3 Guerrilla Marketing Moves Every Physical Therapist Should Steal

WEBVTT

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Hey guys,

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welcome back to PT Breakfast Club.

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All right.

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As promised on Tuesday today,

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we're going to talk about

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something that we were

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talking about on Tuesday

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that Dave then went and did

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where a dinner party can

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turn into a marketing masterclass,

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or it could just be a complete debacle.

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It could be a waste of a

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couple thousand dollars.

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I want to find out Dave,

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how your marketing dinner

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party actually went.

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And of course you're looking

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at it from a different

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perspective than I think most,

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which is you're in the

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moment trying to figure out

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what this sort of is.

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So you're there as a participant.

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But you're there sort of

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like as a diagnostician, like, hey,

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what is going on here?

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Is this an accident?

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Is this on purpose?

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So let's give the background

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in case people weren't

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listening on Tuesday.

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And then like, how'd it go?

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Yeah, for sure.

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So I'll try to be as

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efficient and concise as possible.

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So Manhattan Pain Medicine

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is the practice.

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It's a bunch of physicians

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that treat chronic pain, EDS,

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things like that, hypermobility, yeah,

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chronic pain type patients.

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And recently,

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I was connected by another

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physical therapist to one

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of their physicians.

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I had just asked her.

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She had asked me about hiring and stuff.

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And she had just hired a therapist.

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And she's like, oh,

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you need any help with that?

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Because I was helping her with something.

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And I was like, no, no, I'm good.

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I'm like,

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how about you introduce me to Dr.

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Seiferman?

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I picked one person,

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they have good content online.

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I'm like, I would like to meet,

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it seemed like one of the

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owners and main partners of the practice.

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She connected me over email,

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then he looped in some

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communication marketing liaison person.

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I said, hey,

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can I get more information

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about what you guys do?

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I wanna be able to send

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people your way and make

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sure they're the right fit.

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They introduced me or

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invited me to this event last night.

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So it was at Sarah Beth's in Manhattan,

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in Midtown Manhattan.

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I knew you were going to ask me this.

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So there was like four

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tables of eight chairs.

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So thirty two ish total chairs,

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but it was not filled up.

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So it was probably like twenty.

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twenty five ish, twenty three,

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twenty five ish people,

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a few folks that were not providers,

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but like most of the most

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of the people there were

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either it was like fifty

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percent physical therapists,

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fifty percent physicians.

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They had their own physicians there.

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They also had other

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physicians and

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psychiatrists and other

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folks that they refer to.

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There was one chiropractor.

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There were about five or so

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physical therapists,

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five or six maybe that they refer to.

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They don't have any physical

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therapists in their practice.

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There was like a

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Cause Jimmy and I are

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talking about maybe doing

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this type of stuff.

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So there was this room that

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was like a party room that had like,

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what's like the pull down,

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like projector thing,

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like the projector screen.

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Yeah.

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And it was just like a

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provider synergy dinner.

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And then it was like a

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couple of the logos and,

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uh it went really well I

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obviously I think I you

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know thrive in those

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environments I know there's

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some folks that are

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introverted that like they

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go to an event like that

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and then they they leave

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and they go home and

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they're like they're like

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wiped out maybe tony is in

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that in that group of of

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people um I I remember that

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night thinking like I got

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home and I was like I

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already had a game plan

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like I already met a bunch

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of folks got a bunch of

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business cards gave a bunch

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of business cards and

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some folks we exchanged

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exchange like email and

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text message uh you know

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cell phones and all that

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right away it was great I

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uh had a game plan

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yesterday morning I woke up

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first thing I did was I'm

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writing handwritten notes

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to folks that I met with a

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business card slipped in

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even though I had already

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like emailed them or texted

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them it's just like now

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they're gonna get that in a

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couple days so that's just

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like a little bit of a

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master class uh tip on my

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side of things but overall

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it was great they wanted to

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talk a little there was a

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little clinical stuff it was like

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You know, the main physician,

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Dr. Seiferman, was like, hey, you know,

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we treat, you know,

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we all treat EDS and

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hypermobility and this and that.

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And what are some of your

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challenges and whatever?

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So there were some great

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things that we'll get into

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as you ask me some follow up questions.

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But that was like pretty

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much it in terms of like

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who was there and why.

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But the why was specifically

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around collaboration and referrals,

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which is really cool,

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especially coming from physicians.

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Yeah.

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Yeah.

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This is, this is a typical, right?

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Because I would guess the

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typical is you come to me.

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I'm the, I'm the physician.

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You come to me, you bring me dinner,

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you bring me lunch, you knock on my door.

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And this is why this move,

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in my opinion is super smart, which is,

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this is the app.

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Like,

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They go back to that thirty

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immutable laws of marketing

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or however many numbers it is.

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Rule number one is don't

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remember how many numbers are on a list,

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but it's usually make the small big,

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make the big small,

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make the invisible visible

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and vice versa.

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Just do the opposite.

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So this is super smart.

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I'm not saying it's the

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first time it's ever been done,

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but it's done so rarely

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that when you do it,

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there's some pop to it.

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It's purple.

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It's purple cow ish.

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Um, so questions, um, gosh, I mean,

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how'd you feel overall?

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What juice worth the squeeze

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worth your time?

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I mean,

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it already feels like it was leading.

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A hundred, a hundred percent.

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Um, it was six PM dinner.

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It was like a first course

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and then an entree course.

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And then.

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dessert was like eight, fifteen.

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At that point,

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some people had already left

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at like eight, eight, fifteen.

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For me, I'm like, I already parked nearby.

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I already I already paid the

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New York City congestion

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pricing to drive into Manhattan.

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By the way,

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this is the first time that we

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paid congestion pricing.

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We had not driven into into

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Manhattan since whenever

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that started earlier this year.

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So I was like, I'm going to you know,

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I'm going to just hang, you know,

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as long as possible.

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Like, let's continue the conversation.

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Let's continue to hang out.

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So I know you're being sort of funny there,

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but not funny because congestion pricing,

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no joke.

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But there's a tipping point.

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I'm going to an APTA event next week.

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There's going to be happy

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hours every night.

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But you have to overcome inertia.

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Like Dave's doing the math.

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Everybody you're inviting to an event,

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a webinar, responding to a DM or an email,

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or can you get on a phone call?

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People are doing the mental math like...

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Does it cross the tipping

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point of worth it?

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That's why I, a lot of times in my job,

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I cold DM a ton of people

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to find partners to refer us practices.

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I ask for... I say, listen...

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seven-minute call, too much to ask,

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you're probably going to

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know if this is a horrible

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idea or a brilliant idea in

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the first three minutes anyway.

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But this is your – I think

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this is your role.

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That's my DM or some variation thereof.

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I don't even copy and paste.

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I write it for each person.

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But what I'm getting at is

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you have to overcome –

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getting to the next step,

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not getting married to

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agree to the first date.

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And the mental math there is like, is this,

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is the juice worth the squeeze?

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So you were doing that when you,

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how did you get the invitation for this?

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Was it an email?

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Over email.

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And then like,

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from people that I never

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spoke with on the phone and

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never met in person.

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So good.

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I don't want you to bring it

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up just from memory.

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Like what was the subject

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line or why'd you open it?

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Let's go with that.

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Why'd you open it?

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So when I was mentioning,

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so Melanie Carminati is a

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pelvic floor physical therapist.

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We had her on the show.

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Do you remember with the

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endometriosis symposium?

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Yes.

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So we had her on this show.

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We talked with her.

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She, she was asked, like, I asked like,

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Hey,

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I heard you have a therapist leaving.

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Do you need any assistance

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with like sharing my network?

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Cause like she's pelvic floor, like,

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like happy to share it out

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on whatever Facebook or

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LinkedIn or whatever.

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I want to help her.

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She sent me patients.

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I feel indebted to Melanie.

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I have not referred to

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patients or she's referred

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to patient to me that I've

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had for a year.

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Right.

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So I feel like I wanted to give back.

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I said, Hey, I heard Mila is leaving.

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And now, long story short,

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she already had a role

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filled in with another therapist.

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She emailed me back and says, hey,

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we're good with hiring.

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I already had someone that

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was a student not too long ago.

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So she's starting in a few weeks.

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So we're all good.

00:07:58.798 --> 00:07:59.978
Thank you so much.

00:08:00.418 --> 00:08:01.478
She asked me, Dave,

00:08:01.499 --> 00:08:02.459
do you need any help with

00:08:02.519 --> 00:08:03.281
recruiting or hiring?

00:08:03.321 --> 00:08:05.041
And I go, no.

00:08:06.211 --> 00:08:07.192
But here, but I'm like,

00:08:07.353 --> 00:08:08.514
she's asking me for,

00:08:08.553 --> 00:08:09.394
if I need help with anything.

00:08:09.413 --> 00:08:13.016
So I go, I go, and I, as you guys know,

00:08:13.137 --> 00:08:14.237
like Google ads,

00:08:14.476 --> 00:08:15.517
we paid a ton earlier this

00:08:15.557 --> 00:08:17.059
year and I'm trying to now

00:08:17.199 --> 00:08:18.500
work more on the physician

00:08:18.540 --> 00:08:20.661
referral marketing and the

00:08:20.721 --> 00:08:21.601
out of network physician.

00:08:21.622 --> 00:08:22.942
So I already knew I was so

00:08:22.983 --> 00:08:24.103
targeted and I'm like, Hey,

00:08:24.144 --> 00:08:24.903
can you introduce me over

00:08:24.963 --> 00:08:26.024
email to Dr. Seiferman?

00:08:26.045 --> 00:08:27.665
Like, I love their social media content.

00:08:28.346 --> 00:08:29.586
I'm looking to work on more

00:08:29.646 --> 00:08:30.367
physician marketing.

00:08:30.387 --> 00:08:31.788
So he connected me to him.

00:08:32.808 --> 00:08:33.570
I emailed him.

00:08:33.830 --> 00:08:36.171
He replied, great to meet and connect.

00:08:36.451 --> 00:08:38.011
And then he brought in Nancy

00:08:38.052 --> 00:08:39.592
from communications and

00:08:40.072 --> 00:08:40.812
marketing liaison.

00:08:41.214 --> 00:08:42.333
Then I said to her,

00:08:42.494 --> 00:08:44.195
I said to Nancy and Superman over email,

00:08:44.455 --> 00:08:44.715
hey,

00:08:45.155 --> 00:08:45.975
I would love to hear a little bit

00:08:46.015 --> 00:08:46.937
more about what you guys do.

00:08:46.996 --> 00:08:49.238
Trigger point injections, ketamine,

00:08:49.258 --> 00:08:50.057
that type of stuff.

00:08:50.658 --> 00:08:51.918
I want to know if we have

00:08:51.979 --> 00:08:53.220
complex patients and clients,

00:08:53.399 --> 00:08:54.220
I want to know who's the

00:08:54.279 --> 00:08:55.740
right fit to send to you guys.

00:08:55.760 --> 00:08:56.741
So I'm trying to say,

00:08:57.422 --> 00:09:00.303
I'm going to try to bring value first.

00:09:01.083 --> 00:09:02.325
and send people your way if

00:09:02.365 --> 00:09:03.245
I can get more information

00:09:03.304 --> 00:09:04.446
of like what you guys do

00:09:04.485 --> 00:09:05.647
and all that and the

00:09:05.886 --> 00:09:06.868
communication marketing

00:09:06.927 --> 00:09:08.509
liaison person nancy

00:09:08.649 --> 00:09:09.849
replies over email thank

00:09:09.869 --> 00:09:10.690
you so much for thinking of

00:09:10.750 --> 00:09:12.071
us we really appreciate you

00:09:12.091 --> 00:09:13.932
know potential referrals oh

00:09:13.951 --> 00:09:16.173
by the way in you know a

00:09:16.293 --> 00:09:17.634
month or whatever we have

00:09:17.673 --> 00:09:18.634
this provider synergy

00:09:18.654 --> 00:09:19.595
dinner let me know if

00:09:19.615 --> 00:09:20.395
you're interested and I'll

00:09:20.416 --> 00:09:21.196
send you over the formal

00:09:21.255 --> 00:09:22.557
invite and I'm like uh let

00:09:22.576 --> 00:09:23.937
me think about it yes I'm interested

00:09:24.317 --> 00:09:24.977
So like,

00:09:25.077 --> 00:09:26.599
if you try to reverse engineer this,

00:09:26.639 --> 00:09:27.580
you couldn't, right?

00:09:28.100 --> 00:09:29.660
But you can reverse engineer

00:09:29.880 --> 00:09:31.761
the acts that you did,

00:09:31.902 --> 00:09:33.043
which is consistently

00:09:33.102 --> 00:09:34.183
seeking people out or how

00:09:34.224 --> 00:09:35.244
do I help you first?

00:09:36.225 --> 00:09:36.924
She reached out,

00:09:37.725 --> 00:09:38.566
you extended an olive

00:09:38.586 --> 00:09:39.567
branch and she of course

00:09:39.586 --> 00:09:41.408
was gonna come and use the

00:09:41.927 --> 00:09:44.090
psychological idea of reciprocity, right?

00:09:44.169 --> 00:09:45.309
You helped me, how do I help you?

00:09:45.610 --> 00:09:46.370
There was a ton of those

00:09:46.390 --> 00:09:47.410
psychological levers there.

00:09:47.871 --> 00:09:51.053
The thing that I'm guessing, right, cold,

00:09:51.913 --> 00:09:52.673
It would be fun to get this

00:09:52.714 --> 00:09:53.455
marketing person on the

00:09:53.475 --> 00:09:54.595
show or I'll interview this

00:09:54.634 --> 00:09:55.855
person because it's cool to

00:09:55.875 --> 00:09:57.316
watch how people's processes work.

00:09:57.636 --> 00:10:00.217
There was an event already in the works.

00:10:00.238 --> 00:10:01.638
There was a thing, right?

00:10:01.658 --> 00:10:02.859
So they're already doing a thing.

00:10:03.019 --> 00:10:04.779
Good luck timing on my part

00:10:05.100 --> 00:10:07.120
with Melody asking for an intro to them.

00:10:07.796 --> 00:10:09.316
but you are solving her problem.

00:10:09.355 --> 00:10:10.277
Cause you were the perfect,

00:10:10.336 --> 00:10:11.496
you were a perfect person

00:10:11.537 --> 00:10:12.216
to put in the room.

00:10:12.256 --> 00:10:13.736
So you happened to bump into

00:10:13.797 --> 00:10:15.597
her while they had that thing,

00:10:15.798 --> 00:10:17.177
but good on them for saying,

00:10:17.618 --> 00:10:18.317
how do we get the right

00:10:18.337 --> 00:10:19.038
people in the room?

00:10:19.278 --> 00:10:21.519
You have to have the room first.

00:10:21.558 --> 00:10:22.259
You can't wait around.

00:10:22.719 --> 00:10:23.859
Is this something that they

00:10:23.899 --> 00:10:26.279
do like monthly or biannually?

00:10:27.139 --> 00:10:28.000
So, yeah, good question.

00:10:28.019 --> 00:10:29.980
They apparently they've done other ones,

00:10:30.041 --> 00:10:31.100
but like on the Google

00:10:31.120 --> 00:10:32.301
calendar invite for it,

00:10:32.581 --> 00:10:35.562
it said provider synergy dinner, uh,

00:10:36.796 --> 00:10:38.476
series launch.

00:10:38.557 --> 00:10:39.518
So I'm like, oh,

00:10:39.597 --> 00:10:40.217
so like you're going to

00:10:40.238 --> 00:10:41.359
start doing these more often.

00:10:41.418 --> 00:10:42.980
It sounds like they other

00:10:43.000 --> 00:10:44.081
people had mentioned like, oh,

00:10:44.201 --> 00:10:45.621
other events from Dr.

00:10:45.662 --> 00:10:46.442
Seyfried or whatever.

00:10:46.721 --> 00:10:48.123
And maybe they were like smaller dinners.

00:10:48.182 --> 00:10:48.462
I don't know.

00:10:48.523 --> 00:10:51.205
It seems like this, you know, twenty,

00:10:51.485 --> 00:10:51.846
thirty,

00:10:51.865 --> 00:10:54.486
whatever amount of people might be

00:10:54.726 --> 00:10:55.288
like they're

00:10:56.008 --> 00:10:57.830
Next step, like a little bit bigger.

00:10:58.090 --> 00:10:58.931
They had some sponsors.

00:10:58.951 --> 00:10:59.571
We can get into that.

00:10:59.610 --> 00:10:59.871
Obviously,

00:10:59.892 --> 00:11:00.913
I know Jimmy wants to get into that.

00:11:02.094 --> 00:11:03.154
So it seems like they've

00:11:03.174 --> 00:11:04.436
done a little bit smaller events,

00:11:04.475 --> 00:11:05.716
but now maybe this is going

00:11:05.736 --> 00:11:06.837
to be like a formal monthly

00:11:06.857 --> 00:11:08.239
or quarterly thing where it's like,

00:11:08.559 --> 00:11:10.061
you know, twenty, thirty or more,

00:11:10.160 --> 00:11:10.341
you know,

00:11:10.380 --> 00:11:12.462
growing over time of different providers.

00:11:13.163 --> 00:11:14.144
OK, so, yeah.

00:11:14.184 --> 00:11:14.784
Who else was there?

00:11:14.804 --> 00:11:16.267
You mentioned a screen with logos on it.

00:11:17.822 --> 00:11:17.961
Yes.

00:11:17.981 --> 00:11:18.341
Your logo on it.

00:11:18.361 --> 00:11:19.243
No, I, again, they already had this,

00:11:20.822 --> 00:11:22.504
they already had, yeah, not yet.

00:11:22.543 --> 00:11:23.724
They already had this event set up.

00:11:24.004 --> 00:11:27.985
Uh, they, the, the main, the main, uh,

00:11:28.005 --> 00:11:28.985
I texted you guys this in the,

00:11:29.086 --> 00:11:29.547
in the chat,

00:11:29.586 --> 00:11:31.846
the main sponsor was like try

00:11:31.907 --> 00:11:32.827
farm pharmacy.

