 --> 00:30:58.978
I have a predisposition toward.

00:30:59.358 --> 00:31:00.538
I don't want anything that I

00:31:00.558 --> 00:31:03.040
have to disrobe somebody and drape them.

00:31:03.181 --> 00:31:04.320
I know that shockwave is

00:31:04.441 --> 00:31:05.842
used for pelvic floor and

00:31:05.882 --> 00:31:06.923
for other conditions.

00:31:07.442 --> 00:31:08.483
I'm not doing any of that,

00:31:08.624 --> 00:31:09.223
even though it's

00:31:09.304 --> 00:31:10.625
potentially more profitable.

00:31:11.025 --> 00:31:11.944
That's not my interest.

00:31:11.984 --> 00:31:12.645
Pelvic shock.

00:31:13.185 --> 00:31:15.367
yeah that's not good um so

00:31:15.448 --> 00:31:16.328
I'm like look we're gonna

00:31:16.368 --> 00:31:17.589
do knees because obviously

00:31:17.670 --> 00:31:18.710
I have a you know almost

00:31:18.750 --> 00:31:20.112
sixty thousand subscribers

00:31:20.172 --> 00:31:21.031
on my total knee

00:31:21.071 --> 00:31:22.192
replacement youtube channel

00:31:22.573 --> 00:31:24.295
I can do non-surgical knees

00:31:24.654 --> 00:31:26.856
to address people who don't

00:31:26.876 --> 00:31:27.817
want to get another knee

00:31:27.857 --> 00:31:29.058
replacement on the other side

00:31:30.199 --> 00:31:32.000
I can do Achilles tendinopathies,

00:31:32.681 --> 00:31:33.642
maybe hips.

00:31:33.682 --> 00:31:34.282
It depends.

00:31:34.323 --> 00:31:35.763
I'm kind of on the fence about that.

00:31:36.344 --> 00:31:37.964
But peripheral neuropathy,

00:31:38.085 --> 00:31:40.126
I can do anything that's easy access,

00:31:40.547 --> 00:31:41.928
anything that's low maintenance,

00:31:42.127 --> 00:31:42.828
anything that's going to

00:31:42.848 --> 00:31:44.309
give me the biggest benefit,

00:31:44.349 --> 00:31:46.652
the greatest impact with

00:31:46.672 --> 00:31:47.972
the least amount of effort

00:31:48.012 --> 00:31:49.134
and work and risk.

00:31:49.634 --> 00:31:50.494
I don't want risk.

00:31:50.595 --> 00:31:51.855
I know you can treat wounds

00:31:51.996 --> 00:31:52.997
with shockwave.

00:31:53.217 --> 00:31:54.438
I am not treating wounds.

00:31:54.538 --> 00:31:55.458
I don't want infections.

00:31:55.577 --> 00:31:57.099
I don't want cleaning and

00:31:57.140 --> 00:31:58.240
all this stuff that needs

00:31:58.259 --> 00:31:59.260
to go along with that.

00:31:59.821 --> 00:32:01.282
I am picking the simplest

00:32:01.423 --> 00:32:03.825
route and I am going to monetize that.

00:32:03.865 --> 00:32:05.865
And my goal, and I have no idea,

00:32:06.046 --> 00:32:07.146
it's an arbitrary number,

00:32:07.406 --> 00:32:09.788
a hundred thousand in net profit.

00:32:10.779 --> 00:32:12.040
meaning a hundred thousand

00:32:12.060 --> 00:32:13.520
to the bottom line above

00:32:13.560 --> 00:32:14.582
what we would already be

00:32:14.642 --> 00:32:16.803
doing in the first year of

00:32:16.863 --> 00:32:17.943
rolling out shockwave.

00:32:18.624 --> 00:32:19.544
Now, you know,

00:32:20.105 --> 00:32:21.365
what do you guys think about that?

00:32:21.384 --> 00:32:24.106
Does that,

00:32:24.126 --> 00:32:25.467
does this include the cost of

00:32:25.507 --> 00:32:26.307
the shockwave or are you

00:32:26.327 --> 00:32:27.248
going to get it free just

00:32:27.268 --> 00:32:28.348
because you're a celebrity PT?

00:32:29.065 --> 00:32:29.424
No, no.

00:32:29.944 --> 00:32:31.786
What I do with every one of

00:32:31.826 --> 00:32:34.686
these devices is I look at it as... Now,

00:32:34.946 --> 00:32:36.807
granted, some of them I do get on loan.

00:32:37.807 --> 00:32:39.708
This particular Shockwave company,

00:32:39.768 --> 00:32:41.269
what they're doing publicly

00:32:41.388 --> 00:32:44.049
is two months free use of the machine.

00:32:44.809 --> 00:32:46.029
And I think it's six months

00:32:46.069 --> 00:32:47.111
of deferred payment.

00:32:47.770 --> 00:32:48.771
before you actually,

00:32:49.071 --> 00:32:50.012
and this is for anybody,

00:32:50.053 --> 00:32:51.615
it's not just for me.

00:32:51.634 --> 00:32:54.038
So anytime I bring a piece of equipment in,

00:32:54.298 --> 00:32:55.239
I am sharing the

00:32:55.298 --> 00:32:57.060
information based on what

00:32:57.121 --> 00:32:58.162
is the equipment cost?

00:32:58.221 --> 00:33:00.144
What is the leasing monthly payment?

00:33:00.203 --> 00:33:02.266
Like how does all of that factor in?

00:33:02.967 --> 00:33:04.367
Because just like with my patients,

00:33:04.528 --> 00:33:05.588
I don't want to fake

00:33:05.969 --> 00:33:08.490
somebody out as a therapist and be like,

00:33:08.691 --> 00:33:09.751
oh, I got it for free,

00:33:09.791 --> 00:33:10.613
but I made a hundred thousand.

00:33:10.673 --> 00:33:10.893
No.

00:33:11.313 --> 00:33:11.472
Like,

00:33:11.633 --> 00:33:13.535
what are the real expenses associated

00:33:13.555 --> 00:33:13.954
with this?

00:33:14.055 --> 00:33:15.395
Even, even the maintenance, like,

00:33:15.715 --> 00:33:16.596
do I need gels?

00:33:16.636 --> 00:33:17.577
Do I need creams?

00:33:17.637 --> 00:33:19.019
What do I need for staffing?

00:33:19.798 --> 00:33:21.540
Um, so yeah, I'm looking at,

00:33:21.881 --> 00:33:23.061
can I net a hundred

00:33:23.102 --> 00:33:24.303
thousand in pure profit

00:33:24.363 --> 00:33:26.044
after all expenses, um,

00:33:26.789 --> 00:33:29.172
Not counting the profit that

00:33:29.211 --> 00:33:30.311
I would have made anyway

00:33:30.332 --> 00:33:31.113
without the shockwave.

00:33:31.133 --> 00:33:32.634
Right, right, right, right.

00:33:32.673 --> 00:33:32.973
All right.

00:33:33.013 --> 00:33:34.454
So, of course, I'm not good at math.

00:33:34.515 --> 00:33:36.415
So I asked my favorite math person,

00:33:36.855 --> 00:33:38.096
ChatGPT, to do that.

00:33:38.136 --> 00:33:38.857
To make a hundred thousand

00:33:38.877 --> 00:33:39.498
dollars per year,

00:33:39.637 --> 00:33:40.578
this is without expenses

00:33:40.598 --> 00:33:41.618
because we've got to factor those in.

00:33:42.079 --> 00:33:43.580
You'd have to do a thousand treatments,

00:33:43.760 --> 00:33:43.980
right?

00:33:44.080 --> 00:33:46.142
And that's that's nineteen a week,

00:33:47.163 --> 00:33:49.003
eighty three a month or two

00:33:49.044 --> 00:33:50.105
and three quarters a day.

00:33:51.172 --> 00:33:51.553
So, of course,

00:33:51.573 --> 00:33:53.134
you're going to have busier days and not.

00:33:53.434 --> 00:33:54.596
So, I don't know.

00:33:54.615 --> 00:33:56.178
That seems like more than I

00:33:56.238 --> 00:33:56.898
thought it would be to make

00:33:56.919 --> 00:33:57.660
a hundred thousand dollars.

00:33:57.680 --> 00:33:57.839
I mean,

00:33:58.220 --> 00:33:59.862
what do you think the overhead is

00:33:59.882 --> 00:34:00.202
going to be?

00:34:00.242 --> 00:34:03.266
What do these units cost?

00:34:03.286 --> 00:34:04.146
Free for two months and then

00:34:04.186 --> 00:34:05.127
financing for six.

00:34:05.167 --> 00:34:06.230
So, you're already eight months in.

00:34:07.261 --> 00:34:09.023
I think when I look at the

00:34:09.063 --> 00:34:10.485
leasing options and you're

00:34:10.505 --> 00:34:11.885
paying a full lease rate,

00:34:11.905 --> 00:34:12.947
you're looking at about a

00:34:12.987 --> 00:34:14.047
thousand dollars a month.

00:34:14.068 --> 00:34:14.349
All right.

00:34:14.369 --> 00:34:16.090
So that's less than I thought.

00:34:16.110 --> 00:34:16.931
So that's twelve grand.

00:34:17.010 --> 00:34:18.793
So like we'll add that's

00:34:18.813 --> 00:34:19.813
like a five year lease.

00:34:19.974 --> 00:34:20.833
I think that's what it is.

00:34:21.034 --> 00:34:22.115
Twelve twelve grand over

00:34:22.175 --> 00:34:23.496
five years or twelve twelve

00:34:23.516 --> 00:34:25.057
grand a year for five years.

00:34:25.077 --> 00:34:27.039
Twelve grand a year for five years.

00:34:28.021 --> 00:34:30.123
So, yeah, you would need to market this,

00:34:30.163 --> 00:34:31.164
but you're highlighting the

00:34:31.204 --> 00:34:31.804
fact that you're going to

00:34:31.864 --> 00:34:33.405
fill a void that doesn't exist.

00:34:35.429 --> 00:34:36.510
We talked about niching down.

00:34:36.530 --> 00:34:37.289
There are these patients

00:34:37.391 --> 00:34:39.391
that don't really fit

00:34:39.532 --> 00:34:40.632
anywhere or they're not

00:34:40.693 --> 00:34:42.614
getting results somewhere.

00:34:42.635 --> 00:34:43.416
They come to this.

00:34:45.117 --> 00:34:46.137
This is also stacking.

00:34:46.257 --> 00:34:47.338
This is like your tech stack.