00:11:32.868 --> 00:11:33.227
So they,

00:11:33.288 --> 00:11:34.187
like because these these

00:11:34.248 --> 00:11:36.168
physicians prescribe so all

00:11:36.188 --> 00:11:36.769
right so there were the

00:11:36.789 --> 00:11:37.669
pharmacy that was the main

00:11:38.070 --> 00:11:39.311
uh the main sponsor over

00:11:39.431 --> 00:11:40.291
email like as the emails

00:11:40.311 --> 00:11:41.371
were coming out it was like

00:11:41.451 --> 00:11:43.072
try farm pharmacy is the

00:11:43.152 --> 00:11:44.432
sponsor then you get to the

00:11:44.472 --> 00:11:45.553
event and they had that the

00:11:45.594 --> 00:11:47.033
pull down projector screen

00:11:47.494 --> 00:11:48.554
and it had you know

00:11:48.595 --> 00:11:49.754
manhattan pain medicine as

00:11:49.774 --> 00:11:51.535
the sponsor try farm

00:11:51.556 --> 00:11:52.736
pharmacy but then also like

00:11:53.017 --> 00:11:54.878
on the mend fitness

00:11:55.557 --> 00:11:57.139
in-home personal training

00:11:57.178 --> 00:11:58.759
and massage for geriatric

00:11:58.778 --> 00:12:00.340
clients in Manhattan that

00:12:00.639 --> 00:12:01.600
have an injury or whatever,

00:12:02.340 --> 00:12:03.240
or they're just afraid to

00:12:03.279 --> 00:12:04.640
move or whatever with, you know,

00:12:04.681 --> 00:12:05.841
through COVID and all that.

00:12:06.301 --> 00:12:07.442
And so that company,

00:12:07.481 --> 00:12:09.162
I spoke with that owner, Lisa Snow.

00:12:09.221 --> 00:12:10.263
She was amazing,

00:12:10.302 --> 00:12:11.442
blew me away with her energy.

00:12:11.962 --> 00:12:13.563
And they obviously service

00:12:13.583 --> 00:12:14.504
like our same type of

00:12:14.543 --> 00:12:16.105
clientele and they're all

00:12:16.205 --> 00:12:17.764
non rehab based.

00:12:18.264 --> 00:12:20.046
And they were a sponsor because then they

00:12:20.645 --> 00:12:21.006
By the way,

00:12:21.346 --> 00:12:23.229
they had everyone stand up one at a time,

00:12:23.269 --> 00:12:24.490
go around the room and

00:12:24.730 --> 00:12:25.893
introduce yourself almost

00:12:25.913 --> 00:12:26.994
like a little mini pitch,

00:12:27.414 --> 00:12:29.977
which is just like finger roll,

00:12:30.298 --> 00:12:32.081
like I'm here shooting free throws.

00:12:33.822 --> 00:12:34.283
Basically,

00:12:35.063 --> 00:12:36.966
you get a chance to say who you are,

00:12:37.027 --> 00:12:38.008
what practice you're with.

00:12:38.856 --> 00:12:40.739
Like who's your ideal client?

00:12:40.879 --> 00:12:41.879
Like who do you serve?

00:12:42.379 --> 00:12:44.120
But you don't have to be the pushy guy.

00:12:44.160 --> 00:12:45.621
They open the door for you and it's,

00:12:45.842 --> 00:12:46.802
it's their party.

00:12:46.863 --> 00:12:48.565
So it's like, it's not a sell.

00:12:48.625 --> 00:12:49.765
It's a super smooth.

00:12:50.206 --> 00:12:50.706
Hey, I'm Dave.

00:12:50.725 --> 00:12:51.886
Hey, thank you so much for having me.

00:12:51.927 --> 00:12:52.587
Like that you, right.

00:12:52.607 --> 00:12:53.148
I'm Dave.

00:12:53.187 --> 00:12:53.589
I do this.

00:12:53.609 --> 00:12:54.188
This is what I do.

00:12:54.208 --> 00:12:54.870
Happy to be here.

00:12:55.350 --> 00:12:56.370
That's an easy one.

00:12:56.390 --> 00:12:57.272
And it's quick, right?

00:12:57.312 --> 00:12:58.692
So it's like, it's going to be speed.

00:12:59.293 --> 00:13:00.234
So you're paying attention

00:13:00.293 --> 00:13:01.434
and then you're mentally noting.

00:13:01.615 --> 00:13:02.416
Oh, I talked to that guy.

00:13:02.475 --> 00:13:03.015
Oh, that girl.

00:13:03.196 --> 00:13:04.356
Oh, Oh, you, we have.

00:13:04.417 --> 00:13:04.898
Exactly.

00:13:05.538 --> 00:13:06.759
You mentioned one thing, too,

00:13:06.839 --> 00:13:08.500
was who was the person you

00:13:08.520 --> 00:13:09.341
said had a lot of energy,

00:13:09.361 --> 00:13:10.022
you loved her energy?

00:13:11.144 --> 00:13:12.965
Lisa Snow on the mend.

00:13:13.085 --> 00:13:15.528
So in-home personal training in Manhattan.

00:13:15.807 --> 00:13:16.428
It's hard.

00:13:17.625 --> 00:13:19.605
to project energy online.

00:13:20.006 --> 00:13:21.147
Unless now it's the world of

00:13:21.187 --> 00:13:22.107
short form video, right?

00:13:22.128 --> 00:13:23.068
So that's easier.

00:13:23.089 --> 00:13:23.788
But then again,

00:13:23.808 --> 00:13:24.590
that's one of the most

00:13:24.629 --> 00:13:25.509
crowded places to be.

00:13:25.870 --> 00:13:26.890
How great is it a person

00:13:26.910 --> 00:13:28.772
like Lisa who might be like

00:13:28.873 --> 00:13:29.513
on our website,

00:13:29.712 --> 00:13:30.754
I have great energy and all

00:13:30.793 --> 00:13:32.174
our reviews say I have great energy,

00:13:32.475 --> 00:13:33.775
but like she doesn't need

00:13:33.796 --> 00:13:34.635
to say that when she's in

00:13:34.676 --> 00:13:35.297
the room with you.

00:13:35.576 --> 00:13:36.357
And that might be one of her

00:13:36.378 --> 00:13:36.957
strongest things.

00:13:36.977 --> 00:13:38.479
So like she wants to be in

00:13:38.499 --> 00:13:39.399
the room with people

00:13:40.159 --> 00:13:40.419
Right.

00:13:40.539 --> 00:13:42.120
She doesn't want to necessarily have to,

00:13:42.321 --> 00:13:42.600
you know,

00:13:43.120 --> 00:13:45.201
tell people it's show versus tell,

00:13:45.402 --> 00:13:46.182
which is why this dinner

00:13:46.222 --> 00:13:48.504
party type of idea is so great.

00:13:48.644 --> 00:13:51.365
If you if it's your if it's your bag,

00:13:51.485 --> 00:13:52.926
Tony's just sitting there like now,

00:13:53.385 --> 00:13:54.726
like we are describing

00:13:54.986 --> 00:13:57.128
Tony's worst Wednesday night.

00:13:57.587 --> 00:13:58.368
Right.

00:13:58.727 --> 00:13:59.208
It's true.

00:13:59.328 --> 00:13:59.568
I mean,

00:13:59.629 --> 00:14:01.830
I think the value a million percent.

00:14:02.750 --> 00:14:05.052
I love the idea of those things.

00:14:05.711 --> 00:14:06.451
I don't want to be the

00:14:06.511 --> 00:14:08.173
person doing those things,

00:14:08.212 --> 00:14:09.214
but that's where like

00:14:09.234 --> 00:14:11.894
somebody like Jimmy or Dave or my wife,

00:14:12.375 --> 00:14:14.496
they are the right person to go in there.

00:14:15.528 --> 00:14:18.490
but I'll say, you know, if, if really,

00:14:18.510 --> 00:14:19.331
if you think about it,

00:14:19.410 --> 00:14:21.692
you need both sides of the conversation.

00:14:21.753 --> 00:14:23.874
Like my wife always says she,

00:14:24.014 --> 00:14:25.174
she married me because I'm

00:14:25.195 --> 00:14:25.875
a good listener,

00:14:26.495 --> 00:14:27.475
but then she yells at me

00:14:27.515 --> 00:14:28.596
for not talking enough.

00:14:28.657 --> 00:14:29.797
I'm like, you can't have both.

00:14:29.977 --> 00:14:30.837
You, you need them.

00:14:33.639 --> 00:14:34.519
I am the listener.

00:14:34.639 --> 00:14:35.480
I'm the observer.

00:14:35.520 --> 00:14:36.881
I'm going to sit back and watch.

00:14:37.902 --> 00:14:39.163
So even if you're sitting at

00:14:39.222 --> 00:14:40.504
home and you're like, Oh man,

00:14:40.563 --> 00:14:41.384
I want to do this,

00:14:41.423 --> 00:14:42.605
but I'm introverted or,

00:14:43.548 --> 00:14:44.349
That's fine.

00:14:44.688 --> 00:14:47.051
You have a role at an event like that.

00:14:47.530 --> 00:14:47.750
Right.

00:14:47.951 --> 00:14:49.532
So a lot of the marketing ideas we share,

00:14:49.831 --> 00:14:50.273
number one,

00:14:50.533 --> 00:14:51.453
we're just pitching a hundred

00:14:51.514 --> 00:14:53.534
ideas and take the idea, do it,

00:14:53.695 --> 00:14:55.515
don't do it, take part of it, do it.

00:14:56.417 --> 00:14:56.716
Tony,

00:14:56.777 --> 00:14:58.818
if this party were happening in your town,

00:14:59.839 --> 00:15:00.960
I think you already tipped your hand,

00:15:02.041 --> 00:15:02.701
I'm guessing you'd just

00:15:02.721 --> 00:15:03.422
send someone else.

00:15:04.272 --> 00:15:05.412
if we have somebody on the

00:15:05.451 --> 00:15:07.253
team uh I'll give you guys

00:15:07.273 --> 00:15:08.753
a quick story so when we

00:15:08.773 --> 00:15:09.913
were in florida when we

00:15:09.932 --> 00:15:11.273
were just starting there

00:15:11.293 --> 00:15:12.692
was three of us myself my

00:15:12.732 --> 00:15:15.254
wife and a young girl that

00:15:15.293 --> 00:15:17.793
we had known uh I would see

00:15:17.854 --> 00:15:19.235
a person coming in with a

00:15:19.294 --> 00:15:20.115
gift because you know

00:15:20.134 --> 00:15:21.095
patients love to bring

00:15:21.115 --> 00:15:22.975
gifts immediately I'd be

00:15:22.995 --> 00:15:25.015
like kathy aaron like I

00:15:25.035 --> 00:15:26.375
would call them to come

00:15:26.395 --> 00:15:27.676
because I didn't want to be

00:15:27.696 --> 00:15:29.015
the person receiving the

00:15:29.056 --> 00:15:30.196
gift because I wasn't going

00:15:30.216 --> 00:15:31.537
to be a good like oh my

00:15:31.576 --> 00:15:32.657
gosh thank you so much

00:15:33.397 --> 00:15:34.538
I would bring the girls out

00:15:34.638 --> 00:15:36.600
to do that for me same

00:15:36.639 --> 00:15:37.942
thing here like I look at

00:15:37.961 --> 00:15:40.224
my team who's gonna be the

00:15:40.244 --> 00:15:42.206
best person for this event

00:15:42.586 --> 00:15:43.667
I'm gonna send that person

00:15:43.907 --> 00:15:47.291
out um I am rarely that person but

00:15:48.413 --> 00:15:48.552
Right.

00:15:48.572 --> 00:15:48.793
But you,

00:15:48.932 --> 00:15:50.514
you would recognize the value in

00:15:50.594 --> 00:15:52.254
it and then you would act accordingly.

00:15:52.315 --> 00:15:52.495
Like,

00:15:52.894 --> 00:15:54.456
like I remember I asked my former

00:15:54.495 --> 00:15:56.476
program director at my,

00:15:56.596 --> 00:15:57.937
the radio station I spent

00:15:57.957 --> 00:15:59.778
the most time with when I got hired there,

00:15:59.798 --> 00:16:01.078
I was like his, his number two.

00:16:01.158 --> 00:16:01.399
Right.

00:16:01.619 --> 00:16:02.379
I remember like being there

00:16:02.399 --> 00:16:03.840
a year of being like, Hey man,

00:16:03.961 --> 00:16:05.821
I got to ask, like, why'd you hire me?

00:16:05.921 --> 00:16:08.783
Like I was I had only worked,

00:16:08.883 --> 00:16:10.163
I'd done internships, but only had one,

00:16:10.303 --> 00:16:11.124
one full-time job.

00:16:11.524 --> 00:16:12.524
And it was a pretty big station.

00:16:12.544 --> 00:16:12.865
And I was like,

00:16:13.345 --> 00:16:13.845
I don't know, man.

00:16:13.884 --> 00:16:14.745
I feel like there's a lot of

00:16:14.784 --> 00:16:17.385
people probably gunning for this job.

00:16:17.605 --> 00:16:19.647
And he was like, you were the right fit.

00:16:20.067 --> 00:16:22.168
I had a this and I had a that.

00:16:22.768 --> 00:16:23.868
So I wasn't looking for the

00:16:23.908 --> 00:16:27.188
person who had the highest Madden score.

00:16:27.249 --> 00:16:28.009
It's not the total.

00:16:28.048 --> 00:16:29.110
I needed the right parts.

00:16:29.129 --> 00:16:31.450
And I remember just sitting back and going,

00:16:31.890 --> 00:16:32.571
oh, gosh.

00:16:33.650 --> 00:16:34.750
Wow, that was so much insight.

00:16:34.770 --> 00:16:35.631
I still think of when Chris

00:16:35.652 --> 00:16:36.392
Lloyd told me that.

00:16:37.657 --> 00:16:39.638
of you're looking for the right fit.

00:16:39.977 --> 00:16:41.899
And then when we had events later on,

00:16:42.418 --> 00:16:44.059
he was pretty extroverted

00:16:44.080 --> 00:16:44.681
when he needed to be,

00:16:44.721 --> 00:16:45.360
but he was mostly an

00:16:45.380 --> 00:16:47.121
introverted California laid back dude.

00:16:47.402 --> 00:16:49.883
And Jimmy is not a laid back sort of dude.

00:16:50.163 --> 00:16:50.763
So he was like,

00:16:51.464 --> 00:16:52.323
when events that were

00:16:52.384 --> 00:16:53.524
perfect for me came up,

00:16:53.605 --> 00:16:54.784
I was so excited to go.

00:16:55.186 --> 00:16:55.905
And I was like, oh my gosh,

00:16:55.926 --> 00:16:56.666
I must be stealing this.

00:16:57.067 --> 00:16:58.206
Everybody else must wanna go too.

00:16:58.346 --> 00:16:59.727
No one else wanted to go, just me.

00:16:59.847 --> 00:17:00.947
And that's why I was on the team.

00:17:01.349 --> 00:17:02.568
So understanding your role there.

00:17:02.889 --> 00:17:03.370
All right, so...

00:17:04.190 --> 00:17:05.451
What was the follow-up since

00:17:05.471 --> 00:17:07.034
this was like number one in the series?

00:17:07.054 --> 00:17:08.155
I mean, you're writing handwritten notes.

00:17:08.175 --> 00:17:08.997
They're going to bring you back.

00:17:09.037 --> 00:17:10.317
I mean, they'd be idiots if they didn't.

00:17:11.160 --> 00:17:13.241
What other steps are you going to take?

00:17:13.323 --> 00:17:14.163
And then we'll get into how

00:17:14.183 --> 00:17:15.384
we steal the strategy and

00:17:15.404 --> 00:17:16.487
we do our own version of this.

00:17:18.310 --> 00:17:19.692
So, I mean,

00:17:19.852 --> 00:17:22.054
I'm not on probably not on the

00:17:22.074 --> 00:17:23.315
referral list for this practice.

00:17:23.355 --> 00:17:27.318
So I had just the Nancy who invited me.

00:17:27.878 --> 00:17:29.340
I sent her an email just this morning.

00:17:29.361 --> 00:17:31.061
So the event was what I said

00:17:31.102 --> 00:17:31.603
Tuesday night.

00:17:31.942 --> 00:17:32.343
I think so.

00:17:32.383 --> 00:17:32.923
Yeah.

00:17:32.983 --> 00:17:33.124
Yeah.

00:17:33.163 --> 00:17:33.624
Tuesday night.

00:17:33.723 --> 00:17:38.208
So I said, oh, you know, Adam, the P.A.

00:17:38.288 --> 00:17:39.328
and Dr. Superman were

00:17:39.348 --> 00:17:40.789
talking about the referral list and.

00:17:41.471 --> 00:17:42.711
They don't think I was on there.

00:17:42.731 --> 00:17:43.673
I just wanted to see, like,

00:17:43.732 --> 00:17:44.893
I know you're in communications.

00:17:44.913 --> 00:17:45.673
I don't know if this is part

00:17:45.713 --> 00:17:47.434
of your job responsibility or not.

00:17:47.775 --> 00:17:49.556
Maybe it's this other team

00:17:49.576 --> 00:17:52.898
member that I met about, you know,

00:17:53.038 --> 00:17:54.339
nicely getting on the

00:17:54.400 --> 00:17:55.259
referral list or whatever.

00:17:55.319 --> 00:17:56.580
But, yeah, I mean,

00:17:57.161 --> 00:17:59.383
what's great is the whole event now is,

00:17:59.423 --> 00:18:01.023
like, even leading up to it,

00:18:01.104 --> 00:18:07.747
I really was striving and trying to –

00:18:04.306 --> 00:18:06.106
refer one or two patients to

00:18:06.146 --> 00:18:07.167
them even before the event.

00:18:07.188 --> 00:18:09.349
So that at the event, I could say jokingly,

00:18:09.369 --> 00:18:10.589
like, you know, you know, you know,

00:18:10.609 --> 00:18:11.730
there's like no free lunches, right?

00:18:11.750 --> 00:18:12.811
And there's like no free dinners.

00:18:12.852 --> 00:18:13.132
Cause like,

00:18:13.251 --> 00:18:15.594
I know like you're paying for this.

00:18:15.933 --> 00:18:17.194
Like it makes, um,

00:18:17.275 --> 00:18:18.476
it makes me want to give

00:18:18.516 --> 00:18:20.636
because I'm getting, uh,

00:18:20.717 --> 00:18:21.678
even as the event was

00:18:21.698 --> 00:18:22.939
approaching or at the event.