00:34:47.358 --> 00:34:48.400
You sound like a tech bro now.

00:34:48.420 --> 00:34:49.740
It's like, hey, what's in your tech stack?

00:34:49.820 --> 00:34:53.123
I use JotForm and StreamYard and CapCut.

00:34:54.405 --> 00:34:55.025
I like the fact that

00:34:56.092 --> 00:34:57.094
you know, you're the most,

00:34:57.715 --> 00:34:59.358
one of the most innovative people I know,

00:34:59.938 --> 00:35:01.041
but you don't just sort of

00:35:01.081 --> 00:35:02.744
throw money at things like that's not,

00:35:02.884 --> 00:35:03.945
that's not innovation, right?

00:35:03.965 --> 00:35:05.268
The definition of innovation

00:35:05.309 --> 00:35:06.130
is find a problem that no

00:35:06.170 --> 00:35:07.733
one else is solving, solve that problem.

00:35:08.409 --> 00:35:09.429
how you solve that problem

00:35:09.469 --> 00:35:10.650
is by definition innovation.

00:35:11.070 --> 00:35:11.811
So I think you're looking at

00:35:11.831 --> 00:35:12.632
this from two ways.

00:35:12.652 --> 00:35:14.711
Like you didn't go and find a revenue,

00:35:14.731 --> 00:35:16.512
like where's my next revenue source?

00:35:17.012 --> 00:35:17.434
You said,

00:35:17.853 --> 00:35:19.914
what are the problems that occur?

00:35:20.215 --> 00:35:20.614
How do I,

00:35:20.695 --> 00:35:22.175
can I easily and simply solve

00:35:22.195 --> 00:35:22.775
those problems?

00:35:23.135 --> 00:35:23.916
Are those the types of

00:35:23.956 --> 00:35:25.836
problems I like and want to solve?

00:35:26.880 --> 00:35:28.322
Now, what does it cost to solve them?

00:35:28.963 --> 00:35:29.985
Does the math math?

00:35:30.266 --> 00:35:31.608
So it's those four steps.

00:35:33.311 --> 00:35:35.112
I think, I mean, I don't know.

00:35:35.855 --> 00:35:36.675
I think this feels like

00:35:36.715 --> 00:35:37.697
something some of my

00:35:37.757 --> 00:35:38.940
friends would go to if they

00:35:38.960 --> 00:35:39.561
had those issues.

00:35:40.306 --> 00:35:42.407
So other aspects here that I

00:35:42.447 --> 00:35:43.309
think need addressed,

00:35:43.648 --> 00:35:45.110
and I just ran the quick math.

00:35:45.150 --> 00:35:45.871
It's not five years.

00:35:45.911 --> 00:35:46.951
It's probably eight to ten

00:35:46.971 --> 00:35:48.811
years at a thousand dollars a month.

00:35:49.253 --> 00:35:51.514
But that being said, still,

00:35:52.295 --> 00:35:53.956
what I'm looking at is I'm saying, okay,

00:35:53.996 --> 00:35:56.376
I've got the direct to consumer.

00:35:56.938 --> 00:35:57.878
I can generate a hundred

00:35:57.898 --> 00:35:59.039
dollars a session.

00:35:59.338 --> 00:36:00.019
That's an option.

00:36:00.719 --> 00:36:02.760
But let's not forget, I own a building.

00:36:02.922 --> 00:36:03.862
It's a medical building.

00:36:04.121 --> 00:36:05.583
I've got a group of chiropractors.

00:36:05.623 --> 00:36:07.103
I've got a couple LMTs in

00:36:07.143 --> 00:36:08.005
the building with me.

00:36:08.704 --> 00:36:10.365
They have their own caseload.

00:36:10.385 --> 00:36:11.867
They have their own patient base.

00:36:12.967 --> 00:36:16.431
I love this Hunt's Brothers Pizza model.

00:36:16.471 --> 00:36:17.751
Yeah, yeah, yeah.

00:36:17.791 --> 00:36:18.952
We talked about it.

00:36:19.012 --> 00:36:20.592
The biggest pizza franchise

00:36:20.632 --> 00:36:22.815
in the US is Hunt's Brothers Pizza.

00:36:23.355 --> 00:36:24.615
It's like a ten to twenty

00:36:24.655 --> 00:36:25.836
thousand dollar investment

00:36:25.876 --> 00:36:27.838
for a gas station to buy their equipment,

00:36:27.918 --> 00:36:28.838
buy their supplies,

00:36:28.878 --> 00:36:30.559
and they can get into the pizza business.

00:36:31.219 --> 00:36:33.822
So if I have this device,

00:36:34.442 --> 00:36:37.063
why would I ever just use

00:36:37.103 --> 00:36:38.103
it for my people?

00:36:38.744 --> 00:36:39.884
I would then do a revenue

00:36:39.903 --> 00:36:40.364
share with the

00:36:40.385 --> 00:36:41.684
chiropractors who are next

00:36:41.704 --> 00:36:43.005
door in my building.

00:36:43.065 --> 00:36:44.126
I would do a revenue share

00:36:44.186 --> 00:36:45.427
with the LMTs that are

00:36:45.467 --> 00:36:47.268
upstairs in my building.

00:36:47.708 --> 00:36:48.748
I would take the device.

00:36:48.789 --> 00:36:50.048
It's a forty pound units

00:36:50.088 --> 00:36:51.329
about a big printer.

00:36:52.668 --> 00:36:53.248
I would take it.

00:36:53.748 --> 00:36:54.909
I could go down the road.

00:36:55.369 --> 00:36:56.889
I could go far enough that

00:36:56.949 --> 00:36:58.791
I'm not in a competitive market,

00:36:58.891 --> 00:37:00.431
but still probably thirty,

00:37:00.452 --> 00:37:01.432
forty minutes away.

00:37:02.012 --> 00:37:03.094
And I could start building

00:37:03.153 --> 00:37:06.235
relationships with other chiropractors,

00:37:06.275 --> 00:37:08.496
massage therapists, physical therapists,

00:37:08.516 --> 00:37:10.518
CrossFit gyms and start

00:37:10.577 --> 00:37:13.018
doing on site shockwave treatments.

00:37:13.179 --> 00:37:13.559
Yeah.

00:37:14.599 --> 00:37:16.920
we're doing a revenue share, you know, and,

00:37:17.001 --> 00:37:18.981
and the best part about this is,

00:37:19.300 --> 00:37:20.681
and I've asked this,

00:37:21.282 --> 00:37:23.282
it's a class one device,

00:37:23.382 --> 00:37:24.443
whatever that means,

00:37:24.623 --> 00:37:26.103
it treats orthopedic pain

00:37:26.143 --> 00:37:27.003
and something else.

00:37:27.983 --> 00:37:29.184
I don't need a licensed

00:37:29.224 --> 00:37:31.545
person to deliver the treatment.

00:37:32.164 --> 00:37:34.286
So, you know, at that point I'm like, well,

00:37:34.306 --> 00:37:34.585
shoot,

00:37:34.686 --> 00:37:37.065
I'm not even limited to PTs and PTAs.

00:37:37.186 --> 00:37:38.646
I can use whoever, um,

00:37:39.447 --> 00:37:41.349
Um, so this is where,

00:37:41.809 --> 00:37:42.811
whether you want to call it

00:37:42.990 --> 00:37:45.233
a vending machine model or a, you know,

00:37:45.293 --> 00:37:46.094
Hunt's pizza,

00:37:46.175 --> 00:37:47.335
Hunt's brothers pizza model.

00:37:47.376 --> 00:37:47.737
It's like,

00:37:48.556 --> 00:37:49.938
I can start to bring this out

00:37:49.978 --> 00:37:51.039
into the community.

00:37:51.219 --> 00:37:52.902
I can put it in other places.

00:37:52.922 --> 00:37:54.503
It can start making money for me.

00:37:55.224 --> 00:37:55.324
Um,

00:37:55.644 --> 00:37:57.306
certainly there's justification for

00:37:57.347 --> 00:37:58.789
buying additional units and

00:37:58.809 --> 00:38:00.230
just expanding out like that.

00:38:00.931 --> 00:38:02.110
And to Dave's credit,

00:38:02.612 --> 00:38:03.592
I always think about what

00:38:03.632 --> 00:38:05.052
if I was not the clinician,

00:38:05.072 --> 00:38:06.432
but just the business owner,

00:38:06.612 --> 00:38:07.492
the investor?

00:38:08.032 --> 00:38:09.173
Why wouldn't I just do the

00:38:09.213 --> 00:38:10.673
funding if I had eighty

00:38:10.693 --> 00:38:11.954
thousand sitting in my bank

00:38:11.994 --> 00:38:13.614
doing nothing or collecting

00:38:13.815 --> 00:38:15.036
five percent interest?

00:38:15.496 --> 00:38:17.757
Why not just put that money to work,

00:38:17.896 --> 00:38:19.257
buy some of these devices,

00:38:19.317 --> 00:38:20.557
connect with clinicians who

00:38:20.597 --> 00:38:21.998
are passionate about being

00:38:22.117 --> 00:38:24.418
therapists and who are too

00:38:24.478 --> 00:38:26.199
scared to put the money

00:38:26.320 --> 00:38:27.219
into the hardware?

00:38:27.952 --> 00:38:28.713
I'll be the backer.

00:38:28.932 --> 00:38:29.873
I'll be the financer.

00:38:29.974 --> 00:38:30.693
I'll put it in.

00:38:31.255 --> 00:38:32.675
It's just like putting any

00:38:32.795 --> 00:38:34.737
other piece of equipment into your clinic,

00:38:34.777 --> 00:38:36.579
but now it's one that has a

00:38:36.619 --> 00:38:38.141
little more sex appeal.

00:38:38.161 --> 00:38:38.922
There's also things we're

00:38:38.942 --> 00:38:39.561
not talking about,

00:38:39.601 --> 00:38:41.463
which is this is your Costco hot dog.

00:38:41.483 --> 00:38:42.764
This is a rotisserie chicken.

00:38:43.865 --> 00:38:45.788
That's a loss leader, right?

00:38:46.527 --> 00:38:48.170
You might lose money or

00:38:48.250 --> 00:38:49.751
break even with this

00:38:49.811 --> 00:38:50.992
treatment being the reason

00:38:51.052 --> 00:38:52.673
someone shows up, and then they show up.