00:18:23.398 --> 00:18:25.319
So it's, it's a, it's a great

00:18:26.580 --> 00:18:28.561
it's a great process to go

00:18:28.602 --> 00:18:29.603
through in terms of just

00:18:29.663 --> 00:18:31.044
building relationships and collaborating.

00:18:31.604 --> 00:18:32.424
So what else next?

00:18:32.464 --> 00:18:34.425
I mean, just more of what I'm doing.

00:18:34.526 --> 00:18:35.826
So I connected with some of

00:18:35.846 --> 00:18:37.027
these practices on

00:18:37.467 --> 00:18:38.647
Instagram or follow them if

00:18:38.688 --> 00:18:39.489
I'm not already and I'll

00:18:39.509 --> 00:18:41.529
start engaging just nicely

00:18:41.630 --> 00:18:42.490
and supporting them.

00:18:44.826 --> 00:18:47.109
One of the OTs, there was an OT that I met,

00:18:47.190 --> 00:18:49.271
her practice had like six therapists,

00:18:49.672 --> 00:18:50.874
and she was asking me about

00:18:50.913 --> 00:18:51.673
out-of-network billing.

00:18:52.214 --> 00:18:53.717
And so yesterday morning,

00:18:54.057 --> 00:18:54.857
I connected her to my

00:18:54.897 --> 00:18:55.959
out-of-network billing guy

00:18:56.599 --> 00:18:57.861
because her current biller,

00:18:57.901 --> 00:18:59.061
she's frustrated with.

00:18:59.082 --> 00:19:00.663
And I was like, well, my guy does this,

00:19:00.683 --> 00:19:01.704
this, this, this, and this,

00:19:02.165 --> 00:19:02.826
and she loved that.

00:19:02.846 --> 00:19:03.727
And I said, yeah, you know.

00:19:04.528 --> 00:19:05.348
Happy to introduce you.

00:19:05.469 --> 00:19:06.990
And so I introduced them

00:19:07.089 --> 00:19:07.769
yesterday morning.

00:19:08.270 --> 00:19:09.672
So it just it's like how

00:19:09.711 --> 00:19:11.633
much goodwill like whoever, whoever,

00:19:11.673 --> 00:19:13.575
by the way, like whoever can, I think,

00:19:13.815 --> 00:19:14.596
and I would love Jimmy and

00:19:14.615 --> 00:19:16.317
Tony's feedback on this,

00:19:16.457 --> 00:19:17.217
your guys thoughts.

00:19:18.404 --> 00:19:19.425
I think with these events,

00:19:19.865 --> 00:19:20.626
whoever can provide the

00:19:20.666 --> 00:19:21.688
most goodwill up front,

00:19:21.728 --> 00:19:22.648
like this practice just

00:19:22.689 --> 00:19:23.710
invited us to dinner.

00:19:24.170 --> 00:19:25.151
We had free food.

00:19:25.550 --> 00:19:27.813
They, you know, hosted it.

00:19:28.013 --> 00:19:30.174
They found a place that had, you know,

00:19:30.195 --> 00:19:31.376
comfortable, good size,

00:19:31.416 --> 00:19:32.758
centrally located.

00:19:33.038 --> 00:19:34.479
They did so much goodwill up front.

00:19:35.079 --> 00:19:36.681
Now I feel like I got to refer to them,

00:19:37.221 --> 00:19:38.823
which is exactly why

00:19:38.863 --> 00:19:40.565
they're doing the dinner, right?

00:19:40.724 --> 00:19:41.645
And reciprocity.

00:19:42.046 --> 00:19:44.748
And so now it's like, how else can I...

00:19:45.628 --> 00:19:48.650
How else can I get pelvic

00:19:48.670 --> 00:19:50.131
floor patients that we have?

00:19:50.290 --> 00:19:51.491
Because we don't really do it.

00:19:51.892 --> 00:19:53.192
I have one pelvic floor therapist,

00:19:53.393 --> 00:19:54.893
a female that's downtown only,

00:19:55.794 --> 00:19:56.473
doing home visits.

00:19:56.513 --> 00:20:00.036
So how can I refer and send

00:20:00.076 --> 00:20:01.955
patients to these practices?

00:20:02.036 --> 00:20:03.037
And even if I can't,

00:20:03.576 --> 00:20:04.518
the fact that you write an

00:20:04.657 --> 00:20:06.238
email and say that you will

00:20:06.317 --> 00:20:07.598
keep them in mind for those

00:20:07.618 --> 00:20:08.719
conditions and write them a

00:20:08.759 --> 00:20:09.980
handwritten note that

00:20:10.000 --> 00:20:10.579
you're going to keep them

00:20:10.619 --> 00:20:12.000
in mind for pelvic floor or

00:20:12.060 --> 00:20:14.402
dance medicine or Pilates or whatever,

00:20:14.622 --> 00:20:15.922
whatever it might be that,

00:20:16.102 --> 00:20:16.762
especially the things that

00:20:16.782 --> 00:20:19.844
we don't do just, just by saying, Hey,

00:20:19.903 --> 00:20:20.584
I'm going to keep your mind.

00:20:20.604 --> 00:20:21.663
I'm going to really try to,

00:20:21.683 --> 00:20:22.483
we're going to try to send

00:20:22.503 --> 00:20:23.605
folks your way and all that

00:20:24.384 --> 00:20:26.404
I think is the bare minimum, right?

00:20:26.424 --> 00:20:27.026
It's so easy.

00:20:27.066 --> 00:20:27.205
Why?

00:20:27.246 --> 00:20:28.066
Like, why, why not?

00:20:28.086 --> 00:20:29.705
Like, and I'm totally genuine about that.

00:20:30.185 --> 00:20:31.626
It is easy for some people.

00:20:31.826 --> 00:20:32.626
And then some people,

00:20:32.686 --> 00:20:33.727
because they decide they

00:20:33.767 --> 00:20:34.688
haven't decided that this

00:20:34.708 --> 00:20:35.607
is important enough to do.

00:20:36.977 --> 00:20:37.436
Do you know what I mean?

00:20:37.497 --> 00:20:39.298
Like they haven't even done,

00:20:39.678 --> 00:20:40.657
this isn't the first thing

00:20:40.678 --> 00:20:42.098
to do if you're opening a business.

00:20:42.479 --> 00:20:42.838
It's not.

00:20:43.219 --> 00:20:44.318
You got to do some other stuff first,

00:20:44.618 --> 00:20:44.779
right?

00:20:44.839 --> 00:20:45.440
I think you would agree.

00:20:45.500 --> 00:20:47.079
I agree.

00:20:47.099 --> 00:20:48.320
There was a therapist that

00:20:48.560 --> 00:20:49.540
had just started her

00:20:49.601 --> 00:20:51.582
practice PT six weeks ago

00:20:51.721 --> 00:20:52.221
and she was there.

00:20:52.781 --> 00:20:53.803
Well, I'm not saying about being,

00:20:53.823 --> 00:20:54.942
I'm saying throwing the event.

00:20:55.002 --> 00:20:55.742
If this is your market.

00:20:55.762 --> 00:20:56.042
Of course.

00:20:56.124 --> 00:20:57.304
No, no, you gotta be, you gotta be,

00:20:57.384 --> 00:20:58.203
you gotta be established.

00:20:58.223 --> 00:20:58.484
Yeah.

00:20:58.644 --> 00:20:58.765
Right.

00:20:58.805 --> 00:21:00.244
You've got to have systems, right?

00:21:00.664 --> 00:21:01.705
You have to have the systems of like,

00:21:01.726 --> 00:21:02.746
when you get those referrals,

00:21:02.766 --> 00:21:03.467
what are you doing with them?

00:21:03.527 --> 00:21:05.326
Or you're curating relationship with Dave.

00:21:05.627 --> 00:21:06.508
I'd be interested to see if

00:21:06.528 --> 00:21:07.688
this is an internal person,

00:21:08.269 --> 00:21:08.848
marketing person,

00:21:08.888 --> 00:21:10.529
or a third party could be either.

00:21:11.009 --> 00:21:11.710
I don't think either would

00:21:11.750 --> 00:21:12.470
be better or worse.

00:21:12.490 --> 00:21:13.250
I'm just interested.

00:21:13.830 --> 00:21:13.971
Um,

00:21:14.010 --> 00:21:15.612
cause there's some point when that you

00:21:15.632 --> 00:21:17.152
hit a tipping point, when it's worth it,

00:21:17.192 --> 00:21:17.833
the juice is worth the

00:21:17.853 --> 00:21:19.153
squeeze to hire someone internally.

00:21:19.574 --> 00:21:19.953
Um, yeah.

00:21:20.773 --> 00:21:22.236
Well, let's make this tactical now, Dave.

00:21:22.276 --> 00:21:22.876
This is real.

00:21:23.257 --> 00:21:24.818
Like, real world event.

00:21:25.338 --> 00:21:27.020
If I said I got a thousand dollars,

00:21:27.281 --> 00:21:28.722
Jimmy and Dave are going to do this,

00:21:29.463 --> 00:21:30.865
and we're going to throw our own party,

00:21:31.787 --> 00:21:32.488
how do we do this?

00:21:32.587 --> 00:21:33.628
Like, you know, well,

00:21:33.648 --> 00:21:34.851
how much do you think that party costs?

00:21:34.871 --> 00:21:36.673
I mean, the scale of it was a lot larger.

00:21:36.712 --> 00:21:37.753
You're doing thirty people

00:21:37.794 --> 00:21:38.555
in New York City and

00:21:38.575 --> 00:21:39.776
you know downtown that's a

00:21:39.796 --> 00:21:41.076
different level I'll tell

00:21:41.096 --> 00:21:42.978
you what I can call I'll

00:21:43.018 --> 00:21:44.219
call the place and say hey

00:21:44.239 --> 00:21:45.179
I was just that at that

00:21:45.199 --> 00:21:45.880
event the other night I

00:21:45.900 --> 00:21:46.559
want to do something

00:21:46.599 --> 00:21:47.961
similar to that love it you

00:21:47.980 --> 00:21:49.041
know what what's the cost

00:21:49.102 --> 00:21:50.482
here and so here's a couple

00:21:50.502 --> 00:21:52.544
things like one is I can I

00:21:52.564 --> 00:21:53.545
can call and ask and I can

00:21:53.605 --> 00:21:54.484
on the next episode if you

00:21:54.505 --> 00:21:55.925
want to do a part three I

00:21:55.945 --> 00:21:56.886
can we can touch on this

00:21:56.926 --> 00:21:58.228
briefly and and find out

00:21:58.268 --> 00:22:00.328
like the cost per head or

00:22:00.348 --> 00:22:00.989
you know per plate or

00:22:01.009 --> 00:22:02.470
whatever and it was really

00:22:02.590 --> 00:22:03.730
on pt breakfast club we

00:22:03.770 --> 00:22:04.692
break down okay keep going

00:22:05.403 --> 00:22:08.547
So it was, you know,

00:22:08.586 --> 00:22:10.088
an appetizer and then an entree.

00:22:10.249 --> 00:22:11.109
Oh, also dessert.

00:22:11.611 --> 00:22:12.832
But most people left at that point.

00:22:12.852 --> 00:22:14.513
And they kind of they ordered dessert,

00:22:14.534 --> 00:22:15.414
like with like raising your

00:22:15.454 --> 00:22:16.296
hands and a la carte.

00:22:16.336 --> 00:22:17.836
So it was like, you know,

00:22:18.057 --> 00:22:21.121
the first and second first

00:22:21.161 --> 00:22:22.182
and second course were like

00:22:22.321 --> 00:22:23.923
through like a little menu and all that,

00:22:23.943 --> 00:22:24.763
like a little party menu.

00:22:25.836 --> 00:22:26.757
Drinks were not included.

00:22:26.836 --> 00:22:27.576
If you wanted a drink,

00:22:27.596 --> 00:22:28.678
you had to go to the bar

00:22:28.778 --> 00:22:30.699
outside of the event space

00:22:30.838 --> 00:22:32.180
in the room and go get your

00:22:32.200 --> 00:22:32.900
own drink if you wanted.

00:22:32.940 --> 00:22:34.881
So that's another way to keep costs down.

00:22:34.901 --> 00:22:36.122
So I think that's pretty savvy.

00:22:36.461 --> 00:22:37.903
Also, if you're at an event,

00:22:38.022 --> 00:22:38.702
you're not going to want to

00:22:38.742 --> 00:22:41.224
drink more than one or two.

00:22:41.545 --> 00:22:43.605
I mean, if you're drinking three or more,

00:22:43.885 --> 00:22:45.426
you might be too saucy.

00:22:45.446 --> 00:22:46.287
It depends on the person.

00:22:46.307 --> 00:22:48.568
But that's not what it's about, obviously.

00:22:48.628 --> 00:22:50.789
So what else?

00:22:53.070 --> 00:22:53.672
The sponsors,

00:22:53.692 --> 00:22:55.374
like I spoke to a few of the

00:22:55.433 --> 00:22:56.815
folks that that sponsors to

00:22:57.194 --> 00:22:58.777
the on the mend fitness and

00:22:58.797 --> 00:23:00.357
then also one of the OT

00:23:00.377 --> 00:23:01.779
practice was the fourth sponsor,

00:23:01.819 --> 00:23:02.160
by the way.

00:23:02.560 --> 00:23:03.682
So they had like there was

00:23:03.721 --> 00:23:05.363
the practice that's that hosted it.

00:23:05.584 --> 00:23:06.805
They were the one sponsor,

00:23:07.144 --> 00:23:08.266
then the pharmacy and then

00:23:08.286 --> 00:23:09.547
the in-home fitness and

00:23:09.567 --> 00:23:10.788
then the like some

00:23:10.828 --> 00:23:12.609
outpatient occupational therapy,

00:23:12.650 --> 00:23:14.251
hand therapy practice.

00:23:14.271 --> 00:23:14.432
So

00:23:16.493 --> 00:23:17.773
you got the you got the the

00:23:17.794 --> 00:23:18.855
budget with othellas but we

00:23:19.075 --> 00:23:20.015
we absolutely could get

00:23:20.075 --> 00:23:21.234
other sponsors for sure

00:23:21.255 --> 00:23:22.056
that are that are local

00:23:22.096 --> 00:23:23.935
that want to do this the

00:23:23.976 --> 00:23:24.895
hard part is getting the

00:23:24.915 --> 00:23:25.576
right people in the room

00:23:26.057 --> 00:23:27.237
you can buy the rest you

00:23:27.257 --> 00:23:28.196
can buy the rest and then

00:23:28.217 --> 00:23:29.057
you just have to decide

00:23:29.117 --> 00:23:29.877
where where on that

00:23:29.917 --> 00:23:30.617
spectrum of how much you're

00:23:30.637 --> 00:23:31.557
gonna pay the hard part is

00:23:31.577 --> 00:23:33.199
getting the right people in

00:23:33.239 --> 00:23:34.699
the room because you're now

00:23:34.719 --> 00:23:35.380
you're dealing with time

00:23:35.400 --> 00:23:37.420
and space and once cell

00:23:37.460 --> 00:23:38.460
phones came around time and

00:23:38.500 --> 00:23:39.800
space mattered less

00:23:40.480 --> 00:23:42.082
But it still matters if you want this,

00:23:42.342 --> 00:23:43.163
if you want in person.

00:23:43.603 --> 00:23:44.923
So I would say you and I

00:23:45.023 --> 00:23:46.545
offline will create an event.

00:23:46.605 --> 00:23:48.445
And then the next thirty days or whatever,

00:23:48.746 --> 00:23:49.787
let's throw a dinner.

00:23:49.826 --> 00:23:50.547
Who wants to come?

00:23:50.626 --> 00:23:52.587
Like, I would love to just meet people.

00:23:52.708 --> 00:23:55.369
You know me like this is if

00:23:55.470 --> 00:23:57.270
I know you said recently,

00:23:57.290 --> 00:23:57.991
I think you said in the

00:23:58.011 --> 00:23:58.991
next forty five days,

00:23:59.352 --> 00:24:01.153
if we can get folks to do

00:24:01.193 --> 00:24:02.815
this in August in New York City,

00:24:03.335 --> 00:24:04.655
we can make it we can make it happen.

00:24:04.776 --> 00:24:05.895
We can make it happen anytime.

00:24:05.935 --> 00:24:06.836
Yes, you can make it there.

00:24:06.856 --> 00:24:07.656
You can make it anywhere.

00:24:08.178 --> 00:24:08.317
Yeah.

00:24:08.738 --> 00:24:10.080
I think we do one in New

00:24:10.101 --> 00:24:12.726
York City and we do one in Middletown,

00:24:12.866 --> 00:24:13.307
Ohio.

00:24:15.715 --> 00:24:16.415
We go on the road.

00:24:16.455 --> 00:24:17.375
We go visit Tony.

00:24:17.615 --> 00:24:19.396
Well, hold on, hold on, hold on.

00:24:19.596 --> 00:24:20.596
If Tony comes here,

00:24:20.876 --> 00:24:21.936
he doesn't really benefit.

00:24:22.136 --> 00:24:24.417
If I go to Ohio, how do I benefit?

00:24:24.657 --> 00:24:26.278
The only one benefiting is Jimmy,

00:24:26.357 --> 00:24:27.578
is Jimmy with Athelas.

00:24:27.719 --> 00:24:28.338
Come on now.

00:24:28.759 --> 00:24:29.219
Wait a second.

00:24:29.298 --> 00:24:30.439
I'm throwing parties for you

00:24:30.479 --> 00:24:32.259
guys in your network, is what I'm saying.

00:24:32.420 --> 00:24:32.799
Look at that.

00:24:34.259 --> 00:24:35.480
In the city, in the city.

00:24:35.599 --> 00:24:36.099
That's what I mean.

00:24:36.721 --> 00:24:37.701
I think it's assumed that

00:24:37.800 --> 00:24:39.240
I'm going to be building this guest list,

00:24:39.320 --> 00:24:39.500
no?

00:24:39.800 --> 00:24:41.981
I mean, and then, you know, Tony can't,

00:24:42.082 --> 00:24:43.301
you know, you and Tony or whatever could

00:24:43.422 --> 00:24:43.501
Oh,

00:24:43.541 --> 00:24:45.765
I'm just saying you come just to hang

00:24:45.785 --> 00:24:46.545
because it'd be fun and we

00:24:46.565 --> 00:24:48.567
could do one of these in the room.

00:24:48.587 --> 00:24:48.867
Oh, no,

00:24:48.988 --> 00:24:50.390
I figure we were building the guest

00:24:50.410 --> 00:24:53.173
list with my network and we co-host it.

00:24:53.432 --> 00:24:53.692
Yes.

00:24:54.534 --> 00:24:54.994
I actually,

00:24:56.076 --> 00:24:58.298
what they did where I was two nights ago,

00:24:59.019 --> 00:25:00.200
uh one of the physicians

00:25:00.220 --> 00:25:01.460
superman you know spoke for

00:25:01.480 --> 00:25:02.780
a while like you know

00:25:02.800 --> 00:25:04.201
briefly intermittently kind

00:25:04.221 --> 00:25:05.761
of guiding and then also I

00:25:06.142 --> 00:25:07.343
also I liked with the four

00:25:07.363 --> 00:25:09.222
tables every time so

00:25:09.262 --> 00:25:10.384
whether it was like all

00:25:10.403 --> 00:25:11.364
right we're gonna sit down

00:25:11.483 --> 00:25:12.404
or we're gonna you know

00:25:12.464 --> 00:25:14.046
have appetizers after the

00:25:14.086 --> 00:25:15.026
appetizer you're gonna you

00:25:15.046 --> 00:25:15.766
have to switch tables you

00:25:15.786 --> 00:25:16.606
gotta mix around you gotta

00:25:16.626 --> 00:25:18.587
meet everyone and then then

00:25:18.667 --> 00:25:20.067
after the entree all right

00:25:20.087 --> 00:25:20.888
you gotta switch tables

00:25:20.929 --> 00:25:21.888
again you gotta move around

00:25:22.328 --> 00:25:23.069
and then it was like you

00:25:23.089 --> 00:25:23.970
know I think they did it

00:25:24.009 --> 00:25:25.089
again so they they they

00:25:25.150 --> 00:25:26.590
changed we changed seats

00:25:26.651 --> 00:25:27.530
multiple times I thought

00:25:27.571 --> 00:25:28.551
that was genius as well

00:25:28.791 --> 00:25:29.712
That's smart because that's

00:25:29.772 --> 00:25:31.694
enough of a prompt without being cheat.

00:25:31.714 --> 00:25:32.816
Like was there a scavenger

00:25:32.836 --> 00:25:34.258
hunt at any point during this?

00:25:35.162 --> 00:25:36.042
This is New York city, baby.

00:25:36.063 --> 00:25:37.222
I didn't know scavenger hunts.

00:25:38.183 --> 00:25:38.743
Cause that's like,

00:25:39.003 --> 00:25:40.184
that's like the tipping

00:25:40.244 --> 00:25:41.066
point where like you can

00:25:41.086 --> 00:25:42.625
tell the person who's doing

00:25:42.666 --> 00:25:43.646
a corporate or business

00:25:43.686 --> 00:25:45.127
scavenger hunt has not ever

00:25:45.188 --> 00:25:46.169
done a scavenger hunt.

00:25:46.388 --> 00:25:47.209
Cause you're just sitting there going,

00:25:47.368 --> 00:25:48.369
I don't want to do any of this.

00:25:48.410 --> 00:25:49.130
Like, I don't know.

00:25:49.310 --> 00:25:50.431
I'm anti scavenger hunt.

00:25:50.611 --> 00:25:52.451
Unless, unless children are involved,

00:25:52.712 --> 00:25:54.713
you have to be under the age of to have a,

00:25:54.753 --> 00:25:55.034
to, to,

00:25:55.733 --> 00:25:57.715
to be ROI positive for a scavenger hunt.

00:25:57.915 --> 00:25:59.277
Now moving some people around.

00:26:00.196 --> 00:26:01.939
Putting a fishbowl on a

00:26:01.999 --> 00:26:02.818
table I've seen with a

00:26:02.858 --> 00:26:04.480
couple of like icebreaker questions,

00:26:04.780 --> 00:26:06.442
that's sort of like actively passive,

00:26:06.622 --> 00:26:08.203
passively active, right?

00:26:08.223 --> 00:26:09.424
Moving chairs, brilliant.

00:26:09.704 --> 00:26:11.425
But, you know,

00:26:11.526 --> 00:26:13.708
we did this kind of party in college.

00:26:13.948 --> 00:26:15.549
Again, when there's college and alcohol.

00:26:15.769 --> 00:26:16.390
Do you guys ever go to a

00:26:16.410 --> 00:26:17.211
nuts and bolts party?

00:26:17.230 --> 00:26:17.270
No.

00:26:17.530 --> 00:26:18.211
All right.

00:26:18.251 --> 00:26:19.232
No.

00:26:19.272 --> 00:26:21.775
You go in and guys would get bolts.

00:26:22.768 --> 00:26:23.769
And girls would get nuts.

00:26:23.788 --> 00:26:24.788
You go to the hardware store

00:26:24.828 --> 00:26:25.709
and you get a bunch of different.

00:26:25.808 --> 00:26:27.609
I used to throw parties in college.

00:26:27.650 --> 00:26:28.790
And I know this shocks all of you.

00:26:29.151 --> 00:26:30.050
But you have to create like

00:26:30.090 --> 00:26:30.832
weird icebreakers.

00:26:30.872 --> 00:26:32.051
So you'd go in and you

00:26:32.071 --> 00:26:32.952
wouldn't be allowed to have

00:26:32.992 --> 00:26:34.032
any of the mixed drinks.

00:26:34.773 --> 00:26:35.554
You'd have to drink from the

00:26:35.594 --> 00:26:37.535
keg until you found your match.

00:26:37.974 --> 00:26:38.394
Wow.

00:26:38.414 --> 00:26:39.496
What you'd do is as a guy,

00:26:39.516 --> 00:26:41.217
you'd walk up to a girl and you'd be like,

00:26:41.257 --> 00:26:41.936
hi, I'm Jimmy.

00:26:42.017 --> 00:26:43.417
And you'd show her your bolt.

00:26:44.617 --> 00:26:45.318
And she'd have a nut.

00:26:45.358 --> 00:26:46.179
You'd see if it fit.

00:26:46.278 --> 00:26:47.500
And if it didn't, you had to take a shot.

00:26:48.330 --> 00:26:48.871
then you have to go to a

00:26:48.911 --> 00:26:49.611
different girl and then as

00:26:49.631 --> 00:26:50.372
soon as you found your

00:26:50.412 --> 00:26:51.432
match then you can go to

00:26:51.451 --> 00:26:52.132
you could go to the next

00:26:52.152 --> 00:26:53.813
room with the bar now this

00:26:53.853 --> 00:26:55.792
encouraged way too many bad

00:26:55.813 --> 00:26:56.634
things on college campus

00:26:56.673 --> 00:26:57.453
but that's what the people

00:26:57.473 --> 00:26:58.233
who are at the party were

00:26:58.253 --> 00:26:59.054
looking for but it was like

00:26:59.074 --> 00:27:00.255
a cheeky way of doing it

00:27:00.835 --> 00:27:01.615
but know your audience

00:27:01.634 --> 00:27:02.595
because that was fine there

00:27:02.615 --> 00:27:03.236
but I think if you were

00:27:03.256 --> 00:27:04.016
doing a nuts and bolts

00:27:04.056 --> 00:27:04.776
party at a business

00:27:04.796 --> 00:27:06.416
marketing event not not a

00:27:06.436 --> 00:27:08.156
good idea so I'm sure

00:27:08.237 --> 00:27:09.238
people in the chat are

00:27:09.298 --> 00:27:10.617
thinking this of not saying

00:27:10.657 --> 00:27:12.258
this like it's a bni event

00:27:12.317 --> 00:27:13.638
really is what's bni

00:27:14.537 --> 00:27:17.157
Business, networking, international.

00:27:17.259 --> 00:27:17.578
I mean,

00:27:17.919 --> 00:27:20.359
you're bringing businesses together

00:27:20.380 --> 00:27:22.622
that are appropriate to network.

00:27:24.323 --> 00:27:25.883
The main lesson that I hope

00:27:26.243 --> 00:27:29.404
therapists take away from today is like,

00:27:29.766 --> 00:27:32.287
let's bring back physician marketing.

00:27:32.366 --> 00:27:34.067
Let's bring back networking.

00:27:34.127 --> 00:27:37.410
Let's bring back, as bad as it might sound,

00:27:37.450 --> 00:27:39.391
those backdoor deals that

00:27:39.490 --> 00:27:41.554
That's like, hey, I know what you need.

00:27:41.574 --> 00:27:42.535
You know what I need.

00:27:42.575 --> 00:27:43.717
Let's get together and let's

00:27:43.757 --> 00:27:44.617
make this happen.

00:27:45.098 --> 00:27:45.880
That stuff.

00:27:46.480 --> 00:27:48.143
I don't know why we got so

00:27:48.202 --> 00:27:49.905
opposed to it as a profession.

00:27:50.425 --> 00:27:52.028
People took it as an insult.

00:27:52.128 --> 00:27:53.851
I'm not going to beg for referrals.

00:27:53.891 --> 00:27:54.972
I'm not going to bring lunch.

00:27:55.472 --> 00:27:55.972
Screw you.

00:27:56.032 --> 00:27:56.993
I'm going to do whatever it

00:27:57.013 --> 00:27:57.733
takes to build a

00:27:57.773 --> 00:27:58.734
relationship with the

00:27:58.775 --> 00:28:00.555
person who's seeing forty

00:28:00.595 --> 00:28:02.596
or fifty people a day who

00:28:02.655 --> 00:28:03.757
need my services.

00:28:04.057 --> 00:28:04.257
Right.

00:28:04.356 --> 00:28:06.738
You know, like every business in the world,

00:28:07.077 --> 00:28:09.440
you get box seats, you get free lunches,

00:28:09.480 --> 00:28:10.640
you get all these little

00:28:10.680 --> 00:28:12.921
knickknacks that that the

00:28:13.101 --> 00:28:14.342
company is giving you

00:28:14.382 --> 00:28:15.241
because they want you to

00:28:15.261 --> 00:28:16.202
buy their products.

00:28:17.135 --> 00:28:18.715
I want you to send me those patients.

00:28:19.195 --> 00:28:21.037
And so let's make it cool

00:28:21.096 --> 00:28:22.876
again to network directly

00:28:22.916 --> 00:28:24.116
with physicians that would

00:28:24.176 --> 00:28:26.377
refer patients to us.

00:28:26.438 --> 00:28:26.897
Love that.

00:28:27.258 --> 00:28:27.778
Absolutely.

00:28:28.917 --> 00:28:29.137
Tony,

00:28:29.218 --> 00:28:30.858
have you offered any free treatment

00:28:30.878 --> 00:28:31.898
to physicians over the years?

00:28:31.919 --> 00:28:33.118
Did you ever say to the

00:28:33.159 --> 00:28:34.618
physicians or the front desk folks like,

00:28:34.679 --> 00:28:36.519
hey, if you ever have any aches and pains,

00:28:36.680 --> 00:28:37.059
let us know.

00:28:37.099 --> 00:28:39.279
We'll stop by and treat you complimentary.

00:28:39.380 --> 00:28:40.701
Or you could stop by our office.

00:28:40.800 --> 00:28:42.540
And do you ever do that?

00:28:43.205 --> 00:28:46.147
We've offered it to the support staff.

00:28:46.188 --> 00:28:48.128
We've never offered it to the physician.

00:28:48.568 --> 00:28:53.250
We've never had anybody take us up on it.

00:28:53.290 --> 00:28:55.551
We've tried just about everything.

00:28:56.053 --> 00:28:58.314
I still go back to best

00:28:58.354 --> 00:28:59.453
thing that works for us,

00:28:59.493 --> 00:29:00.434
and you guys know this,

00:29:00.474 --> 00:29:01.615
but for the listeners,

00:29:02.215 --> 00:29:03.537
going with patients to

00:29:03.616 --> 00:29:04.517
follow appointments.

00:29:04.557 --> 00:29:04.957
In fact,

00:29:05.356 --> 00:29:06.938
the person that I just had before

00:29:06.998 --> 00:29:07.638
I jumped on,

00:29:08.567 --> 00:29:10.387
He's going to a physician

00:29:10.448 --> 00:29:12.728
visit Wednesday next week.

00:29:13.368 --> 00:29:14.989
I'm going to go meet him at the office.

00:29:15.409 --> 00:29:17.069
He's been a longtime client,

00:29:17.130 --> 00:29:19.471
self-pay client out of Naples, Florida.

00:29:20.730 --> 00:29:22.471
He wants that extra

00:29:23.571 --> 00:29:24.752
experience and I'm going to

00:29:24.792 --> 00:29:25.992
be there with him to just

00:29:26.032 --> 00:29:27.053
kind of hold his hand

00:29:27.073 --> 00:29:29.473
through seeing a non-surgical orthopedic.

00:29:30.094 --> 00:29:32.194
But the only thing that's

00:29:32.234 --> 00:29:34.415
ever worked for me in that regard,

00:29:35.036 --> 00:29:36.056
we do luncheons and

00:29:36.096 --> 00:29:37.116
luncheons are awesome.

00:29:37.656 --> 00:29:38.577
We've done dinners.

00:29:38.637 --> 00:29:41.400
We've done, I forget what they call it,

00:29:41.440 --> 00:29:42.340
but basically, you know,

00:29:42.361 --> 00:29:43.481
you're the featured

00:29:43.521 --> 00:29:44.903
spotlight and you come out

00:29:44.923 --> 00:29:45.903
and we have a dinner in a

00:29:45.963 --> 00:29:46.785
nice restaurant.

00:29:46.825 --> 00:29:47.925
We get the back room.

00:29:49.287 --> 00:29:51.009
Same exact thing as Dave is describing.

00:29:51.068 --> 00:29:52.250
We didn't pay for drinks.

00:29:52.670 --> 00:29:54.031
We made sure if you want drinks,

00:29:54.071 --> 00:29:54.832
go to the bar.

00:29:55.252 --> 00:29:56.634
We covered the entree.

00:29:56.673 --> 00:29:58.174
We covered the appetizer.

00:29:59.856 --> 00:30:01.438
We try to organize who are

00:30:01.458 --> 00:30:02.519
the people there.

00:30:02.659 --> 00:30:04.401
I said, I will fill the seats.

00:30:05.060 --> 00:30:07.122
But my focus was you're the

00:30:07.162 --> 00:30:08.221
featured speaker,

00:30:08.662 --> 00:30:11.563
Dr. So-and-so come out and, you know,

00:30:11.823 --> 00:30:13.022
give us your pitch and then

00:30:13.063 --> 00:30:14.223
we'll help you fill your

00:30:14.263 --> 00:30:15.144
practice with the right

00:30:15.183 --> 00:30:15.923
kinds of patients.

00:30:16.304 --> 00:30:17.664
No Medicaid referrals.

00:30:18.005 --> 00:30:18.724
No, no,

00:30:18.944 --> 00:30:20.704
none of the stuff you don't want

00:30:21.086 --> 00:30:22.006
that everybody else is

00:30:22.046 --> 00:30:23.046
trying to send you.

00:30:23.425 --> 00:30:24.426
We'll get your highest

00:30:24.487 --> 00:30:26.446
reimbursing referrals coming your way.

00:30:26.586 --> 00:30:27.346
And they loved it.

00:30:27.386 --> 00:30:28.627
And it was ding, ding, ding, ding, ding.

00:30:28.647 --> 00:30:29.228
Yeah.

00:30:29.864 --> 00:30:30.805
Steven's saying he's got his

00:30:30.845 --> 00:30:31.445
oldest son back from

00:30:31.506 --> 00:30:32.606
college and he has him

00:30:33.067 --> 00:30:34.368
dropping off eval reports,

00:30:34.429 --> 00:30:35.549
progress notes and referral

00:30:35.589 --> 00:30:36.852
pads to every referring doc

00:30:36.872 --> 00:30:37.652
in the past six months.

00:30:37.913 --> 00:30:39.595
The juice is so worth the squeeze.

00:30:40.035 --> 00:30:41.336
Is this going to work or do

00:30:41.376 --> 00:30:42.196
something every time?

00:30:42.377 --> 00:30:42.657
No.

00:30:43.219 --> 00:30:44.279
Is it going to work enough

00:30:44.319 --> 00:30:45.201
to make it worth paying

00:30:45.221 --> 00:30:46.461
your kid driving around doing it?

00:30:46.761 --> 00:30:47.022
Yes.

00:30:47.702 --> 00:30:48.604
So here's the thing.

00:30:48.723 --> 00:30:50.125
And, you know, I love Steven.

00:30:50.246 --> 00:30:51.567
We've known each other forever.

00:30:52.465 --> 00:30:54.748
I'm going to say like referral pads,

00:30:54.807 --> 00:30:55.327
do it.

00:30:55.548 --> 00:30:56.689
Other stuff, do it.

00:30:56.969 --> 00:31:00.250
Don't send plans of care.

00:31:00.451 --> 00:31:01.211
Print them out, right?

00:31:01.551 --> 00:31:02.952
Yeah, you're messing up their system.

00:31:03.012 --> 00:31:04.994
Like if you fax it,

00:31:05.075 --> 00:31:06.855
it will go straight into the EMR.

00:31:07.316 --> 00:31:09.116
If you drop a physical copy,

00:31:09.136 --> 00:31:10.498
now somebody has to scan it

00:31:10.518 --> 00:31:11.638
and that's extra work.

00:31:11.699 --> 00:31:13.901
And nobody wants that

00:31:13.941 --> 00:31:15.362
physical copy in their hand.

00:31:16.402 --> 00:31:18.462
Um, now we did have, we,

00:31:18.584 --> 00:31:19.963
we used to do a deal where

00:31:20.003 --> 00:31:21.944
like when a patient was going back,

00:31:22.326 --> 00:31:23.705
we would fax the plan of

00:31:23.766 --> 00:31:25.968
care and give them a physical copy,

00:31:26.528 --> 00:31:27.969
not with the expectation

00:31:28.009 --> 00:31:28.729
that they were going to

00:31:28.769 --> 00:31:29.950
like have the doctor sign

00:31:29.970 --> 00:31:32.171
it and not just so they had it just,

00:31:32.191 --> 00:31:33.412
just so it was one touch

00:31:33.451 --> 00:31:34.172
point that they could,

00:31:34.491 --> 00:31:36.953
it forced the patient to tell the doctor,

00:31:37.034 --> 00:31:38.375
this is the therapist I'm seeing.