00:38:53.233 --> 00:38:54.155
and they actually like tony

00:38:54.175 --> 00:38:54.675
and they're not going to

00:38:54.695 --> 00:38:55.454
leave them a one-star

00:38:55.494 --> 00:38:57.135
review for really great a

00:38:57.235 --> 00:38:57.916
really great patient

00:38:57.936 --> 00:38:59.197
interaction so it's a

00:38:59.257 --> 00:39:00.318
differentiator that could

00:39:00.358 --> 00:39:01.677
actually lead to somebody

00:39:01.697 --> 00:39:02.739
who might not have walked

00:39:02.778 --> 00:39:04.159
in your door that walks in

00:39:04.179 --> 00:39:05.260
your door and five years

00:39:05.300 --> 00:39:06.360
from there they're still

00:39:06.400 --> 00:39:07.481
walking in your door or

00:39:07.501 --> 00:39:08.360
they come back and then

00:39:08.400 --> 00:39:09.722
they refer friends so

00:39:09.762 --> 00:39:11.063
there's a way there and

00:39:11.083 --> 00:39:11.822
here's the cool part in

00:39:11.842 --> 00:39:12.824
twenty twenty four there's

00:39:12.864 --> 00:39:14.164
ways to track those things

00:39:14.443 --> 00:39:15.264
there's you don't have to

00:39:15.344 --> 00:39:16.766
guess at those anymore with

00:39:16.806 --> 00:39:17.905
that emr that you finally

00:39:17.925 --> 00:39:18.746
got because before that you

00:39:18.766 --> 00:39:19.206
were just doing

00:39:19.806 --> 00:39:20.648
Tablets, right?

00:39:20.668 --> 00:39:22.429
You were doing like what Moses used,

00:39:22.528 --> 00:39:22.690
right?

00:39:22.730 --> 00:39:23.911
Like just stone tablets.

00:39:24.391 --> 00:39:25.271
And now you can track those

00:39:25.291 --> 00:39:26.373
things with a good EMR.

00:39:27.570 --> 00:39:28.190
For sure.

00:39:28.331 --> 00:39:29.431
And the reason why I went

00:39:29.452 --> 00:39:31.271
with Softwave just for reference,

00:39:31.313 --> 00:39:32.432
there's a lot of companies

00:39:32.532 --> 00:39:33.472
out there with a lot of

00:39:33.532 --> 00:39:34.653
comparable equipment.

00:39:35.793 --> 00:39:36.994
I watched some of their

00:39:37.155 --> 00:39:39.096
internal videos with there

00:39:39.115 --> 00:39:41.777
was a PT who works for the UFC.

00:39:41.797 --> 00:39:42.956
Oh, yeah.

00:39:43.097 --> 00:39:44.838
She works with some of the pro fighters.

00:39:45.318 --> 00:39:47.059
Blew my mind with the stuff

00:39:47.079 --> 00:39:47.978
that she was saying.

00:39:47.998 --> 00:39:49.679
Is it Heather Linden?

00:39:49.739 --> 00:39:49.960
Who?

00:39:50.239 --> 00:39:51.079
Was it Heather Linden?

00:39:51.621 --> 00:39:51.860
Yeah.

00:39:52.141 --> 00:39:52.880
She was like UFC.

00:39:52.900 --> 00:39:53.922
She was like trainer of the

00:39:53.942 --> 00:39:54.541
year like twice.

00:39:54.601 --> 00:39:55.402
I had Heather Linden on a

00:39:55.442 --> 00:39:56.081
million years ago.

00:39:56.543 --> 00:39:57.063
She was awesome.

00:39:57.483 --> 00:39:59.324
There were three physical

00:39:59.344 --> 00:40:01.306
therapists similar.

00:40:01.365 --> 00:40:02.286
She was one and there were

00:40:02.306 --> 00:40:04.447
two other ones completely

00:40:04.487 --> 00:40:05.849
blew my mind from the

00:40:05.889 --> 00:40:07.530
perspective of they were

00:40:07.570 --> 00:40:09.271
looking at it the way I would look at it.

00:40:09.291 --> 00:40:11.092
They weren't looking at the crazy claims.

00:40:11.112 --> 00:40:13.012
They were looking at real, you know,

00:40:13.112 --> 00:40:15.014
real experiences, real evidence.

00:40:15.835 --> 00:40:17.356
And they were people that I

00:40:17.576 --> 00:40:19.818
implicitly trusted and they

00:40:19.838 --> 00:40:20.938
were saying things that

00:40:20.998 --> 00:40:21.978
resonated with me.

00:40:22.059 --> 00:40:23.239
And I was like, that's it.

00:40:23.260 --> 00:40:25.141
This is this is what I

00:40:25.201 --> 00:40:27.242
needed to take me over the edge.

00:40:27.882 --> 00:40:30.063
And now we're going to do it.

00:40:30.182 --> 00:40:30.864
I'm going to run it.

00:40:30.903 --> 00:40:32.143
We'll build it in public.

00:40:32.623 --> 00:40:35.483
I'll share more resources.

00:40:35.503 --> 00:40:35.583
Yeah.

00:40:35.605 --> 00:40:37.525
Is shockwave relatively new?

00:40:40.905 --> 00:40:41.545
Dave cut out.

00:40:41.706 --> 00:40:42.425
I think he was saying,

00:40:42.465 --> 00:40:43.445
is it only a hundred dollars?

00:40:43.646 --> 00:40:47.007
What were you saying?

00:40:47.027 --> 00:40:48.786
Are you only a hundred times

00:40:48.806 --> 00:40:49.827
your pricing or is it going

00:40:49.847 --> 00:40:51.726
to be some package offer?

00:40:51.786 --> 00:40:53.547
Like obviously therapists

00:40:53.568 --> 00:40:54.268
would be curious about that.

00:40:55.106 --> 00:40:56.588
We have to experiment, you know,

00:40:56.608 --> 00:40:58.469
you can't just say this is what it is.

00:40:59.371 --> 00:41:00.811
My feeling is,

00:41:01.693 --> 00:41:02.994
and there are different protocols,

00:41:03.034 --> 00:41:04.817
so some might be six session protocols,

00:41:04.836 --> 00:41:06.579
some might be a one session protocol,

00:41:06.619 --> 00:41:09.762
but I think I'm probably gonna look at,

00:41:10.282 --> 00:41:12.545
get them in, do the evaluation,

00:41:13.800 --> 00:41:15.501
do a shockwave treatment,

00:41:16.621 --> 00:41:17.702
offer a six session

00:41:17.822 --> 00:41:19.605
protocol for five hundred dollars.

00:41:20.445 --> 00:41:21.827
If they want to do it, awesome.

00:41:22.086 --> 00:41:23.588
If they say, let me think about it,

00:41:23.648 --> 00:41:24.208
they leave.

00:41:24.289 --> 00:41:24.809
No problem.

00:41:24.849 --> 00:41:25.550
They come back.

00:41:26.490 --> 00:41:28.592
If they buy it at the time of the eval,

00:41:28.811 --> 00:41:29.913
I'll discount it to five

00:41:29.952 --> 00:41:30.873
hundred because there's

00:41:30.893 --> 00:41:32.094
going to be five additional

00:41:32.394 --> 00:41:33.376
shockwave treatments.

00:41:33.936 --> 00:41:34.918
If they want to leave and

00:41:34.958 --> 00:41:37.018
come back and say, yes,

00:41:37.079 --> 00:41:37.840
I'm going to do it.

00:41:37.920 --> 00:41:39.081
But originally they say, no,

00:41:39.181 --> 00:41:39.822
it's six hundred.

00:41:40.855 --> 00:41:42.855
And it's just, there, there's no, you know,

00:41:42.894 --> 00:41:43.896
it's one of those things

00:41:43.936 --> 00:41:46.396
where I think we fall into the trap, the,

00:41:46.916 --> 00:41:48.916
I don't know what Jimmy peace core gene,

00:41:49.677 --> 00:41:51.697
we're too close to things

00:41:51.717 --> 00:41:53.217
that we do personally.

00:41:53.757 --> 00:41:54.757
I'm not close to this.

00:41:54.898 --> 00:41:56.458
I have zero, like,

00:41:56.557 --> 00:41:58.117
I don't care if you don't want it,

00:41:58.157 --> 00:41:58.797
don't buy it.

00:41:59.297 --> 00:42:00.358
I don't feel bad if somebody

00:42:00.398 --> 00:42:01.378
doesn't buy a Ferrari.

00:42:01.579 --> 00:42:02.579
I don't feel bad if somebody

00:42:02.619 --> 00:42:03.539
doesn't buy a Rolex.

00:42:03.719 --> 00:42:05.420
If you don't want it, don't buy it.

00:42:05.780 --> 00:42:07.900
But I have zero compassion around, um,

00:42:08.239 --> 00:42:08.340
Oh,

00:42:08.400 --> 00:42:09.860
I feel like you need to have it and I'm

00:42:09.900 --> 00:42:10.762
going to pay for it out of

00:42:10.802 --> 00:42:11.682
my pocket and I'm going to

00:42:11.702 --> 00:42:12.844
take food out of my kid's

00:42:12.884 --> 00:42:14.105
mouth so I can afford to

00:42:14.164 --> 00:42:15.065
give you this service.

00:42:15.286 --> 00:42:16.646
Because that's what we do with therapy.

00:42:17.286 --> 00:42:18.367
I'm not doing that with this.

00:42:18.788 --> 00:42:20.469
This is strictly a

00:42:20.530 --> 00:42:22.692
commercial business decision.

00:42:23.711 --> 00:42:25.313
When you offer someone a

00:42:25.373 --> 00:42:28.036
potential solution and they...

00:42:29.670 --> 00:42:31.373
like how that sounds,

00:42:31.693 --> 00:42:32.793
who were you to say that

00:42:32.813 --> 00:42:33.755
that's not a good idea?

00:42:33.835 --> 00:42:34.715
Again, you started this,

00:42:35.016 --> 00:42:36.197
this entire conversation

00:42:36.297 --> 00:42:39.139
off with the big E word, which is ethics.

00:42:40.000 --> 00:42:40.760
What you said was,

00:42:40.840 --> 00:42:42.001
I'm not here to sell

00:42:42.041 --> 00:42:43.182
something that I don't believe in,

00:42:43.202 --> 00:42:44.282
that I haven't researched

00:42:44.324 --> 00:42:45.443
and looked into that you wouldn't,

00:42:45.565 --> 00:42:47.465
you know, use yourself or use on your own,

00:42:48.086 --> 00:42:48.766
uh, family.

00:42:49.327 --> 00:42:51.789
But, um, oh, this is a good point.