00:31:38.394 --> 00:31:40.296
Uh, what were you gonna say, Dave?

00:31:41.146 --> 00:31:42.827
Well, I know you've said it many,

00:31:42.867 --> 00:31:43.248
many times.

00:31:43.288 --> 00:31:44.648
I know you're not a fan of

00:31:44.769 --> 00:31:46.009
therapists printing out the

00:31:46.130 --> 00:31:47.471
eval or the plan of care to

00:31:47.510 --> 00:31:48.672
try to get it signed or whatever.

00:31:49.311 --> 00:31:50.972
I know, you know as well,

00:31:51.192 --> 00:31:52.794
they're doing this, Stephen's doing this,

00:31:52.835 --> 00:31:53.674
but everyone else is doing

00:31:53.694 --> 00:31:56.636
this as a reason as to why

00:31:57.116 --> 00:31:58.897
I'm stepping into the office today.

00:31:59.419 --> 00:32:01.240
Because if I don't have something physical,

00:32:01.819 --> 00:32:02.019
like...

00:32:03.847 --> 00:32:04.409
Why am I here?

00:32:04.469 --> 00:32:05.288
I could have emailed it.

00:32:05.328 --> 00:32:06.450
I could have faxed it, like you said.

00:32:06.509 --> 00:32:08.471
So is that the reason, Tony,

00:32:08.510 --> 00:32:10.030
that therapists use,

00:32:10.070 --> 00:32:10.971
like they print it out,

00:32:10.991 --> 00:32:11.991
they print out the eval, and they're like,

00:32:12.031 --> 00:32:12.192
hey,

00:32:12.412 --> 00:32:14.053
I'm here today because I have this

00:32:14.113 --> 00:32:14.814
printed eval,

00:32:15.453 --> 00:32:16.513
even though it might be a

00:32:16.534 --> 00:32:17.575
little more inconvenient for you.

00:32:17.595 --> 00:32:18.734
But they're using that as a

00:32:18.776 --> 00:32:20.435
reason as to why they're there, right?

00:32:20.655 --> 00:32:21.376
Yeah, yeah.

00:32:21.416 --> 00:32:23.137
It's just it does add more

00:32:23.198 --> 00:32:25.479
work to the people behind the desk.

00:32:25.538 --> 00:32:26.838
And so there are better

00:32:26.878 --> 00:32:29.661
reasons to go in and say hello.

00:32:30.161 --> 00:32:31.122
Yeah, don't do that.

00:32:31.241 --> 00:32:31.442
Yeah.

00:32:32.301 --> 00:32:33.282
People are asking themselves

00:32:33.303 --> 00:32:34.123
three questions.

00:32:34.343 --> 00:32:34.923
What do you do?

00:32:35.124 --> 00:32:36.845
How does it make my life better?

00:32:37.825 --> 00:32:38.865
What do I need to do to get it?

00:32:39.165 --> 00:32:39.425
Right?

00:32:39.465 --> 00:32:39.826
So like,

00:32:39.846 --> 00:32:40.987
are you solving a problem or are

00:32:41.007 --> 00:32:41.826
you creating more work?

00:32:42.166 --> 00:32:43.488
Do not be the creating more work.

00:32:43.708 --> 00:32:44.969
They will remember you for that.

00:32:45.108 --> 00:32:45.828
It will not be good.

00:32:46.210 --> 00:32:47.690
Now, like he would be the great,

00:32:47.890 --> 00:32:49.411
he would be the perfect guy

00:32:49.851 --> 00:32:53.073
to go in and offer, you know, the Pilates,

00:32:53.133 --> 00:32:55.694
the gyro thing that they do.

00:32:55.734 --> 00:32:58.016
Like he offers so many cool things.

00:32:58.476 --> 00:32:59.836
beyond the scope of physical

00:32:59.876 --> 00:33:02.176
therapy that a receptionist,

00:33:02.317 --> 00:33:03.557
a billing manager,

00:33:03.657 --> 00:33:05.258
referral manager in the office,

00:33:05.758 --> 00:33:07.538
they would maybe take him

00:33:07.638 --> 00:33:08.739
up on that offer.

00:33:10.079 --> 00:33:11.640
That's what I would go in and be like, hey,

00:33:11.660 --> 00:33:13.161
you guys do such a great job.

00:33:13.800 --> 00:33:16.021
I can hear his voice in my head right now.

00:33:16.584 --> 00:33:18.645
the way he speaks, the inflections.

00:33:19.086 --> 00:33:20.507
We just want to thank you

00:33:20.606 --> 00:33:22.107
and celebrate you.

00:33:22.167 --> 00:33:22.969
Like that's something I

00:33:22.989 --> 00:33:25.250
could see him saying and

00:33:25.431 --> 00:33:28.452
offer that team something like that.

00:33:28.512 --> 00:33:29.453
All he has to do is check

00:33:29.473 --> 00:33:30.835
out the couple episodes ago

00:33:30.855 --> 00:33:31.535
when I was talking about

00:33:31.575 --> 00:33:33.156
the golden ticket and you, you know,

00:33:33.237 --> 00:33:34.196
use Vistaprint or whatever.

00:33:34.538 --> 00:33:35.198
You print them out.

00:33:35.238 --> 00:33:36.778
You get Vistaprint to send you a bunch,

00:33:36.818 --> 00:33:38.560
fifty or however many, a hundred,

00:33:39.060 --> 00:33:42.683
however many owners or not owners.

00:33:42.804 --> 00:33:42.903
It's

00:33:43.044 --> 00:33:44.204
practices for different

00:33:44.224 --> 00:33:46.546
practices are nearby and uh

00:33:46.586 --> 00:33:48.086
that's your reason your

00:33:48.166 --> 00:33:50.249
physical reason to stop by

00:33:50.709 --> 00:33:52.289
is like hey I'm I have you

00:33:52.309 --> 00:33:53.391
know a few of these we're

00:33:53.431 --> 00:33:54.771
running out we're this is

00:33:54.811 --> 00:33:56.512
popular and you know giving

00:33:56.532 --> 00:33:57.393
it to one or two of the

00:33:57.432 --> 00:33:58.374
front desk folks at these

00:33:58.574 --> 00:34:00.295
offices and you know may or

00:34:00.315 --> 00:34:01.256
may not have an expiration

00:34:01.296 --> 00:34:02.415
but it says you know a free

00:34:02.455 --> 00:34:04.136
pilates a free this a

00:34:04.198 --> 00:34:06.578
complimentary treatment or

00:34:06.618 --> 00:34:07.460
whatever the thing might be

00:34:08.179 --> 00:34:09.840
So what I'd be curious in is

00:34:10.001 --> 00:34:11.541
if you send two or three

00:34:11.561 --> 00:34:15.001
golden tickets to the doctor to say, hey,

00:34:15.061 --> 00:34:17.242
we know how hard your staff works.

00:34:17.762 --> 00:34:18.764
They're amazing.

00:34:18.963 --> 00:34:19.824
Even if you've never had

00:34:19.884 --> 00:34:20.983
interactions with them,

00:34:21.403 --> 00:34:22.465
we're giving you these

00:34:22.505 --> 00:34:23.925
three golden tickets to

00:34:23.985 --> 00:34:26.206
give out to your staff as a

00:34:26.266 --> 00:34:28.007
thank you for all the hard

00:34:28.047 --> 00:34:28.927
work that they do.

00:34:29.286 --> 00:34:30.306
You give it to the doc.

00:34:30.347 --> 00:34:31.768
The doc potentially then

00:34:31.827 --> 00:34:33.449
gives it out to his staff.

00:34:33.489 --> 00:34:34.268
He's the hero.

00:34:34.949 --> 00:34:36.130
they get the benefit,

00:34:36.630 --> 00:34:37.471
I think that would be an

00:34:37.550 --> 00:34:40.193
interesting interaction.

00:34:40.932 --> 00:34:41.974
I can see how that would work,

00:34:42.014 --> 00:34:43.715
but then also the physician

00:34:43.755 --> 00:34:44.795
has to know you like you

00:34:44.835 --> 00:34:46.076
and trust you because otherwise,

00:34:46.597 --> 00:34:47.277
if they don't know how the

00:34:47.317 --> 00:34:48.498
service delivery is for the

00:34:48.518 --> 00:34:49.358
therapy practice,

00:34:49.759 --> 00:34:51.340
then their reputation would

00:34:51.360 --> 00:34:52.141
be on the hook if there's

00:34:52.161 --> 00:34:53.260
an issue with the staff

00:34:53.280 --> 00:34:54.722
member going to your therapy practice.

00:34:54.742 --> 00:34:56.163
So I think it depends on the relationship,

00:34:56.182 --> 00:34:56.923
but I love the idea.

00:34:57.463 --> 00:34:58.405
Everything depends, right?

00:34:58.425 --> 00:35:00.186
I mean, like a while ago there, right?

00:35:00.246 --> 00:35:01.387
Wasn't the ultimate give

00:35:01.427 --> 00:35:02.907
like you wrote a book

00:35:04.898 --> 00:35:06.059
The person I saw execute

00:35:06.079 --> 00:35:07.440
this the best in our

00:35:07.460 --> 00:35:09.202
profession was Danny Matei.

00:35:09.242 --> 00:35:11.726
He did F insurance and

00:35:11.885 --> 00:35:12.827
everybody wanted it.

00:35:13.266 --> 00:35:14.047
And he was told that's

00:35:14.068 --> 00:35:15.329
the... Fuck insurance is

00:35:15.349 --> 00:35:17.231
like the worst title for a book ever,

00:35:17.692 --> 00:35:19.393
but it weeded out all the people that...

00:35:20.233 --> 00:35:20.914
He didn't want,

00:35:21.034 --> 00:35:22.315
he didn't want those people who were like,

00:35:22.755 --> 00:35:24.275
I'm going to tiptoe around, you know,

00:35:24.556 --> 00:35:25.536
in that being a network.

00:35:25.576 --> 00:35:26.135
He's like, no,

00:35:26.175 --> 00:35:27.317
I'm people who are so fed up

00:35:27.336 --> 00:35:28.376
that they're ready to take the jump.

00:35:28.396 --> 00:35:28.556
Like,

00:35:29.077 --> 00:35:30.358
and then he just like gave you the

00:35:30.378 --> 00:35:31.137
book for free.

00:35:31.438 --> 00:35:32.197
And the book was the lead

00:35:32.217 --> 00:35:33.378
into working with Danny or coming.

00:35:33.418 --> 00:35:33.998
It's a lead magnet.

00:35:34.079 --> 00:35:34.798
It's a lead magnet.

00:35:35.500 --> 00:35:35.659
Yeah.

00:35:35.980 --> 00:35:37.079
But the thing was,

00:35:37.119 --> 00:35:38.840
and everybody was writing books.

00:35:40.130 --> 00:35:41.931
The funny part is like the

00:35:41.992 --> 00:35:42.992
number of people who wrote

00:35:43.032 --> 00:35:44.675
books was a billion.

00:35:44.994 --> 00:35:45.755
The number of people who

00:35:45.815 --> 00:35:47.416
wanted books was half a billion.

00:35:47.436 --> 00:35:47.936
The number of people who

00:35:47.956 --> 00:35:49.318
were reading books was ten.

00:35:49.338 --> 00:35:52.099
People were just getting ten

00:35:52.139 --> 00:35:53.001
pages in and they were like,

00:35:53.121 --> 00:35:53.981
let me just hire you.

00:35:54.001 --> 00:35:55.143
But that was the point.

00:35:55.463 --> 00:35:56.304
That's the point.

00:35:56.324 --> 00:35:57.083
You could read the book and

00:35:57.123 --> 00:35:59.745
do everything in the book or –

00:35:59.286 --> 00:36:01.246
You hire me and I walk you

00:36:01.425 --> 00:36:03.027
right through the process,

00:36:03.086 --> 00:36:04.887
which is what people actually want.

00:36:04.927 --> 00:36:05.686
They want a guide.

00:36:06.206 --> 00:36:07.148
They don't want to do it.

00:36:07.188 --> 00:36:07.668
Not everybody,

00:36:07.688 --> 00:36:08.927
but a lot of people want the guide, not,

00:36:09.007 --> 00:36:10.307
not to be the hero.

00:36:10.347 --> 00:36:12.188
So go back just a little bit,

00:36:12.268 --> 00:36:14.469
go to Dan Kennedy, go to, isn't it?

00:36:14.528 --> 00:36:17.070
No BS marketing or something like that.

00:36:17.610 --> 00:36:18.949
Like he wrote that book.

00:36:19.449 --> 00:36:19.889
Yeah.

00:36:19.909 --> 00:36:21.250
Just direct response.

00:36:21.309 --> 00:36:22.771
And that, that was his thing.

00:36:22.811 --> 00:36:24.990
And then Danny modified it to,

00:36:25.030 --> 00:36:26.670
for his program and

00:36:27.291 --> 00:36:28.692
somebody will do it in the future.

00:36:29.536 --> 00:36:29.818
Yeah.

00:36:29.958 --> 00:36:30.137
All right.

00:36:30.157 --> 00:36:30.880
Do you want to do some steal

00:36:30.900 --> 00:36:31.440
this strategies?

00:36:31.481 --> 00:36:31.900
I was laying,

00:36:32.121 --> 00:36:33.284
I was laying on my couch this morning,

00:36:33.304 --> 00:36:33.945
drinking my coffee.

00:36:34.005 --> 00:36:34.186
All right.

00:36:34.226 --> 00:36:35.568
So I got a couple coming your way.

00:36:35.588 --> 00:36:36.250
Tell me what you think.

00:36:41.340 --> 00:36:41.840
a couple of steal the

00:36:41.860 --> 00:36:43.201
strategy ideas this morning.

00:36:43.400 --> 00:36:45.181
This one builds instant trust.

00:36:45.262 --> 00:36:46.882
I feel like both of you are going to,

00:36:46.902 --> 00:36:47.822
my prediction is both of

00:36:47.842 --> 00:36:48.402
you will like this.

00:36:48.443 --> 00:36:49.302
This one builds entrance

00:36:49.322 --> 00:36:51.423
trust before a client ever

00:36:51.463 --> 00:36:52.664
steps foot in your clinic.

00:36:53.125 --> 00:36:54.144
And all you need is your phone.

00:36:54.164 --> 00:36:55.065
It's got to be simple.

00:36:55.306 --> 00:36:56.405
Here's what I want people to do.

00:36:56.806 --> 00:36:58.887
I want each clinician at

00:36:58.907 --> 00:37:01.088
your clinic to record a one

00:37:01.467 --> 00:37:02.929
minute intro video.

00:37:03.789 --> 00:37:05.811
friendly, unscripted.

00:37:05.951 --> 00:37:06.811
You can outline it.

00:37:06.911 --> 00:37:07.913
Just give them a format, right?

00:37:07.932 --> 00:37:09.494
Because sometimes people are like, oh,

00:37:09.534 --> 00:37:09.815
video.

00:37:09.835 --> 00:37:10.615
I don't know what I'm going to say.

00:37:10.635 --> 00:37:11.436
Just give them a format.

00:37:11.817 --> 00:37:12.458
I want it to be an

00:37:12.577 --> 00:37:14.739
introduction of who you are.

00:37:14.960 --> 00:37:15.840
These are people who are

00:37:15.922 --> 00:37:16.943
already on your schedule.

00:37:17.929 --> 00:37:18.791
The first time,

00:37:18.811 --> 00:37:20.751
this is like John Taffer's red napkin.

00:37:21.092 --> 00:37:22.733
The first time that Tony is

00:37:22.753 --> 00:37:24.074
going to be seeing the

00:37:24.114 --> 00:37:25.034
person that's coming in,

00:37:25.375 --> 00:37:27.335
part of his email sequence is, hey,

00:37:27.356 --> 00:37:28.757
here's an email with your paperwork.

00:37:28.856 --> 00:37:29.356
By the way,

00:37:29.516 --> 00:37:31.878
this is the person that you're seeing.

00:37:32.199 --> 00:37:33.199
And the sequence can be

00:37:33.239 --> 00:37:34.380
adjusted based on which

00:37:34.420 --> 00:37:36.081
therapist is going to be seeing it.

00:37:36.422 --> 00:37:37.461
Update it, I would say,

00:37:37.501 --> 00:37:38.463
at least quarterly.

00:37:38.943 --> 00:37:40.364
I would play on things that were local,

00:37:40.403 --> 00:37:40.603
right?

00:37:40.623 --> 00:37:42.786
If it's winter, I want Tony in a parka.

00:37:43.065 --> 00:37:44.047
I want you standing.

00:37:44.947 --> 00:37:46.407
I'm torn is it in the clinic

00:37:46.748 --> 00:37:47.949
or is it somewhere local

00:37:47.969 --> 00:37:48.949
that everybody drives by

00:37:49.010 --> 00:37:50.010
here I am at target on

00:37:50.070 --> 00:37:51.072
eighty one like where you

00:37:51.112 --> 00:37:52.413
know I don't know I would

00:37:52.432 --> 00:37:53.273
drop it in that email

00:37:53.313 --> 00:37:55.434
confirmation list or you

00:37:55.454 --> 00:37:56.916
could twist this same idea

00:37:57.255 --> 00:37:58.998
reactivation hey I miss you

00:37:59.297 --> 00:38:00.157
right you can leave it

00:38:00.217 --> 00:38:02.719
generically specific yeah

00:38:02.780 --> 00:38:04.041
touch touch touch and base

00:38:04.181 --> 00:38:05.362
how are you are you are you

00:38:05.382 --> 00:38:05.943
a hundred percent

00:38:06.422 --> 00:38:07.242
Yep.

00:38:07.262 --> 00:38:09.103
The intro one, if they've never been,

00:38:09.423 --> 00:38:11.465
I want it to frame like expectations.

00:38:11.505 --> 00:38:12.686
This is our clinic, whatever.

00:38:13.246 --> 00:38:14.586
Casual, not clinical.