00:42:51.869 --> 00:42:52.530
I don't mean to be rude,

00:42:52.550 --> 00:42:53.331
but I'm seeing shockwave

00:42:53.351 --> 00:42:54.391
therapy machines on Amazon

00:42:54.411 --> 00:42:55.112
for twelve hundred dollars.

00:42:55.132 --> 00:42:55.612
I'm sure there's a

00:42:55.652 --> 00:42:57.313
difference before the research.

00:42:57.373 --> 00:42:57.795
Dave, go.

00:42:59.465 --> 00:43:00.045
I'll take this.

00:43:00.085 --> 00:43:01.085
First of all, uh,

00:43:01.186 --> 00:43:02.568
anything on Amazon is

00:43:03.327 --> 00:43:04.409
typically not effective in

00:43:04.449 --> 00:43:06.510
terms of treatment, uh,

00:43:06.550 --> 00:43:08.452
including even tangents and all that.

00:43:09.313 --> 00:43:10.034
Um, yeah.

00:43:10.114 --> 00:43:11.094
Shockwave the difference

00:43:11.135 --> 00:43:12.456
between the one Tony's talking about,

00:43:12.496 --> 00:43:13.516
the ortho Tony,

00:43:13.536 --> 00:43:14.797
you're talking about the ortho gold,

00:43:15.159 --> 00:43:15.878
one hundred or whatever

00:43:15.898 --> 00:43:17.420
it's called the right.

00:43:17.541 --> 00:43:17.701
Okay.

00:43:18.280 --> 00:43:20.322
So that one has got

00:43:20.503 --> 00:43:21.762
supersonic sound waves.

00:43:22.523 --> 00:43:23.425
Amazon ain't selling it.

00:43:23.505 --> 00:43:23.945
I've checked.

00:43:24.105 --> 00:43:24.965
It's not on Amazon.

00:43:25.266 --> 00:43:27.327
Amazon will sell the low-grade,

00:43:27.367 --> 00:43:28.907
low-intensity consumer

00:43:29.168 --> 00:43:30.329
products so that consumers

00:43:30.349 --> 00:43:31.570
do not get hurt at home.

00:43:32.429 --> 00:43:33.431
The Shockwave that Tony's

00:43:33.451 --> 00:43:34.552
talking about is a

00:43:34.612 --> 00:43:35.751
medical-grade device you

00:43:35.793 --> 00:43:37.333
cannot buy on Amazon or...

00:43:38.452 --> 00:43:39.233
I don't know any other,

00:43:39.594 --> 00:43:41.737
any other walmart.com, any other website,

00:43:42.038 --> 00:43:44.121
the one that Raj is talking about,

00:43:44.601 --> 00:43:46.983
it might be a shockwave version,

00:43:47.724 --> 00:43:48.485
but for twelve hundred,

00:43:48.505 --> 00:43:49.487
we're talking about two different.

00:43:50.007 --> 00:43:51.751
It's like it's like, I don't know,

00:43:51.791 --> 00:43:53.132
like a flip phone versus an iPhone.

00:43:54.798 --> 00:43:55.960
Raj is totally right.

00:43:56.159 --> 00:43:58.443
And, you know, it goes back to even for me,

00:43:58.902 --> 00:44:01.585
my initial gut response is,

00:44:01.726 --> 00:44:02.706
why don't I just get

00:44:02.746 --> 00:44:03.688
something that looks like a

00:44:03.728 --> 00:44:04.869
shockwave and I can rub it

00:44:04.889 --> 00:44:06.610
around with some ultrasound gel, right?

00:44:06.650 --> 00:44:08.514
We know ultrasound,

00:44:08.833 --> 00:44:10.114
it's the experience and all

00:44:10.155 --> 00:44:10.996
of these things that are

00:44:11.036 --> 00:44:12.157
just as impactful.

00:44:13.579 --> 00:44:13.878
But

00:44:14.699 --> 00:44:16.081
Also, to Dave's credit,

00:44:16.101 --> 00:44:18.103
and like he's saying, yeah,

00:44:18.224 --> 00:44:20.106
these are very different devices.

00:44:20.425 --> 00:44:21.887
I would honestly say going

00:44:21.927 --> 00:44:24.110
back to the theater, the theatrics,

00:44:25.030 --> 00:44:27.213
it is more impactful for me

00:44:27.554 --> 00:44:29.076
to purchase an eighty

00:44:29.115 --> 00:44:30.277
thousand dollar device.

00:44:31.398 --> 00:44:32.599
I think it puts more

00:44:33.079 --> 00:44:34.639
motivation and fear and

00:44:35.059 --> 00:44:38.440
pushes me harder to get it

00:44:38.521 --> 00:44:39.541
out there and get it sold

00:44:39.601 --> 00:44:41.222
and get it being used.

00:44:41.682 --> 00:44:42.943
Just like I would say a

00:44:42.983 --> 00:44:44.143
patient who comes in and

00:44:44.164 --> 00:44:45.324
pays three hundred dollars

00:44:45.364 --> 00:44:46.664
for a session compared to a

00:44:46.724 --> 00:44:47.945
patient who pays thirty

00:44:47.965 --> 00:44:49.025
dollars for a session.

00:44:49.826 --> 00:44:50.987
Just the price difference

00:44:51.007 --> 00:44:52.887
alone adds to the experience,

00:44:53.027 --> 00:44:54.108
adds to the impact,

00:44:54.248 --> 00:44:56.048
makes it a more valuable

00:44:57.409 --> 00:44:58.550
service or product that

00:44:58.570 --> 00:44:59.371
you're dealing with.

00:45:00.150 --> 00:45:01.351
Raj, it's hard, man.

00:45:02.032 --> 00:45:03.373
I hate buying shoes that are

00:45:03.393 --> 00:45:05.233
more than twenty bucks, like literally.

00:45:06.134 --> 00:45:06.934
But, you know,

00:45:06.954 --> 00:45:08.074
there's a time and a place

00:45:08.275 --> 00:45:09.534
to make these decisions.

00:45:09.775 --> 00:45:10.795
And for me,

00:45:11.016 --> 00:45:13.036
I just just happened at the right time.

00:45:13.376 --> 00:45:15.577
So, yeah, I mean, buy once, cry once.

00:45:15.617 --> 00:45:15.737
Right.

00:45:15.777 --> 00:45:16.097
Like, you know,

00:45:16.137 --> 00:45:18.119
you guys have heard the boots analogy.

00:45:18.179 --> 00:45:19.239
It's like poor guy.

00:45:20.019 --> 00:45:20.981
can't afford really good

00:45:21.001 --> 00:45:22.163
boots so he pays ten

00:45:22.202 --> 00:45:23.483
dollars for a pair of boots

00:45:23.523 --> 00:45:25.106
but they wear out in three

00:45:25.146 --> 00:45:26.068
months so he winds up

00:45:26.128 --> 00:45:27.349
paying forty dollars a year

00:45:27.369 --> 00:45:28.831
for boots where the rich

00:45:28.851 --> 00:45:29.972
guy can afford boots he

00:45:30.032 --> 00:45:31.054
buys a hundred dollar pairs

00:45:31.074 --> 00:45:32.014
of boots that's insane

00:45:32.034 --> 00:45:33.175
that's ten times the other

00:45:33.195 --> 00:45:34.197
pair of boots but those

00:45:34.217 --> 00:45:35.018
boots are gonna last ten

00:45:35.059 --> 00:45:36.119
years so when you do the

00:45:36.159 --> 00:45:37.240
math over a decade

00:45:37.742 --> 00:45:39.523
the person investing in something.

00:45:39.664 --> 00:45:40.585
And now keep in mind,

00:45:41.126 --> 00:45:42.487
organizations will use this

00:45:42.728 --> 00:45:43.730
theory against people and

00:45:43.750 --> 00:45:45.032
they'll charge you for the

00:45:45.112 --> 00:45:46.994
story and not the quality.

00:45:47.114 --> 00:45:48.135
And this is why you research.

00:45:48.175 --> 00:45:49.938
So Roger's actually absolutely right.

00:45:50.318 --> 00:45:52.081
Now I have a solo stove.

00:45:52.101 --> 00:45:53.543
You guys familiar with solo stove?

00:45:53.623 --> 00:45:53.764
Yeah.

00:45:54.103 --> 00:45:55.625
It's like cool backyard, you know,

00:45:56.085 --> 00:45:56.945
fire pit that you can put

00:45:56.965 --> 00:45:58.146
on a deck and it won't burn

00:45:58.266 --> 00:45:58.766
your house down.

00:45:59.306 --> 00:46:01.188
And there's this idea of a heat deflector.

00:46:01.288 --> 00:46:02.409
Now you've been to a bar, right?

00:46:02.449 --> 00:46:03.429
The outdoor bars that have

00:46:03.469 --> 00:46:04.389
those heaters and look like

00:46:04.409 --> 00:46:05.869
there's like a drum symbol on top.

00:46:06.170 --> 00:46:06.351
Well,

00:46:06.371 --> 00:46:07.811
I'm around my solar stove and I got

00:46:07.831 --> 00:46:09.152
to like lean over to get warm.

00:46:09.192 --> 00:46:09.632
I'm like, man,

00:46:09.652 --> 00:46:10.672
I wish there was a deflector.

00:46:10.773 --> 00:46:11.472
Well, on Amazon,

00:46:11.594 --> 00:46:12.893
there's a bunch and they're

00:46:12.914 --> 00:46:13.735
like eighty bucks.

00:46:14.454 --> 00:46:17.036
And I bought two and they were crap.

00:46:17.117 --> 00:46:18.056
They would fall over.

00:46:18.097 --> 00:46:19.657
They just weren't, you know, hooked up.

00:46:19.717 --> 00:46:19.958
Right.

00:46:20.257 --> 00:46:21.099
Because I kept looking at

00:46:21.139 --> 00:46:22.679
the solo stove brand one.

00:46:22.719 --> 00:46:23.780
It was like two hundred

00:46:23.820 --> 00:46:25.260
bucks and I wouldn't do it.

00:46:25.360 --> 00:46:26.202
I'm like, I'm not doing it.

00:46:26.242 --> 00:46:26.481
I'm not.

00:46:26.501 --> 00:46:27.461
That's insane.

00:46:27.983 --> 00:46:28.682
But then I thought about it.

00:46:29.302 --> 00:46:30.523
If I paid every time I use

00:46:30.563 --> 00:46:32.505
that thing for every for

00:46:32.545 --> 00:46:33.706
every ounce of warmth.