00:38:14.887 --> 00:38:15.806
Say their name.

00:38:15.847 --> 00:38:16.427
Like, gosh,

00:38:16.447 --> 00:38:18.007
if you had an onsite media person,

00:38:18.288 --> 00:38:19.628
could you say once a week,

00:38:19.989 --> 00:38:21.190
here's five people you're

00:38:21.210 --> 00:38:21.829
going to be seeing?

00:38:22.230 --> 00:38:23.130
Make it specific.

00:38:23.170 --> 00:38:24.150
That's not scalable.

00:38:25.384 --> 00:38:25.503
Dude,

00:38:25.744 --> 00:38:27.585
one of my best – I still have the

00:38:27.644 --> 00:38:28.465
feeling in my stomach.

00:38:28.485 --> 00:38:29.646
When I went on my interview

00:38:29.706 --> 00:38:30.507
for the radio station I

00:38:30.527 --> 00:38:31.887
went on working for and I walked in,

00:38:32.027 --> 00:38:32.929
my name was on a little

00:38:33.248 --> 00:38:34.829
board of like the little

00:38:34.849 --> 00:38:35.590
stick-on letters.

00:38:35.971 --> 00:38:37.152
Welcome, Jimmy McKay.

00:38:37.192 --> 00:38:38.612
And I was like – I went to

00:38:38.632 --> 00:38:39.492
the front desk and I'm like,

00:38:39.552 --> 00:38:40.293
I don't want to brag,

00:38:40.313 --> 00:38:42.896
but I'm the guy that's on the sign.

00:38:43.396 --> 00:38:44.356
Orange Theory does that.

00:38:44.376 --> 00:38:44.956
Do they do that?

00:38:45.036 --> 00:38:46.257
Like when you walk in for class?

00:38:46.858 --> 00:38:47.697
Not like when you're new.

00:38:48.338 --> 00:38:48.539
Oh,

00:38:48.559 --> 00:38:50.840
that's so smart because they know like

00:38:50.880 --> 00:38:51.960
if you get past probably a

00:38:52.039 --> 00:38:52.860
certain number of days,

00:38:52.880 --> 00:38:53.981
you're you're sixty percent

00:38:54.001 --> 00:38:55.141
more likely to continue

00:38:55.481 --> 00:38:56.802
versus there's that tipping point.

00:38:57.003 --> 00:38:57.182
All right.

00:38:57.202 --> 00:38:58.182
So that's idea number one.

00:38:58.603 --> 00:38:59.443
So that's the idea is if you

00:38:59.483 --> 00:39:00.483
ever wish patients show up

00:39:00.583 --> 00:39:02.125
sort of already feeling connected.

00:39:02.945 --> 00:39:04.126
I'm going to just jump in real quick.

00:39:04.606 --> 00:39:05.626
We've been talking about this.

00:39:05.806 --> 00:39:06.788
I need to,

00:39:06.887 --> 00:39:07.949
even if it's the general one

00:39:07.969 --> 00:39:08.949
that doesn't mention this

00:39:09.228 --> 00:39:10.409
prospective patient by name,

00:39:10.590 --> 00:39:12.552
I need the general one from my therapist.

00:39:12.992 --> 00:39:14.452
So for us,

00:39:14.472 --> 00:39:15.614
it's going to be like walking on

00:39:15.634 --> 00:39:16.074
a sidewalk.

00:39:16.134 --> 00:39:17.534
And I do think it is a good

00:39:17.574 --> 00:39:19.115
consideration to have it

00:39:19.155 --> 00:39:20.237
kind of like timely with

00:39:20.916 --> 00:39:22.157
the seasons and all that.

00:39:22.597 --> 00:39:25.480
So it can't be sending it

00:39:25.559 --> 00:39:26.400
out right now in July.

00:39:26.780 --> 00:39:28.181
And my therapist is wearing

00:39:28.222 --> 00:39:30.161
a parka and it's snowing in the video.

00:39:30.282 --> 00:39:30.503
Right.

00:39:30.543 --> 00:39:31.943
So that, I think, makes sense,

00:39:31.963 --> 00:39:32.762
because otherwise it's

00:39:32.782 --> 00:39:34.244
going to be like weird and

00:39:34.623 --> 00:39:36.784
seem canned and prerecorded and all that,

00:39:37.144 --> 00:39:37.605
although it is.

00:39:38.126 --> 00:39:39.706
And so I need to do this.

00:39:40.146 --> 00:39:41.427
There's a ton of home

00:39:41.806 --> 00:39:43.907
service companies that do this, even

00:39:44.547 --> 00:39:45.668
By the way, just an image,

00:39:45.688 --> 00:39:46.469
just a headshot of the

00:39:46.510 --> 00:39:47.711
technician or the therapist

00:39:47.871 --> 00:39:48.733
or whoever's coming.

00:39:49.172 --> 00:39:50.454
Here's an image of the person.

00:39:50.954 --> 00:39:51.556
I agree.

00:39:51.936 --> 00:39:54.079
Video, way more powerful,

00:39:54.139 --> 00:39:55.260
especially for a therapist

00:39:55.300 --> 00:39:57.161
or someone who's coming into your home.

00:39:57.442 --> 00:39:58.583
So you get to kind of see

00:39:58.664 --> 00:40:00.766
and hear their tonality, their mannerisms,

00:40:00.786 --> 00:40:02.327
their behavior, all of that.

00:40:02.608 --> 00:40:02.927
I do.

00:40:03.168 --> 00:40:03.648
I agree.

00:40:03.909 --> 00:40:05.530
Casual, not clinical.

00:40:06.231 --> 00:40:08.313
You know, hey, hey, look forward to,

00:40:09.092 --> 00:40:10.873
you know, hi, this is, you know, hi,

00:40:10.893 --> 00:40:11.653
this is Porus Mehta.

00:40:11.673 --> 00:40:12.273
I'll be your physical

00:40:12.313 --> 00:40:13.853
therapist at Concierge Pain Relief.

00:40:14.255 --> 00:40:15.014
I heard that you have a

00:40:15.034 --> 00:40:15.994
couple of things going on.

00:40:16.454 --> 00:40:18.076
I know we connected briefly

00:40:18.115 --> 00:40:19.876
over text message and we're

00:40:19.896 --> 00:40:20.757
in the process right now of

00:40:20.797 --> 00:40:21.836
scheduling a date and time

00:40:21.856 --> 00:40:22.697
for your evaluation.

00:40:22.717 --> 00:40:24.157
Look forward to working with you.

00:40:25.137 --> 00:40:26.018
here's my cell phone number

00:40:26.097 --> 00:40:26.958
or email or whatever.

00:40:27.298 --> 00:40:28.159
Let's talk more.

00:40:28.619 --> 00:40:30.820
And I look forward to helping you out.

00:40:31.181 --> 00:40:32.422
If you have any questions, you know,

00:40:32.663 --> 00:40:33.762
please send those ahead of

00:40:33.784 --> 00:40:34.804
time and we'll discuss.

00:40:35.063 --> 00:40:36.224
I got an idea for you, Dave.

00:40:36.244 --> 00:40:38.126
It's just, this is an idea on an idea.

00:40:38.186 --> 00:40:38.746
I'm taking notes.

00:40:38.786 --> 00:40:39.447
What do you got?

00:40:39.507 --> 00:40:41.509
There is a culture,

00:40:41.608 --> 00:40:42.130
and I don't know if this

00:40:42.150 --> 00:40:43.451
was the same way when I was younger,

00:40:43.550 --> 00:40:45.932
there is a culture about drinks.

00:40:46.592 --> 00:40:47.494
in this country and it

00:40:47.534 --> 00:40:48.514
doesn't have to be coffee

00:40:48.554 --> 00:40:49.755
it's like anything now cold

00:40:49.795 --> 00:40:50.795
drinks like specialty

00:40:50.835 --> 00:40:51.735
drinks like this is why

00:40:51.775 --> 00:40:53.117
starbucks are you gonna say

00:40:53.217 --> 00:40:54.476
can I pick you up anything

00:40:54.496 --> 00:40:55.438
can I pick up a coffee or

00:40:55.458 --> 00:40:56.538
something on the way to

00:40:56.579 --> 00:40:57.318
your place is that what

00:40:57.338 --> 00:40:58.539
you're gonna say that feels

00:40:58.579 --> 00:41:00.380
concierge to me you know

00:41:00.400 --> 00:41:01.780
what I mean like my my

00:41:01.800 --> 00:41:03.242
grandmother said never uh

00:41:03.262 --> 00:41:04.023
always knock with your

00:41:04.063 --> 00:41:04.943
elbows and I was like what

00:41:04.963 --> 00:41:05.744
does that mean it's like

00:41:05.864 --> 00:41:06.503
always have something in

00:41:06.523 --> 00:41:07.224
your hand when you come to

00:41:07.264 --> 00:41:08.605
someone's house it's like

00:41:08.664 --> 00:41:11.246
for a party yes and it's

00:41:11.347 --> 00:41:11.867
like let me just ask you

00:41:11.887 --> 00:41:12.606
this because I know you're

00:41:12.626 --> 00:41:13.387
both the right age

00:41:14.231 --> 00:41:16.193
when norm walked in what did

00:41:16.213 --> 00:41:17.994
they start doing they

00:41:18.014 --> 00:41:19.735
started norm never ordered

00:41:19.775 --> 00:41:21.797
a beer norm walked in they

00:41:21.818 --> 00:41:23.139
started pouring a beer so

00:41:23.579 --> 00:41:24.940
wouldn't it be weird like

00:41:25.081 --> 00:41:26.681
hey listen what's something

00:41:26.722 --> 00:41:27.762
you go and get in your

00:41:27.782 --> 00:41:28.764
neighborhood like a drink

00:41:28.804 --> 00:41:29.623
or something that you like

00:41:29.643 --> 00:41:30.925
every time or like a day I

00:41:30.945 --> 00:41:31.865
don't know like some

00:41:32.146 --> 00:41:33.286
something for less than ten

00:41:33.327 --> 00:41:34.807
dollars that you can bring

00:41:34.869 --> 00:41:36.349
every time that would make

00:41:36.389 --> 00:41:38.090
that person every time when

00:41:38.130 --> 00:41:40.092
you show up just oh gosh

00:41:40.132 --> 00:41:41.373
here you are again like I

00:41:41.393 --> 00:41:42.554
don't know that feels like

00:41:43.054 --> 00:41:44.916
Better than a stress ball or

00:41:45.237 --> 00:41:49.383
a Yeti with your name –

00:41:46.398 --> 00:41:47.480
although a Yeti with your

00:41:47.519 --> 00:41:48.161
name on it wouldn't be a

00:41:48.201 --> 00:41:49.262
bad thing down the line

00:41:50.043 --> 00:41:51.304
after like ten visits.

00:41:51.344 --> 00:41:53.606
By the way, you could not tell them that,

00:41:53.626 --> 00:41:54.327
but in your brain,

00:41:54.686 --> 00:41:56.009
after they've seen me fifteen times,

00:41:56.449 --> 00:41:57.650
it's Yeti time, baby.

00:41:58.090 --> 00:41:59.192
I like that.

00:41:59.693 --> 00:42:00.773
Tony, is it –

00:42:01.233 --> 00:42:02.074
Is it too forward?

00:42:02.653 --> 00:42:05.355
Based off of you and your preferences,

00:42:05.735 --> 00:42:06.855
if you had a home therapist

00:42:06.894 --> 00:42:07.755
scheduled to come to your

00:42:07.795 --> 00:42:09.655
house to see you for back

00:42:09.675 --> 00:42:12.476
pain or whatever, if the therapist says,

00:42:12.516 --> 00:42:14.336
hey, I'm going to be coming down,

00:42:14.376 --> 00:42:16.376
you know, route whatever in Middletown,

00:42:16.436 --> 00:42:16.956
Ohio,

00:42:17.336 --> 00:42:19.797
can I grab you a Dunkin' Donuts or

00:42:20.057 --> 00:42:21.057
Starbucks or whatever the

00:42:21.318 --> 00:42:23.257
nearby local coffee place is,

00:42:23.338 --> 00:42:25.139
is that too forward before

00:42:25.179 --> 00:42:26.139
ever meeting you in person?

00:42:26.815 --> 00:42:28.016
No, I think it's awesome.

00:42:28.255 --> 00:42:29.376
I love the idea.

00:42:29.777 --> 00:42:30.838
We've talked about it.

00:42:30.938 --> 00:42:32.559
Two things that I was thinking.

00:42:33.278 --> 00:42:34.800
One is AI is going to be

00:42:34.840 --> 00:42:36.061
able to customize these.

00:42:36.141 --> 00:42:36.661
No problem.

00:42:36.702 --> 00:42:38.623
Like AI will take Dave's face,

00:42:39.103 --> 00:42:40.344
put the voice to it,

00:42:40.463 --> 00:42:41.744
turn it into a video.

00:42:41.824 --> 00:42:43.365
You can make it personalized,

00:42:43.405 --> 00:42:44.806
just like email with their name.

00:42:44.847 --> 00:42:45.788
You plug in everything in.

00:42:46.795 --> 00:42:50.038
Um, my question is, and again, I am,

00:42:50.358 --> 00:42:52.057
I love this concept.

00:42:52.679 --> 00:42:53.858
I'm a hundred percent for it.

00:42:54.039 --> 00:42:56.539
My question is Jerry Durham

00:42:56.559 --> 00:42:57.701
tagged me on a LinkedIn

00:42:57.721 --> 00:43:00.842
post where somebody had said, you know,

00:43:00.942 --> 00:43:02.963
does healthcare need to be the way it is?

00:43:03.402 --> 00:43:04.603
I wish we could put the,

00:43:04.784 --> 00:43:06.625
the meme in here of Michael

00:43:06.664 --> 00:43:08.766
Scott from the office saying to,

00:43:08.806 --> 00:43:09.626
I think it's Toby,

00:43:09.726 --> 00:43:11.146
why are you the way you are?

00:43:11.606 --> 00:43:14.630
Does health care need to be the way it is?

00:43:15.789 --> 00:43:16.690
They wanted to say,

00:43:17.050 --> 00:43:18.733
can we make a liquid death

00:43:18.773 --> 00:43:20.833
kind of experience?

00:43:20.875 --> 00:43:21.855
Can we make it different?

00:43:22.795 --> 00:43:23.577
Here's the deal.

00:43:23.617 --> 00:43:26.018
For Dave, Dave's audience, Dave's business,

00:43:26.059 --> 00:43:27.659
Dave's community, yeah,

00:43:27.820 --> 00:43:28.981
this is table stakes.

00:43:29.001 --> 00:43:30.141
This is what's expected.

00:43:30.661 --> 00:43:33.625
For me, I'm not going to lose a patient.

00:43:34.150 --> 00:43:36.992
Because I do this or don't do this.

00:43:37.411 --> 00:43:39.373
So it's like, what's the incentive?

00:43:39.393 --> 00:43:40.574
I'm not getting paid more.

00:43:41.693 --> 00:43:43.675
The price fixing of

00:43:43.755 --> 00:43:46.536
third-party payer forces me,

00:43:46.697 --> 00:43:47.998
if not encourages me,

00:43:48.478 --> 00:43:50.679
to do the absolute bare minimum.

00:43:51.159 --> 00:43:52.021
You know, like,

00:43:52.161 --> 00:43:53.541
we don't need bottled water

00:43:53.601 --> 00:43:55.161
when there's a hose out back.

00:43:55.181 --> 00:43:55.882
Go get a drink.

00:43:56.322 --> 00:43:58.423
Like there is zero incentive

00:43:58.463 --> 00:44:00.423
for me to make a better experience.

00:44:00.463 --> 00:44:01.905
So yeah, I love it.

00:44:02.045 --> 00:44:02.664
I want to do it.

00:44:02.724 --> 00:44:03.284
We've done it.

00:44:03.344 --> 00:44:04.686
Sarah Health has an option

00:44:04.746 --> 00:44:06.206
where you can record a video,

00:44:06.266 --> 00:44:06.967
send the link.

00:44:08.306 --> 00:44:10.907
It's there and we're comfortable doing it.

00:44:11.068 --> 00:44:12.208
I just think from a third

00:44:12.248 --> 00:44:14.309
party payer model where

00:44:14.469 --> 00:44:16.090
most of the profession is,

00:44:16.869 --> 00:44:17.750
it's never going to happen.

00:44:18.190 --> 00:44:19.811
There is zero reason to make

00:44:19.851 --> 00:44:21.510
the therapy experience better.

00:44:21.990 --> 00:44:23.431
It just can't be harmful.

00:44:24.177 --> 00:44:24.998
Yeah, I agree.

00:44:25.599 --> 00:44:26.599
All right, second idea,

00:44:26.619 --> 00:44:27.820
I still have a strategy for you.

00:44:28.141 --> 00:44:29.382
I wanna talk about lead generation.

00:44:29.443 --> 00:44:31.625
This one I feel like is

00:44:31.684 --> 00:44:32.826
definitely gonna be for both of you.

00:44:33.367 --> 00:44:34.007
I want the lead,

00:44:34.186 --> 00:44:35.387
the type of lead generation

00:44:35.427 --> 00:44:36.148
that feels like you're

00:44:36.188 --> 00:44:37.811
talking directly to your next patient.

00:44:38.331 --> 00:44:40.572
Instead of general, I want it to feel

00:44:41.943 --> 00:44:44.623
customizably generic here's

00:44:44.643 --> 00:44:46.144
what I would do you see

00:44:46.164 --> 00:44:47.344
these successful videos I

00:44:47.364 --> 00:44:48.144
get them all the time

00:44:48.324 --> 00:44:49.485
because like hey physical

00:44:49.505 --> 00:44:52.927
therapists right hey moms

00:44:52.947 --> 00:44:54.166
who do pilates right the

00:44:54.266 --> 00:44:55.367
first sentence to the first

00:44:55.407 --> 00:44:56.467
three second seconds of a

00:44:56.507 --> 00:44:57.528
video is terribly important

00:44:57.568 --> 00:44:58.148
to call it the hook

00:44:58.989 --> 00:45:00.208
I think not enough people

00:45:00.268 --> 00:45:01.130
run ads like that.

00:45:01.409 --> 00:45:02.989
So my suggestion is,

00:45:03.130 --> 00:45:04.710
and this is where I got the idea.