00:46:34.306 --> 00:46:35.588
It was nickels because I

00:46:35.608 --> 00:46:36.648
wanted the experience.

00:46:36.708 --> 00:46:37.289
So I was like, okay,

00:46:37.670 --> 00:46:39.092
if I really want the good experience,

00:46:39.112 --> 00:46:40.072
I'm going to pay for it.

00:46:40.492 --> 00:46:42.355
Now, they're situation dependent.

00:46:42.536 --> 00:46:45.699
So Raj isn't wrong, but buy once,

00:46:45.980 --> 00:46:46.701
cry once.

00:46:46.900 --> 00:46:48.242
Instead of buy once cheap

00:46:48.262 --> 00:46:49.543
and then cry every time you use it.

00:46:50.070 --> 00:46:51.871
So going back to the

00:46:51.911 --> 00:46:53.293
business models around this,

00:46:53.333 --> 00:46:54.753
another business model that

00:46:54.853 --> 00:46:55.715
I don't know if I told you

00:46:55.735 --> 00:46:57.536
guys about it in our thread or not,

00:46:58.016 --> 00:47:00.338
was I was like, well, what happens?

00:47:00.378 --> 00:47:01.358
There are claims that

00:47:01.418 --> 00:47:03.400
shockwave cures adhesive

00:47:03.420 --> 00:47:04.760
capsulitis in one treatment.

00:47:05.242 --> 00:47:06.523
Okay, well, what happens if it does?

00:47:07.103 --> 00:47:08.023
And what happens if I'm

00:47:08.123 --> 00:47:09.824
using my pricing model where I'm like,

00:47:09.864 --> 00:47:10.885
I'm gonna do the eval,

00:47:10.985 --> 00:47:12.065
maybe a unit of Therax,

00:47:12.085 --> 00:47:13.106
a unit of Activity,

00:47:13.507 --> 00:47:14.588
the shockwave is free and

00:47:14.608 --> 00:47:15.548
the patient's done and they

00:47:15.568 --> 00:47:16.570
never need to come back.

00:47:17.579 --> 00:47:18.521
I'm okay with that.

00:47:18.541 --> 00:47:20.262
I would still feel good with

00:47:20.322 --> 00:47:22.184
that because I got the

00:47:22.224 --> 00:47:23.324
reimbursement for the

00:47:23.364 --> 00:47:24.706
interventions that I provided.

00:47:25.405 --> 00:47:26.467
One thing that I was gonna

00:47:26.487 --> 00:47:27.728
say talking about the

00:47:27.827 --> 00:47:29.248
earlier conversation about

00:47:29.309 --> 00:47:30.449
specialization.

00:47:30.909 --> 00:47:32.411
So I'm the knee guy,

00:47:32.490 --> 00:47:34.492
but I also love rotator cuff repair.

00:47:34.592 --> 00:47:36.153
I also love adhesive capsulitis.

00:47:36.173 --> 00:47:36.974
The thing that got me in the

00:47:37.014 --> 00:47:37.996
therapy the first time

00:47:38.516 --> 00:47:40.117
when I was a kid was my mom

00:47:40.177 --> 00:47:41.597
had adhesive capsulitis.

00:47:41.617 --> 00:47:43.018
She was a type two diabetic.

00:47:43.038 --> 00:47:43.898
She was a smoker.

00:47:43.938 --> 00:47:44.777
She had all of these

00:47:45.217 --> 00:47:46.838
comorbidities that make it

00:47:46.878 --> 00:47:48.420
like the classic scenario.

00:47:48.900 --> 00:47:49.480
So I'm like,

00:47:49.780 --> 00:47:52.320
I could create a program for

00:47:52.380 --> 00:47:53.681
shoulders that have been

00:47:53.782 --> 00:47:55.001
non-responsive to

00:47:55.061 --> 00:47:56.902
conventional means that

00:47:56.983 --> 00:47:58.583
have rotator cuff or

00:47:58.623 --> 00:48:00.103
adhesive capsulitis or whatever.

00:48:01.416 --> 00:48:01.956
I get them in.

00:48:02.137 --> 00:48:02.916
I do the eval.

00:48:03.197 --> 00:48:04.958
I do a unit of exercise,

00:48:04.978 --> 00:48:06.197
a unit of therapeutic

00:48:06.257 --> 00:48:07.438
activity for education.

00:48:07.978 --> 00:48:10.219
I get them on RTM with Sarah

00:48:10.239 --> 00:48:11.579
Health right there at the

00:48:11.639 --> 00:48:14.980
evaluation and do the shockwave.

00:48:15.079 --> 00:48:17.101
But even if they don't need to come back,

00:48:17.141 --> 00:48:19.222
they still need to do their HEP.

00:48:19.282 --> 00:48:21.362
So Sarah Health and RTM

00:48:21.822 --> 00:48:23.322
helps me keep that line of

00:48:23.362 --> 00:48:24.623
communication open and

00:48:25.202 --> 00:48:27.065
And I get, you know, here in Ohio,

00:48:27.144 --> 00:48:27.865
ninety eight dollar

00:48:27.905 --> 00:48:30.909
reimbursement for Medicare eval,

00:48:31.150 --> 00:48:33.733
thirty dollar reimbursement for exercise,

00:48:33.773 --> 00:48:35.175
thirty eight dollars for

00:48:35.434 --> 00:48:36.356
therapeutic activity.

00:48:36.396 --> 00:48:38.097
Of course, you reduce MPPR.

00:48:38.619 --> 00:48:39.219
And then I've got one

00:48:39.300 --> 00:48:42.422
hundred and fifty on average for the RTM.

00:48:43.043 --> 00:48:45.224
So just in that single session,

00:48:45.744 --> 00:48:47.166
I've generated nearly three

00:48:47.206 --> 00:48:49.347
hundred dollars worth of revenue,

00:48:50.047 --> 00:48:51.407
even if they never come back.

00:48:51.608 --> 00:48:52.288
And guess what?

00:48:52.447 --> 00:48:53.347
If they never come back,

00:48:53.367 --> 00:48:54.688
they had a positive outcome.

00:48:54.809 --> 00:48:56.630
And I was going to say,

00:48:56.690 --> 00:48:58.269
if you if you accidentally

00:48:58.309 --> 00:49:00.431
cure adhesive capsulitis in one treatment,

00:49:00.550 --> 00:49:02.172
you will have a line out the door.

00:49:02.192 --> 00:49:03.932
People will be coming from miles around.

00:49:03.952 --> 00:49:04.132
I mean,

00:49:04.152 --> 00:49:05.532
that's that's that's going the

00:49:05.612 --> 00:49:06.193
opposite of that.

00:49:06.673 --> 00:49:08.175
If you niche, niche, niche down,

00:49:08.534 --> 00:49:09.474
one thing gets smaller,

00:49:09.514 --> 00:49:10.956
the other thing goes goes up.

00:49:11.856 --> 00:49:13.277
You can charge whatever the hell you want.

00:49:13.476 --> 00:49:14.358
If I'm saying,

00:49:14.478 --> 00:49:15.559
if this was the magic bullet

00:49:15.579 --> 00:49:17.179
for adhesive capsules, shoot,

00:49:17.300 --> 00:49:18.940
I've seen people with adhesive capsules.

00:49:19.001 --> 00:49:20.742
If you could do it in five visits,

00:49:20.762 --> 00:49:21.362
they'll show up.

00:49:21.443 --> 00:49:22.304
They'll show up five days in

00:49:22.344 --> 00:49:23.563
a row to get rid of that.

00:49:23.583 --> 00:49:24.445
Cause that's debilitating.

00:49:25.365 --> 00:49:26.666
Scott said one and done.

00:49:27.007 --> 00:49:28.688
Scott said one and done would be great.

00:49:28.807 --> 00:49:28.987
Right.

00:49:29.128 --> 00:49:29.349
Yeah.

00:49:29.509 --> 00:49:29.728
Yeah.

00:49:30.148 --> 00:49:30.429
Yeah.

00:49:30.469 --> 00:49:31.329
So good luck.

00:49:31.849 --> 00:49:33.050
You'll have to schedule people.

00:49:33.210 --> 00:49:33.952
That would be your problem.

00:49:34.855 --> 00:49:36.114
Dave, a hundred percent agree.

00:49:36.135 --> 00:49:36.574
A hundred percent.

00:49:36.594 --> 00:49:37.956
I agree with Jimmy and Scott.

00:49:38.635 --> 00:49:39.235
Here's the thing.

00:49:39.655 --> 00:49:40.777
If something like shockwave

00:49:40.836 --> 00:49:44.878
can resolve something in session,

00:49:44.918 --> 00:49:45.418
Scott's right.

00:49:45.577 --> 00:49:46.697
You do have a patient for life.

00:49:46.737 --> 00:49:48.539
And here's the thing that I

00:49:48.579 --> 00:49:49.579
think often gets overlooked

00:49:49.619 --> 00:49:50.318
in physical therapy.

00:49:51.139 --> 00:49:51.900
They will come back.

00:49:51.960 --> 00:49:52.440
So Scott said,

00:49:52.460 --> 00:49:53.480
there'll be a patient for life.

00:49:53.619 --> 00:49:54.420
Yes, I've seen it.

00:49:54.701 --> 00:49:56.320
Here's what, here's what I mean.

00:49:56.360 --> 00:49:57.721
And Scott maybe has a different meaning,

00:49:57.760 --> 00:49:59.541
but a patient for life, meaning Scott,

00:49:59.641 --> 00:50:01.943
when they start to like a month later,

00:50:02.103 --> 00:50:03.244
two months later, six months later,

00:50:03.264 --> 00:50:03.563
whatever,

00:50:03.583 --> 00:50:04.543
when they start to have like a

00:50:04.643 --> 00:50:06.065
little ache or pain or whatever,

00:50:06.625 --> 00:50:09.085
they come back into you, they call you,

00:50:09.106 --> 00:50:10.487
they reactivate their, yeah,

00:50:10.527 --> 00:50:11.266
you're at the top of their

00:50:11.307 --> 00:50:13.748
mind because most people

00:50:14.009 --> 00:50:16.070
will not go back to their

00:50:16.090 --> 00:50:17.610
physical therapy office or

00:50:17.650 --> 00:50:18.530
doctor or whatever until

00:50:18.550 --> 00:50:19.510
they procrastinate and they

00:50:19.550 --> 00:50:20.632
wait and then it gets worse

00:50:20.672 --> 00:50:21.371
and worse and worse and

00:50:21.391 --> 00:50:22.373
worse to the point where

00:50:22.393 --> 00:50:23.293
they can't sleep or they

00:50:23.333 --> 00:50:24.393
can't do normal functions.

00:50:25.054 --> 00:50:25.954
We've had some patients like

00:50:25.974 --> 00:50:26.675
this over the years.

00:50:27.590 --> 00:50:29.271
they get surprised with the

00:50:29.431 --> 00:50:31.072
speed of relief or the

00:50:31.112 --> 00:50:32.072
speed of recovery or

00:50:32.132 --> 00:50:34.773
treatment in the beginning, like the,

00:50:34.813 --> 00:50:35.695
like one or two visits.

00:50:35.775 --> 00:50:37.215
And they're like, wow, this is great.

00:50:37.235 --> 00:50:37.615
Whatever.

00:50:38.416 --> 00:50:40.896
Uh, I feel pain free, but also like,

00:50:40.996 --> 00:50:41.577
I just want to keep

00:50:41.617 --> 00:50:42.458
scheduling with you guys.

00:50:42.498 --> 00:50:43.097
Like I want to know,

00:50:43.117 --> 00:50:44.438
of course this is cash based, you know,

00:50:44.498 --> 00:50:44.938
out of pocket.

00:50:45.199 --> 00:50:46.518
So then it's like, they're like, Hey,

00:50:46.539 --> 00:50:47.579
I would love to just continue.

00:50:47.619 --> 00:50:48.400
Can I just continue to

00:50:48.420 --> 00:50:49.920
schedule and have you come, you know,

00:50:50.021 --> 00:50:50.760
once or twice a week.

00:50:51.161 --> 00:50:51.762
And we're like, uh,

00:50:52.302 --> 00:50:52.963
Yes, absolutely.

00:50:52.983 --> 00:50:53.922
We have your card on file.

00:50:53.963 --> 00:50:54.563
Like, let's do it.

00:50:54.784 --> 00:50:55.423
Let's schedule you.

00:50:55.864 --> 00:50:56.045
Right.

00:50:56.085 --> 00:50:57.985
So and then then some of

00:50:58.005 --> 00:50:58.865
those clients get busy.

00:50:58.905 --> 00:50:59.447
They travel.

00:50:59.467 --> 00:51:00.246
They have life events.

00:51:00.266 --> 00:51:01.168
They have children.

00:51:01.347 --> 00:51:02.168
You know, they move.

00:51:02.369 --> 00:51:03.849
We've had all this and they

00:51:03.889 --> 00:51:04.909
still reach back out to us.

00:51:05.030 --> 00:51:07.552
And it's crazy to think that

00:51:07.632 --> 00:51:08.552
if you didn't provide this

00:51:08.713 --> 00:51:09.974
immense value up front,

00:51:10.833 --> 00:51:12.153
You miss out on all these

00:51:12.193 --> 00:51:13.375
patients and clients over

00:51:13.394 --> 00:51:14.715
the years that should be

00:51:14.755 --> 00:51:16.434
contacting you like they sleep wrong.

00:51:16.494 --> 00:51:16.695
Right.

00:51:16.974 --> 00:51:18.195
How many times we've all slept wrong.

00:51:18.215 --> 00:51:19.016
We wake up and like our

00:51:19.056 --> 00:51:20.036
necks all jammed up and we

00:51:20.056 --> 00:51:20.976
can't turn in the car.

00:51:20.996 --> 00:51:23.436
We can't look in at the intersection.

00:51:24.197 --> 00:51:25.097
There's so many patients and

00:51:25.137 --> 00:51:26.277
clients right now that you

00:51:26.318 --> 00:51:27.858
guys all you guys and gals

00:51:27.918 --> 00:51:28.938
all have in your practice

00:51:29.358 --> 00:51:30.679
that are having aches and

00:51:30.699 --> 00:51:32.259
pains and they're not contacting you.

00:51:33.652 --> 00:51:34.753
That's something to think about.

00:51:34.773 --> 00:51:36.054
Maybe that's a takeaway for today.

00:51:36.673 --> 00:51:39.036
This type of thing can fast track that.

00:51:39.076 --> 00:51:41.416
It can provide some clarity for them.

00:51:41.496 --> 00:51:42.818
Like you are the solution

00:51:42.838 --> 00:51:43.759
for the next issue and the

00:51:43.778 --> 00:51:44.880
next issue and the next issue.

00:51:45.239 --> 00:51:46.101
Or when their friend or

00:51:46.121 --> 00:51:46.981
neighbor or coworker

00:51:47.021 --> 00:51:48.282
complains of some ache or pain,

00:51:48.641 --> 00:51:50.342
then they're gonna like vouch for you.

00:51:50.362 --> 00:51:51.704
They're gonna provide a, you know,

00:51:51.744 --> 00:51:52.224
work mouth.

00:51:52.585 --> 00:51:53.925
You need to go contact Tony.

00:51:53.985 --> 00:51:55.186
You need to go contact Jimmy.

00:51:55.626 --> 00:51:56.487
They have this machine.

00:51:56.507 --> 00:51:57.188
They have this device.

00:51:57.208 --> 00:51:58.568
They're gonna get you in tomorrow.

00:51:58.588 --> 00:51:59.650
They're gonna get you in this week,

00:51:59.909 --> 00:52:00.590
next week, whatever.

00:52:01.510 --> 00:52:02.371
Patients for life,

00:52:02.871 --> 00:52:04.731
extremely overlooked in physical therapy.

00:52:05.092 --> 00:52:05.391
Also,

00:52:05.532 --> 00:52:06.891
even if that person never has an

00:52:06.972 --> 00:52:07.572
issue again,

00:52:07.972 --> 00:52:09.393
you're the person that helped them.

00:52:11.172 --> 00:52:12.293
I put lights around my pool

00:52:12.313 --> 00:52:12.994
in my backyard.

00:52:13.313 --> 00:52:14.534
And when my friends come over, like,

00:52:14.614 --> 00:52:15.594
these are really cool.

00:52:15.974 --> 00:52:16.715
I'm like, yeah, yeah, yeah.

00:52:17.054 --> 00:52:18.375
My buddy down the street on

00:52:18.434 --> 00:52:19.934
his side gig is putting in

00:52:20.014 --> 00:52:22.795
sound systems and lights in pools,

00:52:22.916 --> 00:52:23.735
like around pools.

00:52:23.856 --> 00:52:25.336
The guy's like an engineer during the day,

00:52:25.356 --> 00:52:26.197
but just likes it.

00:52:26.936 --> 00:52:28.117
I've had four different

00:52:28.137 --> 00:52:29.597
people in the last two years be like,

00:52:29.697 --> 00:52:31.637
dude, this audio, those, look at those,

00:52:31.938 --> 00:52:33.139
those rocks.

00:52:33.179 --> 00:52:33.759
They look like rocks.

00:52:33.778 --> 00:52:34.378
They're speakers.

00:52:34.418 --> 00:52:35.159
I'm like, Oh yeah.

00:52:35.400 --> 00:52:36.400
And I got it on my phone.

00:52:36.420 --> 00:52:37.980
I got like the, the, the,

00:52:38.039 --> 00:52:38.960
the amp in the basement and

00:52:39.001 --> 00:52:40.380
I crank up iTunes and it

00:52:40.460 --> 00:52:41.920
sounds like we're live at a concert.

00:52:42.342 --> 00:52:43.621
And they're like, how'd you do that?

00:52:43.641 --> 00:52:44.842
I'm like, well, I didn't do it.

00:52:44.862 --> 00:52:45.882
Sean down the street, dude.

00:52:45.943 --> 00:52:46.822
Like he, he knows.

00:52:47.043 --> 00:52:47.382
So even if,

00:52:47.603 --> 00:52:48.943
even if I never buy anything

00:52:48.983 --> 00:52:50.304
from Sean again, it's,

00:52:50.483 --> 00:52:51.744
sean was smart enough didn't

00:52:51.764 --> 00:52:52.666
never gave me his car I

00:52:52.706 --> 00:52:53.786
mean I think he honestly

00:52:53.806 --> 00:52:54.547
did it because he's my

00:52:54.586 --> 00:52:55.407
neighbor and he's like I

00:52:55.447 --> 00:52:56.688
like doing this but even if

00:52:56.708 --> 00:52:57.510
that person never has an

00:52:57.550 --> 00:52:58.791
issue again you're their

00:52:58.831 --> 00:53:00.791
guy you're their girl oh

00:53:00.871 --> 00:53:02.313
people love to be helpful

00:53:02.753 --> 00:53:03.655
right I had like a sheet

00:53:03.715 --> 00:53:04.655
rock issue and someone was

00:53:04.675 --> 00:53:05.675
like oh I got a guy I got a

00:53:05.695 --> 00:53:06.556
guy don't worry he's great

00:53:07.137 --> 00:53:08.277
you know gonna get done

00:53:08.318 --> 00:53:09.719
fast like great fast and

00:53:09.739 --> 00:53:10.679
cheap I stopped saying good

00:53:10.739 --> 00:53:11.981
great fast and cheap right

00:53:13.034 --> 00:53:13.735
But what you're not,

00:53:13.916 --> 00:53:16.800
like the easy part of that is,

00:53:16.900 --> 00:53:17.460
I don't have to go through

00:53:17.480 --> 00:53:18.422
like an intake process.

00:53:18.521 --> 00:53:18.822
Nah, man,

00:53:18.902 --> 00:53:20.704
I'm going to call this guy for you.

00:53:21.385 --> 00:53:23.146
You become that person's girl.

00:53:23.226 --> 00:53:24.489
You become that person's guy.

00:53:24.548 --> 00:53:25.731
You become that person's like,

00:53:25.931 --> 00:53:26.891
they're in my Rolodex.

00:53:26.992 --> 00:53:27.211
Kids,

00:53:27.231 --> 00:53:28.833
a Rolodex was like your contacts app

00:53:29.135 --> 00:53:30.036
before there was an iPhone.

00:53:31.072 --> 00:53:32.373
So the other part of this,

00:53:32.853 --> 00:53:33.675
Dave and I have talked

00:53:33.695 --> 00:53:35.358
about like selling practices,

00:53:35.378 --> 00:53:36.518
acquiring practices,

00:53:36.579 --> 00:53:37.501
building value in a

00:53:37.561 --> 00:53:38.842
practice that you can sell.