00:45:05.190 --> 00:45:06.552
There was some kid who's

00:45:06.592 --> 00:45:07.711
like a guitar player,

00:45:07.731 --> 00:45:08.711
acoustic guitar guy.

00:45:09.331 --> 00:45:10.833
And he was in my area and I

00:45:10.873 --> 00:45:12.934
couldn't figure out like his videos were,

00:45:13.634 --> 00:45:14.833
they were, they were, they were,

00:45:15.153 --> 00:45:16.855
they were, they hooked me.

00:45:17.594 --> 00:45:19.215
He's playing at some like

00:45:19.416 --> 00:45:21.516
theater down the street in like a week.

00:45:21.655 --> 00:45:22.637
I've never heard of this guy.

00:45:23.376 --> 00:45:25.097
He must've taken an entire

00:45:25.117 --> 00:45:26.077
day to shoot this video.

00:45:26.980 --> 00:45:28.521
Because what he did was he said, hey,

00:45:28.541 --> 00:45:29.501
I'm John Newman and I'm

00:45:29.541 --> 00:45:31.043
playing in Poughkeepsie this weekend.

00:45:31.063 --> 00:45:32.465
And he's like strumming his guitar,

00:45:32.905 --> 00:45:33.985
standing next to the

00:45:34.005 --> 00:45:34.947
Newburgh Beacon Bridge.

00:45:35.367 --> 00:45:36.228
And then he's standing next

00:45:36.268 --> 00:45:37.809
to the City Hall in Newburgh.

00:45:37.829 --> 00:45:38.570
And then he's standing at

00:45:38.610 --> 00:45:39.371
the park that everybody

00:45:39.391 --> 00:45:40.291
knows with the statue.

00:45:41.072 --> 00:45:42.413
He's showing you that he's local.

00:45:43.213 --> 00:45:44.295
He's not saying I'm coming

00:45:44.315 --> 00:45:44.936
to Poughkeepsie.

00:45:44.956 --> 00:45:45.817
He's saying, I live here.

00:45:45.856 --> 00:45:46.878
This is where I'm from.

00:45:47.599 --> 00:45:48.721
And you had to sort of keep

00:45:48.740 --> 00:45:49.681
watching because every

00:45:49.722 --> 00:45:50.724
three and a half seconds,

00:45:50.963 --> 00:45:52.545
he just wrote one script,

00:45:52.826 --> 00:45:53.847
likely recorded it twenty

00:45:53.867 --> 00:45:55.188
five times and then just

00:45:55.208 --> 00:45:56.210
did a bunch of jump cuts of

00:45:56.251 --> 00:45:57.411
him being in a different

00:45:57.431 --> 00:45:59.193
location for the next five or six words.

00:46:00.014 --> 00:46:00.916
I want people to start

00:46:00.936 --> 00:46:02.880
recording ads that call out

00:46:02.940 --> 00:46:06.264
neighborhoods or zip codes or landmarks.

00:46:06.545 --> 00:46:08.507
Hey, South Tampa moms near Hyde Park,

00:46:08.768 --> 00:46:10.010
we're in your area now.

00:46:10.791 --> 00:46:11.452
Where are you?

00:46:11.512 --> 00:46:12.512
What do you guys do for fun?

00:46:13.134 --> 00:46:14.817
I want them to feel hyperlocal.

00:46:15.237 --> 00:46:16.557
And you can do this with

00:46:16.797 --> 00:46:18.637
thirty zip codes if you wanted to do it,

00:46:18.838 --> 00:46:20.039
because then you geofence

00:46:20.059 --> 00:46:21.559
the ads that go there and

00:46:21.599 --> 00:46:23.280
the nary the twain shall meet.

00:46:23.300 --> 00:46:24.780
That doesn't that's how it works.

00:46:24.800 --> 00:46:26.442
Like so lean into the fact

00:46:26.481 --> 00:46:28.041
that these little devices

00:46:28.402 --> 00:46:30.563
know exactly where they are within.

00:46:30.762 --> 00:46:31.963
I think like the geofencing

00:46:31.983 --> 00:46:33.164
with like some of those

00:46:33.224 --> 00:46:34.664
social apps are like within

00:46:34.724 --> 00:46:35.485
two or three feet.

00:46:35.784 --> 00:46:36.766
Want to know why I know this?

00:46:37.621 --> 00:46:38.802
When I was living in New York City,

00:46:39.222 --> 00:46:39.963
I'm a cyclist.

00:46:40.163 --> 00:46:41.143
I put on the spandex.

00:46:41.264 --> 00:46:42.523
I ride the skinny tire bikes.

00:46:43.244 --> 00:46:44.445
I'm doing my first ride.

00:46:44.585 --> 00:46:45.525
In Central Park, right?

00:46:45.865 --> 00:46:46.485
I would do that.

00:46:46.567 --> 00:46:47.827
But no, I was riding.

00:46:47.887 --> 00:46:48.847
I was then told the real

00:46:48.907 --> 00:46:49.867
cyclists in New York City

00:46:50.007 --> 00:46:50.829
go across the George

00:46:50.849 --> 00:46:51.728
Washington Bridge and

00:46:51.748 --> 00:46:52.630
you're right in New Jersey.

00:46:52.849 --> 00:46:54.610
So there I am on a fall

00:46:54.670 --> 00:46:56.130
crisp morning at six

00:46:56.170 --> 00:46:57.411
o'clock in the morning riding.

00:46:57.512 --> 00:46:58.612
riding my bike across the

00:46:58.632 --> 00:47:00.755
George Washington Bridge on the sidewalk.

00:47:00.795 --> 00:47:02.135
I wasn't in what is in traffic,

00:47:02.356 --> 00:47:03.356
but I'm around the pillars.

00:47:03.737 --> 00:47:04.456
And there's a bunch of

00:47:04.498 --> 00:47:07.340
people on city bikes in

00:47:07.380 --> 00:47:10.141
cargo shorts and a Led Zeppelin t-shirt.

00:47:10.581 --> 00:47:10.902
And I'm like,

00:47:10.983 --> 00:47:12.423
why are they up at six thirty

00:47:12.443 --> 00:47:13.445
in the morning riding a

00:47:13.505 --> 00:47:14.485
bike across the George

00:47:14.525 --> 00:47:15.385
Washington Bridge from New

00:47:15.405 --> 00:47:16.186
York to New Jersey?

00:47:16.686 --> 00:47:17.807
Well, five or six years ago,

00:47:18.068 --> 00:47:19.829
gambling wasn't legal in New York City,

00:47:20.028 --> 00:47:21.048
but it was in New Jersey.

00:47:21.248 --> 00:47:22.489
So these guys were peddling

00:47:22.530 --> 00:47:23.670
across on a Saturday morning,

00:47:23.929 --> 00:47:25.490
dropping all their college football bets,

00:47:25.731 --> 00:47:26.431
and then peddling their

00:47:26.472 --> 00:47:27.512
asses back to New York City.

00:47:27.692 --> 00:47:28.753
I tell that story because

00:47:29.213 --> 00:47:30.434
the ads and those things

00:47:30.454 --> 00:47:32.894
that you can hyper-localize.

00:47:33.114 --> 00:47:34.695
So why aren't you doing that?

00:47:35.476 --> 00:47:36.976
Steal that strategy because you should be.

00:47:38.050 --> 00:47:39.170
My only question is,

00:47:39.570 --> 00:47:41.373
I don't know that they're not doing it.

00:47:41.413 --> 00:47:41.972
You're right.

00:47:42.134 --> 00:47:44.835
Like, realtors do it here in my area.

00:47:44.896 --> 00:47:46.336
Hey, Middletown residents.

00:47:46.376 --> 00:47:48.778
And I don't know that we

00:47:48.798 --> 00:47:50.400
would see it because it

00:47:50.420 --> 00:47:52.882
would be limited to that geography.

00:47:52.943 --> 00:47:53.123
Like,

00:47:53.163 --> 00:47:55.324
that ad is only going to people who

00:47:55.385 --> 00:47:56.226
live in that area.

00:47:57.467 --> 00:47:59.007
But if I was a mobile therapist,

00:47:59.248 --> 00:48:01.289
every time I went to a neighborhood,

00:48:01.449 --> 00:48:02.130
I would stop.

00:48:02.231 --> 00:48:03.032
I'd be in front of the

00:48:03.052 --> 00:48:05.213
neighborhood sign like, hey guys,

00:48:05.233 --> 00:48:06.175
Tony Maritato here,

00:48:06.215 --> 00:48:07.335
licensed physical therapist

00:48:07.376 --> 00:48:08.356
coming to your neighborhood.

00:48:08.577 --> 00:48:11.719
I am in Four Bridges, Middletown, Ohio,

00:48:11.920 --> 00:48:12.681
and we're going to be

00:48:12.721 --> 00:48:13.782
working with local

00:48:13.822 --> 00:48:15.443
residents to make you whatever.

00:48:17.443 --> 00:48:17.742
Yes.

00:48:18.364 --> 00:48:20.806
I don't know if it's a barrier, insecurity,

00:48:20.865 --> 00:48:21.965
fear of talking.

00:48:22.507 --> 00:48:23.347
And if it is,

00:48:24.007 --> 00:48:27.130
you get an AI-generated character.

00:48:27.150 --> 00:48:29.331
It could be you,

00:48:29.371 --> 00:48:31.092
but it could be just a character.

00:48:31.152 --> 00:48:34.175
Like Gary Vee has VeeFriends,

00:48:34.235 --> 00:48:36.157
and he's creating these things.

00:48:36.197 --> 00:48:37.777
There's the Geico Gecko.

00:48:39.039 --> 00:48:41.101
You can create something like that.

00:48:41.661 --> 00:48:43.422
All you want is the attention, yeah,

00:48:43.443 --> 00:48:44.864
and let people know, hey,

00:48:44.884 --> 00:48:46.304
this is a service we're providing.

00:48:46.635 --> 00:48:46.775
I mean,

00:48:46.795 --> 00:48:48.556
think of some of the best marketing

00:48:48.597 --> 00:48:51.137
campaigns in the last twenty years.

00:48:51.197 --> 00:48:53.239
It was, I mean, the Geico cavemen.

00:48:53.820 --> 00:48:54.960
And then they knew that that died,

00:48:55.000 --> 00:48:55.661
so they let it go,

00:48:56.021 --> 00:48:56.800
knowing that they're going

00:48:56.820 --> 00:48:58.081
to bring that back.

00:48:58.262 --> 00:48:59.443
I love the cavemen.

00:48:59.583 --> 00:49:01.443
I want to do that with AI.

00:49:01.784 --> 00:49:03.063
Did you see my old lady in

00:49:03.083 --> 00:49:05.646
the curler saying the six weeks?

00:49:06.786 --> 00:49:08.465
for therapy yeah so smart

00:49:08.525 --> 00:49:10.447
right I mean real men of

00:49:10.547 --> 00:49:11.887
genius do you guys remember

00:49:11.967 --> 00:49:14.168
real men of genius like

00:49:14.208 --> 00:49:15.268
here's the funny part if

00:49:15.327 --> 00:49:17.027
you had real men of genius

00:49:17.148 --> 00:49:19.588
or the geico cavemen in a

00:49:19.728 --> 00:49:21.728
meeting it would never get

00:49:21.768 --> 00:49:22.989
made this is why you almost

00:49:23.009 --> 00:49:23.889
need to hand sometimes

00:49:23.929 --> 00:49:24.909
creative people a pile of

00:49:24.949 --> 00:49:26.510
money and be like burn

00:49:26.530 --> 00:49:27.309
through it but one of those

00:49:27.329 --> 00:49:28.429
things better work and then

00:49:28.469 --> 00:49:29.429
you have to allow them to

00:49:29.469 --> 00:49:30.590
like do stupid stuff

00:49:30.931 --> 00:49:32.291
because like it doesn't make any sense

00:49:33.085 --> 00:49:34.465
The third idea I have for

00:49:34.505 --> 00:49:36.507
steal this strategy is not

00:49:36.547 --> 00:49:38.126
an idea specifically as

00:49:38.206 --> 00:49:39.847
more of a concept or a thought process.

00:49:40.268 --> 00:49:46.170
Do you remember when Oreo

00:49:46.389 --> 00:49:48.070
said that you can still dunk in the dark?

00:49:49.130 --> 00:49:50.311
The lights went out one year

00:49:50.331 --> 00:49:51.030
at the Super Bowl.

00:49:52.554 --> 00:49:54.335
And somebody was logged into

00:49:54.456 --> 00:49:56.115
Oreo's Twitter and was

00:49:56.155 --> 00:49:57.056
given permission and

00:49:57.096 --> 00:49:58.036
authority to just say

00:49:58.076 --> 00:49:58.777
whatever they wanted.

00:49:59.197 --> 00:50:01.036
So they tweeted out, you can,

00:50:01.516 --> 00:50:02.358
if your power's out,

00:50:02.398 --> 00:50:03.498
you can still dunk in the dark.

00:50:03.878 --> 00:50:04.958
Essentially saying Oreo's

00:50:04.978 --> 00:50:05.858
still work in the dark.

00:50:06.179 --> 00:50:07.119
And it was a play, it was,

00:50:07.338 --> 00:50:08.478
but it had to be timed.

00:50:08.918 --> 00:50:09.958
It could not be prepared.

00:50:10.300 --> 00:50:11.800
So the steel of the strategy

00:50:11.840 --> 00:50:13.679
is how can you react?

00:50:14.000 --> 00:50:15.300
This is what we were taught in radio.

00:50:16.081 --> 00:50:17.242
It's all radio was, man,

00:50:17.643 --> 00:50:18.804
was whatever was happening.

00:50:19.284 --> 00:50:20.927
How do I put my color on it?

00:50:20.987 --> 00:50:21.728
How do I put my sweat?

00:50:21.768 --> 00:50:22.670
Do I love it or hate it?

00:50:22.969 --> 00:50:23.150
Right.

00:50:23.391 --> 00:50:24.472
Every morning when Stephen

00:50:24.751 --> 00:50:26.494
A. Smith wakes up and sees

00:50:26.514 --> 00:50:27.635
that somebody was signed or

00:50:27.675 --> 00:50:28.898
traded or whatever,

00:50:28.958 --> 00:50:30.579
broke their leg or won or lost,

00:50:30.880 --> 00:50:31.581
he decides.

00:50:32.315 --> 00:50:33.315
Do I love this or hate this?

00:50:33.476 --> 00:50:34.175
There's no middle.

00:50:34.536 --> 00:50:36.137
You can't be middle in sports, right?

00:50:36.157 --> 00:50:37.159
No one's going to watch that.

00:50:37.358 --> 00:50:38.400
Well, this guy, that was a pretty good,

00:50:38.500 --> 00:50:39.380
I guess it was all right,

00:50:39.400 --> 00:50:40.221
but time will tell.

00:50:40.481 --> 00:50:42.143
No, that's for press conferences.

00:50:42.563 --> 00:50:43.764
If you want to earn attention,

00:50:43.804 --> 00:50:45.204
you have to take a stance and react.

00:50:45.465 --> 00:50:47.306
Wendy's Twitter is a great example.

00:50:47.646 --> 00:50:48.407
Wendy's Twitter would have

00:50:48.467 --> 00:50:49.367
never come out of committee,

00:50:49.768 --> 00:50:51.070
but somebody had the balls

00:50:51.090 --> 00:50:52.431
and put their career on the line to say,

00:50:52.731 --> 00:50:53.992
I'm going to roast people.

00:50:54.172 --> 00:50:55.213
doesn't make any sense.

00:50:55.713 --> 00:50:57.675
Like the Wendy's Twitter is like savage.

00:50:57.755 --> 00:50:58.536
Look at the logo.

00:50:58.576 --> 00:50:59.577
It's this cute little girl.

00:50:59.657 --> 00:51:00.577
Maybe that's why it works

00:51:00.898 --> 00:51:02.179
because it's so polarizing

00:51:02.219 --> 00:51:02.759
and so different.

00:51:03.039 --> 00:51:03.659
So what I would like to

00:51:03.699 --> 00:51:05.001
people to do is stop

00:51:05.260 --> 00:51:07.782
talking about yourself and start putting,

00:51:07.903 --> 00:51:09.565
inserting yourself into situations.

00:51:09.905 --> 00:51:11.686
Wi-Fi's out, back pain isn't,

00:51:11.887 --> 00:51:12.588
we're still open.

00:51:12.768 --> 00:51:14.489
Like something like if you have it,

00:51:14.608 --> 00:51:15.190
if there's something

00:51:15.230 --> 00:51:17.251
happening in your area or to your people,

00:51:17.751 --> 00:51:18.452
how do you play

00:51:19.213 --> 00:51:19.753
off of it,

00:51:20.014 --> 00:51:21.614
but play more off of the thing

00:51:21.996 --> 00:51:23.376
unless I'm making it an ad.

00:51:23.617 --> 00:51:25.358
Your goal is to just become part of it.

00:51:25.639 --> 00:51:27.681
You don't have to steal it and own it.

00:51:27.721 --> 00:51:29.202
That's my third steal this

00:51:29.222 --> 00:51:30.463
strategy for today.

00:51:30.563 --> 00:51:31.885
I love it.

00:51:31.905 --> 00:51:33.166
Dave, are you doing any, I mean,

00:51:33.206 --> 00:51:35.789
I've seen you like short videos,

00:51:35.809 --> 00:51:36.690
you're on the street,

00:51:36.710 --> 00:51:37.731
you're out for a run,

00:51:37.751 --> 00:51:38.791
you're doing things.

00:51:39.311 --> 00:51:40.893
How often are you doing

00:51:40.934 --> 00:51:42.215
stuff where you're actually

00:51:42.295 --> 00:51:43.215
out in the neighborhood?

00:51:45.414 --> 00:51:46.876
With a patient or for patients?

00:51:46.896 --> 00:51:48.137
No, just anything.

00:51:48.197 --> 00:51:51.001
Just you out like maybe on

00:51:51.081 --> 00:51:52.141
the I know you're not doing

00:51:52.161 --> 00:51:53.023
a lot of patient care,

00:51:53.043 --> 00:51:55.005
but just out in the neighborhood,

00:51:55.045 --> 00:51:55.887
in the community,

00:51:55.947 --> 00:51:57.027
wherever you would want to

00:51:57.108 --> 00:51:58.769
generate patient referrals.