00:53:40.143 --> 00:53:41.525
I told Dave before, you know,

00:53:41.907 --> 00:53:43.369
we sold our Florida clinic

00:53:43.648 --> 00:53:45.190
because I hadn't been in

00:53:45.231 --> 00:53:46.713
that clinic for like a decade.

00:53:46.773 --> 00:53:48.235
It was completely independent.

00:53:48.295 --> 00:53:48.655
Wild.

00:53:49.096 --> 00:53:51.398
here in ohio I'm the one

00:53:51.458 --> 00:53:52.960
like if I'm not there

00:53:52.980 --> 00:53:54.440
there's no other therapist

00:53:54.621 --> 00:53:56.181
I can't sell a practice

00:53:56.222 --> 00:53:57.302
that has no physical

00:53:57.322 --> 00:53:59.465
therapist so this is

00:53:59.505 --> 00:54:01.126
something that I can bring in

00:54:02.050 --> 00:54:04.211
I can build value, I can increase revenue,

00:54:04.271 --> 00:54:05.253
I can increase profits,

00:54:05.293 --> 00:54:06.413
but I can also have

00:54:06.492 --> 00:54:08.673
something that has resale

00:54:08.733 --> 00:54:10.675
value down the road that

00:54:10.835 --> 00:54:13.456
isn't dependent on me.

00:54:13.956 --> 00:54:16.918
I never made any profit on

00:54:16.978 --> 00:54:18.659
the actual device right now.

00:54:18.820 --> 00:54:20.079
I'm looking at it as

00:54:20.179 --> 00:54:22.041
long-term valuation for the

00:54:22.061 --> 00:54:24.081
company when I do want to

00:54:24.101 --> 00:54:25.262
be in a position to sell.

00:54:26.132 --> 00:54:27.914
Last one, recruitment.

00:54:28.335 --> 00:54:30.998
So I can post a job saying, hey,

00:54:31.018 --> 00:54:32.059
we're hiring a physical

00:54:32.099 --> 00:54:34.182
therapist for sixty five thousand dollars,

00:54:34.282 --> 00:54:34.664
whatever.

00:54:35.764 --> 00:54:36.927
Nobody's going to care about that.

00:54:36.987 --> 00:54:37.987
Nobody's going to want that.

00:54:38.027 --> 00:54:39.110
Nobody's going to even look

00:54:39.150 --> 00:54:40.371
at that other than to make

00:54:40.411 --> 00:54:41.934
fun of that ad.

00:54:42.014 --> 00:54:42.454
But.

00:54:43.054 --> 00:54:46.195
If I have the run DNA motion analysis,

00:54:46.317 --> 00:54:47.637
you know, in my clinic,

00:54:47.757 --> 00:54:49.737
I invest in purchasing one of those.

00:54:49.838 --> 00:54:51.498
And now I say, hey,

00:54:51.539 --> 00:54:52.619
I'm looking for a therapist

00:54:52.659 --> 00:54:53.940
who's passionate about running.

00:54:54.260 --> 00:54:55.481
I'm looking for a therapist

00:54:55.501 --> 00:54:56.960
who's passionate about gait analysis.

00:54:57.001 --> 00:54:58.202
And we have this equipment

00:54:58.561 --> 00:54:59.382
and we're looking to put

00:54:59.422 --> 00:55:00.583
the money and the finances

00:55:00.623 --> 00:55:02.423
behind growing this program.

00:55:03.103 --> 00:55:04.065
I could do it for that.

00:55:04.184 --> 00:55:05.547
I could do it for the shockwave.

00:55:05.626 --> 00:55:06.286
I could do it for the

00:55:06.608 --> 00:55:07.608
reactive step trainer,

00:55:07.648 --> 00:55:08.509
for a therapist who wants

00:55:08.530 --> 00:55:09.610
to get into balance and

00:55:09.971 --> 00:55:11.351
gait and fall prevention.

00:55:12.693 --> 00:55:15.335
These aren't just hardware investments.

00:55:16.177 --> 00:55:17.717
They're also investments in

00:55:18.179 --> 00:55:19.840
a recruitment and retention.

00:55:21.101 --> 00:55:22.902
And Doug from RunDNA,

00:55:22.942 --> 00:55:23.882
we talked about that.

00:55:23.922 --> 00:55:24.561
We were like, yeah,

00:55:24.641 --> 00:55:27.523
a great way to attract the best therapist,

00:55:27.543 --> 00:55:29.123
the most passionate therapist,

00:55:29.682 --> 00:55:30.784
is to have this hardware.

00:55:30.983 --> 00:55:32.503
And the best way to be able

00:55:32.523 --> 00:55:33.583
to afford to pay that

00:55:33.623 --> 00:55:34.545
therapist more than

00:55:34.625 --> 00:55:36.324
everybody else is to

00:55:36.364 --> 00:55:37.505
monetize the hardware,

00:55:37.945 --> 00:55:39.865
to monetize these programs.

00:55:39.905 --> 00:55:41.467
Sure, sure, absolutely.

00:55:42.806 --> 00:55:43.746
Want to do parting shots?

00:55:44.306 --> 00:55:44.887
Yeah, sounds good.

00:55:44.907 --> 00:55:46.967
All right, I'll be right back.

00:55:48.108 --> 00:55:48.349
Okay.

00:55:48.369 --> 00:55:50.210
Dave, parting shot.

00:55:50.289 --> 00:55:52.130
And Jimmy's up.

00:55:52.190 --> 00:55:53.351
I got a couple of things really quick.

00:55:54.652 --> 00:55:56.652
Tony, first thing, question.

00:55:57.393 --> 00:55:57.994
I want to go write a

00:55:58.393 --> 00:55:59.795
five-star Google review on your practice.

00:55:59.815 --> 00:56:01.054
Is that okay?

00:56:01.074 --> 00:56:01.635
Please do.

00:56:01.735 --> 00:56:03.315
I appreciate it.

00:56:03.456 --> 00:56:04.536
I think it's great to have

00:56:04.617 --> 00:56:06.338
peers write those reviews.

00:56:07.157 --> 00:56:08.378
I don't know why more people don't.

00:56:11.396 --> 00:56:11.556
Yeah.

00:56:11.597 --> 00:56:12.577
So, I mean, cause you,

00:56:12.617 --> 00:56:14.438
you were at one of my practice, uh,

00:56:14.458 --> 00:56:15.639
Google review like a couple

00:56:15.659 --> 00:56:16.300
of weeks ago or whatever.

00:56:16.340 --> 00:56:17.021
So I appreciate that.

00:56:17.380 --> 00:56:18.922
Uh, it really, it,

00:56:18.942 --> 00:56:19.943
I don't want to harp on it too much.

00:56:19.963 --> 00:56:21.184
We've had a great positive show,

00:56:21.244 --> 00:56:22.565
but that story about that

00:56:22.605 --> 00:56:23.826
patient that you provided

00:56:23.846 --> 00:56:25.487
that value and all that.

00:56:25.547 --> 00:56:26.947
And then they surprisingly

00:56:26.967 --> 00:56:28.088
go right at one star Google review.

00:56:29.146 --> 00:56:31.086
I mean, we're business owners.

00:56:31.407 --> 00:56:35.947
That can flip someone's day or week.

00:56:36.248 --> 00:56:39.929
And Tony, you take it very nicely.

00:56:40.809 --> 00:56:41.389
Guys and gals,

00:56:41.509 --> 00:56:43.289
please go to Total Therapy Solutions.

00:56:43.550 --> 00:56:44.550
Go write a five-star review.

00:56:44.590 --> 00:56:45.650
I'm going to do it right after this.

00:56:46.469 --> 00:56:47.909
Scott said he's going to go

00:56:47.929 --> 00:56:48.690
write one as well.

00:56:49.831 --> 00:56:50.791
And if you can't find it,

00:56:51.070 --> 00:56:51.931
message me and I'll send

00:56:51.951 --> 00:56:52.971
you the Google link, whatever.

00:56:53.831 --> 00:56:56.072
Patients like that, I mean, no...

00:56:57.840 --> 00:57:00.161
It's obvious who that type of patient is,

00:57:00.201 --> 00:57:01.400
unfortunately, but it is what it is.

00:57:02.420 --> 00:57:03.201
But parting shots.

00:57:03.340 --> 00:57:05.302
I love the I love the

00:57:05.942 --> 00:57:07.382
outside the box thinking from Tony.

00:57:07.762 --> 00:57:08.822
I love the things.

00:57:09.262 --> 00:57:10.463
Yeah, I'll drop a link.

00:57:10.483 --> 00:57:10.983
Give me a second.

00:57:12.523 --> 00:57:14.184
I love the outside the box

00:57:14.344 --> 00:57:15.885
of thinking and a couple of

00:57:15.905 --> 00:57:16.985
things that really are interesting.

00:57:17.824 --> 00:57:18.525
Tony mentioned with the

00:57:18.565 --> 00:57:20.047
labor side of delivering

00:57:20.067 --> 00:57:20.867
the shockwave treatment,

00:57:20.927 --> 00:57:21.748
it does not need to be a

00:57:21.788 --> 00:57:22.688
licensed individual.

00:57:22.728 --> 00:57:23.168
So, of course,

00:57:23.188 --> 00:57:24.730
it could be someone you train.

00:57:24.750 --> 00:57:27.032
It could be it could even be

00:57:27.072 --> 00:57:28.132
an it could be an aid.

00:57:28.152 --> 00:57:29.052
It could be a personal trainer.

00:57:29.114 --> 00:57:29.273
Right.

00:57:29.293 --> 00:57:29.934
I mean,

00:57:29.954 --> 00:57:31.574
I've heard the shockwave company

00:57:31.594 --> 00:57:32.775
that their practices they

00:57:32.856 --> 00:57:34.396
use like nurses and admin

00:57:34.458 --> 00:57:35.778
people to deliver the treatment.

00:57:37.018 --> 00:57:37.619
Do you want to be there in

00:57:37.659 --> 00:57:38.481
person for that?

00:57:39.181 --> 00:57:40.521
Probably, or you want to have some,

00:57:41.242 --> 00:57:41.523
I don't know,

00:57:41.543 --> 00:57:42.282
you want to have some

00:57:42.483 --> 00:57:44.324
something there in terms of liability and,

00:57:44.364 --> 00:57:45.246
you know, insurance and all that.

00:57:46.286 --> 00:57:47.527
Definitely check that out.

00:57:47.567 --> 00:57:49.108
But I love this outside the

00:57:49.148 --> 00:57:50.349
box thinking where you can

00:57:50.789 --> 00:57:52.291
show value objectively from

00:57:52.411 --> 00:57:54.411
data without even like

00:57:54.512 --> 00:57:55.313
literally you don't have to

00:57:55.353 --> 00:57:56.052
be salesy at all.

00:57:56.072 --> 00:57:56.853
You could just be like, hey,

00:57:56.873 --> 00:57:57.775
like when you came in,

00:57:57.875 --> 00:57:58.916
you walked this way.

00:57:58.956 --> 00:58:00.416
The machine is Biodex.

00:58:00.456 --> 00:58:01.657
By the way, this Biodex company,

00:58:01.677 --> 00:58:02.117
they're huge.

00:58:02.137 --> 00:58:03.918
They have great machines, great equipment,

00:58:03.958 --> 00:58:04.380
great data.

00:58:05.019 --> 00:58:06.101
Here's what you were here.

00:58:06.481 --> 00:58:09.722
And then we did X, Y, Z, maybe shockwave,

00:58:09.762 --> 00:58:10.463
maybe not, whatever.

00:58:10.724 --> 00:58:11.483
We did X, Y,

00:58:11.523 --> 00:58:14.385
Z. And now you walk the treadmill again.

00:58:14.746 --> 00:58:16.527
And now this is ten percent better.

00:58:16.547 --> 00:58:17.688
This is twenty five percent better.

00:58:17.728 --> 00:58:18.929
This step length is thirty

00:58:18.949 --> 00:58:19.789
percent better or whatever.

00:58:20.590 --> 00:58:21.449
And if they really care

00:58:21.469 --> 00:58:22.490
about movement and longevity,

00:58:22.550 --> 00:58:24.172
maybe that captures their attention.

00:58:24.251 --> 00:58:24.652
I love it.

00:58:24.731 --> 00:58:25.873
There's no side effects from it.

00:58:25.913 --> 00:58:29.315
So how about Jimmy or Tony takeaways?

00:58:29.534 --> 00:58:29.894
Parting shots.

00:58:29.914 --> 00:58:30.436
Go for it.

00:58:30.876 --> 00:58:33.018
I'll tell you the biggest thing is,

00:58:33.097 --> 00:58:33.338
you know,

00:58:33.378 --> 00:58:35.119
and anybody listening to this

00:58:35.201 --> 00:58:36.202
resonates with this.

00:58:36.722 --> 00:58:37.762
You can't just complain.

00:58:38.083 --> 00:58:39.284
You can't just sit there and

00:58:39.324 --> 00:58:40.106
complain about the

00:58:40.146 --> 00:58:41.226
situation that you

00:58:41.367 --> 00:58:43.088
absolutely have influence

00:58:43.128 --> 00:58:43.889
and control over.

00:58:44.449 --> 00:58:47.713
So, you know, I always say, hey.

00:58:48.293 --> 00:58:49.996
There's things, there's opportunities,

00:58:50.036 --> 00:58:51.277
cash pay, all this other stuff.

00:58:51.376 --> 00:58:52.458
I never really was in a

00:58:52.498 --> 00:58:54.541
position until recently where I was like,

00:58:55.061 --> 00:58:56.382
I can do something different.

00:58:56.842 --> 00:58:58.925
But now because of changing circumstances,

00:58:58.985 --> 00:59:00.847
my PTA going on maternity leave,

00:59:00.887 --> 00:59:02.829
my other PTA doing some stuff.

00:59:03.230 --> 00:59:03.650
I'm like, look,

00:59:03.771 --> 00:59:05.032
I got to do something different.

00:59:05.092 --> 00:59:05.932
I got to make a change.

00:59:05.972 --> 00:59:06.893
The business model that

00:59:06.934 --> 00:59:08.715
worked ten years ago doesn't work today.

00:59:08.876 --> 00:59:09.177
Yeah.

00:59:09.436 --> 00:59:10.838
This is part of that change.

00:59:10.878 --> 00:59:12.460
And I want to share that

00:59:12.559 --> 00:59:13.960
experience with you guys.

00:59:14.181 --> 00:59:15.942
Hopefully I can work through

00:59:15.961 --> 00:59:17.403
the mistakes so you guys

00:59:17.423 --> 00:59:18.545
can kind of fast track your

00:59:18.585 --> 00:59:20.365
way without those mistakes.

00:59:20.585 --> 00:59:22.126
Yeah, I would.

00:59:22.146 --> 00:59:23.728
You absolutely can complain, Tony.

00:59:24.068 --> 00:59:25.070
It doesn't get you anywhere,

00:59:25.110 --> 00:59:26.251
but we can complain all we want.

00:59:26.291 --> 00:59:27.251
Just drop in a couple of

00:59:27.291 --> 00:59:28.152
Facebook groups and we hear

00:59:28.172 --> 00:59:28.672
the complaints.

00:59:29.193 --> 00:59:29.413
Yeah,

00:59:29.432 --> 00:59:31.135
I would say the two shots can be put

00:59:31.175 --> 00:59:31.434
together.

00:59:31.454 --> 00:59:32.295
I'm going to do a double shot.

00:59:33.155 --> 00:59:34.237
What got you here won't get

00:59:34.257 --> 00:59:35.677
you there because the world

00:59:35.697 --> 00:59:36.958
keeps changing, right?

00:59:36.998 --> 00:59:39.079
So you have to be innovative

00:59:39.181 --> 00:59:41.141
or you evolve or be left behind.

00:59:41.842 --> 00:59:43.083
And I said this before and I

00:59:43.103 --> 00:59:45.706
was looked at –

00:59:45.498 --> 00:59:46.298
I don't know how it was looked at,

00:59:46.318 --> 00:59:47.539
but it was received uniquely,

00:59:47.579 --> 00:59:48.541
which was you're in show

00:59:48.581 --> 00:59:49.882
business whether you like it or not.

00:59:50.222 --> 00:59:51.063
And it doesn't mean you need

00:59:51.083 --> 00:59:52.304
to get a ring light and

00:59:52.344 --> 00:59:53.146
start filming videos.

00:59:53.166 --> 00:59:54.086
You don't have to do that.

00:59:54.447 --> 00:59:56.329
But you do get further if

00:59:56.369 --> 00:59:58.210
you show people versus tell people.

00:59:58.271 --> 00:59:59.632
Tell business isn't a business.

00:59:59.652 --> 01:00:00.373
It's not a thing.

01:00:00.793 --> 01:00:01.813
This ain't show friends.

01:00:02.155 --> 01:00:03.896
This is show business, right?

01:00:03.936 --> 01:00:05.057
So can you provide a

01:00:05.097 --> 01:00:06.318
solution to my problems?

01:00:06.759 --> 01:00:07.820
If the answer is yes...

01:00:08.849 --> 01:00:09.690
Explain to me how that's

01:00:09.710 --> 01:00:10.371
going to make me better.

01:00:10.391 --> 01:00:11.253
If you can show me how

01:00:11.273 --> 01:00:12.094
that's going to make me better,

01:00:12.574 --> 01:00:13.195
I'm listening.

01:00:13.376 --> 01:00:14.217
And then you explain to me

01:00:14.237 --> 01:00:15.739
what that process is going to feel like.

01:00:16.079 --> 01:00:16.860
I feel like PTs,

01:00:16.900 --> 01:00:18.284
we love to skip right to the process.

01:00:19.025 --> 01:00:19.826
We love to show how.

01:00:20.226 --> 01:00:21.248
How is much later, baby.

01:00:22.132 --> 01:00:22.632
How's much later?

01:00:22.873 --> 01:00:23.893
And a lot of times I don't even care how.

01:00:24.014 --> 01:00:24.873
I had a gutter problem.

01:00:25.614 --> 01:00:27.135
I Googled and found brothers

01:00:27.155 --> 01:00:28.076
that just do gutters.

01:00:28.215 --> 01:00:29.536
And I was like, great, do you do gutters?

01:00:29.556 --> 01:00:30.317
And they're like, yes, we do.

01:00:30.356 --> 01:00:30.876
It's in our name.

01:00:30.936 --> 01:00:31.418
I said, great.

01:00:31.777 --> 01:00:32.858
Hey, we're gonna, I don't care.

01:00:33.179 --> 01:00:33.998
I don't care.

01:00:34.318 --> 01:00:34.978
I do not care.

01:00:35.400 --> 01:00:36.699
I'm not doing gutters, right?

01:00:37.121 --> 01:00:38.081
So we're in show business,

01:00:38.101 --> 01:00:38.860
whether you like it or not.

01:00:39.001 --> 01:00:39.981
Yes, in healthcare,

01:00:40.322 --> 01:00:41.043
this doesn't mean you need

01:00:41.063 --> 01:00:42.943
to be a influencer, right?

01:00:42.983 --> 01:00:43.804
But you better show me.

01:00:44.164 --> 01:00:44.623
Otherwise,

01:00:45.144 --> 01:00:46.244
I'm not gonna pay attention to you.

01:00:47.065 --> 01:00:47.865
Back on Tuesday,

01:00:47.985 --> 01:00:48.945
and I'll do a little preview.

01:00:48.965 --> 01:00:50.387
I'm going to AOMT's conference.

01:00:50.407 --> 01:00:51.228
Did I mention this before?

01:00:52.228 --> 01:00:53.128
AOMT has a conference,

01:00:53.467 --> 01:00:54.268
American Academy of

01:00:54.329 --> 01:00:55.648
Orthopedic Manual Physical Therapy.

01:00:55.789 --> 01:00:58.210
I was there years ago as a student.

01:00:58.250 --> 01:00:59.929
They brought me out there to do podcasts.

01:00:59.949 --> 01:01:00.389
And this is like,

01:01:00.411 --> 01:01:01.291
I still didn't know what

01:01:01.311 --> 01:01:02.070
the hell I was doing.

01:01:02.371 --> 01:01:03.291
Not that I know what I'm doing now.

01:01:04.211 --> 01:01:05.472
But I'll give a little preview to that.

01:01:06.172 --> 01:01:07.853
And why I think conferences

01:01:08.233 --> 01:01:09.333
could be a really cool idea,

01:01:09.793 --> 01:01:11.313
not even if you have a

01:01:11.393 --> 01:01:13.393
society or a membership organization,

01:01:13.713 --> 01:01:15.074
but as a physical therapist.

01:01:15.255 --> 01:01:16.275
A conference, right?

01:01:16.315 --> 01:01:17.195
Different than a workshop.

01:01:17.795 --> 01:01:18.735
We'll see you guys on Tuesday.