00:51:59.391 --> 00:52:00.592
Are you doing any live

00:52:00.612 --> 00:52:04.697
content for patient facing information?

00:52:06.155 --> 00:52:08.496
No, no, certainly could.

00:52:08.835 --> 00:52:11.157
On my personal Instagram, I'll tag like,

00:52:11.217 --> 00:52:12.297
I'll take pictures of like

00:52:12.338 --> 00:52:14.179
when we go out to eat and the entree,

00:52:14.199 --> 00:52:16.019
if it looks good or the dessert.

00:52:16.260 --> 00:52:17.240
And I do the Alex Ramos,

00:52:17.380 --> 00:52:18.360
I did Alex Ramos thing,

00:52:18.400 --> 00:52:19.601
hashtag never skip dessert.

00:52:19.942 --> 00:52:21.143
So I'll do that, but that's personal.

00:52:21.163 --> 00:52:22.063
But then it's like a story.

00:52:22.083 --> 00:52:23.304
So it's going in like twenty four hours.

00:52:23.364 --> 00:52:27.405
So could that be on Instagram?

00:52:28.621 --> 00:52:29.822
as a post on Concierge Pain

00:52:29.842 --> 00:52:31.184
Relief's account, I guess it could be.

00:52:31.903 --> 00:52:34.706
But I'm not doing video of like, hey,

00:52:34.746 --> 00:52:35.668
I'm here at this restaurant

00:52:35.688 --> 00:52:37.070
and we're ordering this and whatever.

00:52:37.449 --> 00:52:39.672
But although I think we go

00:52:39.692 --> 00:52:40.492
out to eat more in Brooklyn

00:52:40.512 --> 00:52:41.554
than in Manhattan and my

00:52:41.614 --> 00:52:43.016
ideal clientele is mostly

00:52:43.036 --> 00:52:44.697
Manhattan and someone in Brooklyn.

00:52:45.478 --> 00:52:46.659
So in my neighborhood,

00:52:47.360 --> 00:52:50.422
I'm not always like the...

00:52:52.135 --> 00:52:53.878
full on Dave Kittle, if that makes sense.

00:52:55.059 --> 00:52:57.141
I'm a little more like Tony

00:52:57.161 --> 00:52:59.364
Meritato sometimes, a little more,

00:52:59.465 --> 00:53:01.327
not reserved, but I'm not like,

00:53:01.467 --> 00:53:03.650
I'm not here canvassing for

00:53:03.710 --> 00:53:05.672
leads because a lot of

00:53:05.711 --> 00:53:08.275
folks in this neighborhood or Brooklyn,

00:53:08.295 --> 00:53:10.277
they're like, do you take insurance?

00:53:10.518 --> 00:53:12.018
Whereas in Manhattan, it's like,

00:53:14.778 --> 00:53:15.360
You know, OK.

00:53:15.380 --> 00:53:16.159
Yeah, I wonder.

00:53:16.239 --> 00:53:18.601
So I've been obsessed with it.

00:53:18.621 --> 00:53:19.621
You know, my face.

00:53:20.103 --> 00:53:21.422
So I've switched from

00:53:21.463 --> 00:53:23.465
watching YouTube shorts.

00:53:24.045 --> 00:53:25.826
The YouTube short speed has

00:53:25.865 --> 00:53:27.766
been total garbage for me.

00:53:27.786 --> 00:53:28.788
Oh, really?

00:53:28.887 --> 00:53:29.909
I don't know what they did.

00:53:29.969 --> 00:53:30.929
I don't know what's going on.

00:53:30.969 --> 00:53:31.250
But like,

00:53:31.369 --> 00:53:33.490
I can't even watch because the

00:53:33.590 --> 00:53:34.911
recommended videos on my

00:53:34.952 --> 00:53:36.693
shorts are just trash.

00:53:36.713 --> 00:53:37.172
They're garbage.

00:53:37.193 --> 00:53:37.853
They're horrible.

00:53:38.653 --> 00:53:40.856
I've gone to Facebook shorts.

00:53:41.655 --> 00:53:44.356
Because if I watch a Facebook video,

00:53:44.456 --> 00:53:46.317
I can share it with you guys more easily.

00:53:46.996 --> 00:53:48.697
And lately,

00:53:48.737 --> 00:53:50.137
I've been completely obsessed

00:53:50.197 --> 00:53:52.259
with the live feeds or

00:53:52.759 --> 00:53:54.119
people walking down like

00:53:54.199 --> 00:53:58.360
Kensington Street in Philadelphia, LA,

00:53:58.440 --> 00:53:59.280
Skid Row,

00:53:59.320 --> 00:54:01.340
like looking at all the homeless

00:54:01.380 --> 00:54:02.461
and the drug abuse and the

00:54:02.501 --> 00:54:03.581
stuff that's going on there.

00:54:04.809 --> 00:54:07.795
And so I'm thinking of this, you know,

00:54:08.016 --> 00:54:10.260
there's all these guys that are like, hey,

00:54:10.300 --> 00:54:11.523
buddy, can I help you?

00:54:11.563 --> 00:54:12.686
What will make your day better?

00:54:12.706 --> 00:54:13.827
I'll give you this or I'll

00:54:13.847 --> 00:54:14.590
buy that or whatever.

00:54:15.202 --> 00:54:15.641
And I'm like,

00:54:15.702 --> 00:54:17.304
how can we bring some of that

00:54:17.503 --> 00:54:18.846
into what we're doing?

00:54:19.726 --> 00:54:22.268
And so for Dave, I'm like, oh, you know,

00:54:22.469 --> 00:54:23.570
he's in Manhattan.

00:54:23.670 --> 00:54:25.231
And even if even if you

00:54:25.291 --> 00:54:27.974
recorded like ten clips in Manhattan,

00:54:28.576 --> 00:54:28.996
I'm like,

00:54:29.036 --> 00:54:31.539
I wonder what he could do at

00:54:31.599 --> 00:54:33.740
different landmarks or different places.

00:54:33.760 --> 00:54:35.643
Because I remember I lived I

00:54:35.663 --> 00:54:38.266
went to school outside of Philadelphia.

00:54:38.746 --> 00:54:39.827
I remember Kensington.

00:54:39.887 --> 00:54:41.568
It was nothing like it is right now.

00:54:42.088 --> 00:54:43.949
But like as soon as I see

00:54:45.170 --> 00:54:46.351
the whatever the train is

00:54:46.391 --> 00:54:47.793
that goes overhead now,

00:54:47.833 --> 00:54:49.054
like immediately it brings

00:54:49.094 --> 00:54:50.315
me back to that time.

00:54:51.135 --> 00:54:52.436
And what Jimmy was saying,

00:54:52.476 --> 00:54:53.858
I think it's so powerful to

00:54:53.918 --> 00:54:56.840
have that visual, the auditory, you know,

00:54:57.400 --> 00:54:58.362
all of those things.

00:54:58.382 --> 00:54:58.902
So I'm just like,

00:54:58.942 --> 00:55:00.463
I wonder if Dave could do that.

00:55:01.264 --> 00:55:03.306
I do stuff in my clinic constantly.

00:55:03.346 --> 00:55:04.786
So when patients are coming in,

00:55:05.126 --> 00:55:07.309
they've seen the inside of

00:55:07.349 --> 00:55:08.889
my clinic fifty times already.

00:55:08.909 --> 00:55:11.072
Yeah.

00:55:11.092 --> 00:55:11.371
I don't know.

00:55:11.431 --> 00:55:12.693
Let's brainstorm it and

00:55:12.733 --> 00:55:13.914
figure out what we could do.

00:55:14.213 --> 00:55:15.195
The last piece of this.

00:55:15.434 --> 00:55:15.916
Hang on, Jimmy.

00:55:16.576 --> 00:55:18.358
We have people local.

00:55:18.398 --> 00:55:19.077
There's a guy.

00:55:19.217 --> 00:55:21.280
I think it's called the mullet reviews.

00:55:21.380 --> 00:55:22.900
He's got this like old

00:55:22.960 --> 00:55:24.922
school mullet and he goes

00:55:24.943 --> 00:55:26.443
and does restaurant reviews and

00:55:27.065 --> 00:55:28.869
And so even something like that,

00:55:28.909 --> 00:55:29.750
like if I was going to

00:55:29.789 --> 00:55:31.293
local restaurants and I would just,

00:55:31.353 --> 00:55:32.634
if it was quiet enough and

00:55:32.655 --> 00:55:33.416
I could just set up my

00:55:33.456 --> 00:55:35.338
phone and talk a little bit,

00:55:36.121 --> 00:55:37.762
give the local restaurant

00:55:37.782 --> 00:55:39.623
some recognition while I'm

00:55:39.684 --> 00:55:41.304
feeding it to my audience.

00:55:41.324 --> 00:55:42.146
I just,

00:55:42.206 --> 00:55:44.027
I think there's so much value in that.

00:55:44.128 --> 00:55:45.708
One bite, you know, the rules, right?

00:55:45.748 --> 00:55:46.710
Dave Portnoy and Barstool

00:55:46.730 --> 00:55:48.612
doing pizza reviews.

00:55:48.632 --> 00:55:49.331
Do you know what?

00:55:49.431 --> 00:55:49.853
No way.

00:55:50.152 --> 00:55:50.472
What?

00:55:50.793 --> 00:55:51.594
No way.

00:55:52.335 --> 00:55:54.175
This is some fricking, you know,

00:55:54.275 --> 00:55:55.496
yokel with a garage and

00:55:55.516 --> 00:55:56.778
he's sort of handy with tools,

00:55:56.818 --> 00:55:57.778
but somebody sends him

00:55:57.838 --> 00:55:59.541
something you can do with a tool and

00:55:59.760 --> 00:56:00.561
Like the quick video,

00:56:00.601 --> 00:56:01.822
they tag him in it and then he goes,

00:56:01.943 --> 00:56:02.222
what?

00:56:02.422 --> 00:56:03.003
You can do that?

00:56:03.043 --> 00:56:03.684
Like, no way.

00:56:03.704 --> 00:56:04.545
And then he goes and tries

00:56:04.625 --> 00:56:06.686
it and it doesn't work or it does work.

00:56:06.786 --> 00:56:09.708
Like it's this shorter form feedback loop.

00:56:09.748 --> 00:56:11.550
Like what's funny with your friends?

00:56:11.630 --> 00:56:12.190
I'll tell you this,

00:56:12.309 --> 00:56:14.592
the idea I had for APTA and

00:56:14.632 --> 00:56:15.893
I pitched it and they never took it,

00:56:16.092 --> 00:56:17.333
but we know what ideas are worth,

00:56:17.614 --> 00:56:17.954
nothing.

00:56:18.675 --> 00:56:19.496
Alex, you asked you,

00:56:19.996 --> 00:56:20.896
I wanted to do an ad

00:56:20.936 --> 00:56:22.878
campaign that promoted physical therapy.

00:56:23.179 --> 00:56:24.059
Here's what I wanted to do.

00:56:24.259 --> 00:56:26.081
Go to any city in the United States,

00:56:26.121 --> 00:56:27.001
go to fifteen of them.

00:56:27.581 --> 00:56:28.543
The town square,

00:56:28.742 --> 00:56:29.643
the one where everybody's

00:56:29.684 --> 00:56:31.144
walking in fifty different directions,

00:56:31.204 --> 00:56:31.385
right?

00:56:31.405 --> 00:56:32.246
Getting off the train here

00:56:32.266 --> 00:56:32.925
and walking to work.

00:56:33.567 --> 00:56:35.447
And I wanted to set up this

00:56:35.588 --> 00:56:36.528
with a bunch of cameras and

00:56:36.548 --> 00:56:37.530
a bunch of hidden microphones.

00:56:37.889 --> 00:56:39.670
This.

00:56:39.771 --> 00:56:40.032
Yeah.

00:56:41.023 --> 00:56:42.945
Just instead of psychiatric help,

00:56:43.186 --> 00:56:44.088
the doctor is in,

00:56:44.208 --> 00:56:45.650
I wanted a wooden sign and

00:56:45.690 --> 00:56:46.451
I wanted it to be the

00:56:46.490 --> 00:56:47.592
physical therapist is in.

00:56:47.911 --> 00:56:48.733
And I wanted to just sit

00:56:48.773 --> 00:56:50.235
there until someone walked

00:56:50.275 --> 00:56:51.155
up and sat down and was like,

00:56:52.030 --> 00:56:52.630
My back hurts.

00:56:52.911 --> 00:56:54.092
Or like, I don't know what you do.

00:56:54.532 --> 00:56:54.833
Sit down.

00:56:54.853 --> 00:56:55.733
We're going to find out and

00:56:55.773 --> 00:56:59.554
record that impromptu interaction.

00:56:59.594 --> 00:57:01.856
Like Dave, I need you.

00:57:01.996 --> 00:57:02.717
I need Jimmy.

00:57:02.737 --> 00:57:03.797
I need you to move down here.

00:57:03.876 --> 00:57:05.838
So like, if you're closer right away,

00:57:06.378 --> 00:57:09.079
I know, but like, could you, could you,

00:57:09.099 --> 00:57:09.659
let's do this.

00:57:09.701 --> 00:57:10.201
Let's do this.

00:57:10.340 --> 00:57:10.780
Could you,

00:57:11.001 --> 00:57:13.422
I am my buddy drew shoot this in

00:57:13.483 --> 00:57:14.063
times square.

00:57:16.346 --> 00:57:16.606
Absolutely.

00:57:16.626 --> 00:57:16.987
Oh my God.

00:57:17.027 --> 00:57:17.447
Times Square.

00:57:18.106 --> 00:57:18.447
Yes.

00:57:18.827 --> 00:57:19.628
That'd be hilarious.

00:57:19.728 --> 00:57:21.608
We need a plywood thing.

00:57:21.829 --> 00:57:23.690
I want it handwritten with a

00:57:23.750 --> 00:57:24.931
Sharpie or whatever.

00:57:25.291 --> 00:57:26.670
And the doctor is in or out.

00:57:27.012 --> 00:57:28.431
And then the physical therapist is in.

00:57:28.472 --> 00:57:29.733
And I want like almost that

00:57:29.753 --> 00:57:30.652
guy with the watches, you know,

00:57:30.672 --> 00:57:31.474
the guy with the watches

00:57:31.494 --> 00:57:32.233
who just sits there,

00:57:32.673 --> 00:57:33.914
he live streams and just

00:57:33.934 --> 00:57:35.516
sits there in silence until

00:57:35.576 --> 00:57:36.556
someone comes up and says,

00:57:36.695 --> 00:57:37.376
love your journey.

00:57:37.396 --> 00:57:38.577
And then he gives them a free watch,

00:57:38.896 --> 00:57:40.338
but people find him all over the world.

00:57:40.757 --> 00:57:41.398
Love your journey.

00:57:41.418 --> 00:57:42.059
No, I haven't seen that.

00:57:42.219 --> 00:57:42.920
I'll show that to you later.

00:57:42.940 --> 00:57:45.262
But this would be – even if

00:57:45.282 --> 00:57:46.262
we sat there for three

00:57:46.302 --> 00:57:48.565
hours and got two good interactions,

00:57:48.985 --> 00:57:50.666
this is why I was successful in radio.

00:57:51.088 --> 00:57:53.429
I didn't know the most about music.

00:57:53.489 --> 00:57:55.052
I liked music, but I didn't love music.

00:57:55.512 --> 00:57:56.893
I waited for people to call

00:57:56.932 --> 00:57:58.795
me to request a song that I

00:57:58.835 --> 00:58:00.197
wasn't going to play the request anyway.

00:58:00.737 --> 00:58:01.737
And then I would turn the

00:58:01.797 --> 00:58:02.637
conversation into like,

00:58:02.657 --> 00:58:03.559
what are you doing today?

00:58:03.838 --> 00:58:04.478
And I would delete

00:58:04.559 --> 00:58:05.739
everything about the request.

00:58:05.840 --> 00:58:06.639
And I would just get,

00:58:06.940 --> 00:58:08.121
I'd get five minutes into a

00:58:08.181 --> 00:58:08.960
conversation with someone

00:58:08.981 --> 00:58:09.922
who sounded playful.

00:58:10.442 --> 00:58:11.182
And then I would just play

00:58:11.202 --> 00:58:11.943
that thirty seconds.

00:58:12.202 --> 00:58:13.063
The problem is,

00:58:13.143 --> 00:58:14.083
I think most people are

00:58:14.143 --> 00:58:15.405
waiting for people to come to them.

00:58:15.744 --> 00:58:16.726
You have to give them a reason.

00:58:18.186 --> 00:58:18.746
I don't know, dude.

00:58:19.007 --> 00:58:22.427
Me, you, Drew, undercover in Times Square.

00:58:23.048 --> 00:58:23.849
We could do it everywhere.

00:58:23.929 --> 00:58:24.909
Let's take the two ideas and

00:58:24.929 --> 00:58:25.590
smash them together.

00:58:25.949 --> 00:58:26.889
Do it in Times Square.

00:58:27.650 --> 00:58:29.010
What's the park with the arch in the city?

00:58:29.612 --> 00:58:30.972
The arch.

00:58:30.992 --> 00:58:31.713
Washington Square Park.

00:58:31.753 --> 00:58:32.532
Washington Square Park.

00:58:32.753 --> 00:58:33.492
Columbus Circle.

00:58:33.773 --> 00:58:34.554
Let's go to all of these

00:58:34.594 --> 00:58:36.315
things and just do The Doctor is In.

00:58:36.494 --> 00:58:37.735
And then what's next?

00:58:37.996 --> 00:58:38.576
We react.

00:58:39.115 --> 00:58:40.936
We set up, we react,

00:58:41.177 --> 00:58:42.798
and then we just document

00:58:42.818 --> 00:58:43.338
the hell out of it.

00:58:43.358 --> 00:58:45.500
We don't script it.

00:58:45.639 --> 00:58:46.940
We document the hell out of it.

00:58:47.362 --> 00:58:48.943
This will cost us twenty

00:58:49.003 --> 00:58:50.403
seven dollars at Home Depot.

00:58:50.523 --> 00:58:50.684
Right.

00:58:50.724 --> 00:58:53.105
To create the three of us there for a day.

00:58:53.925 --> 00:58:55.567
And maybe we get a few crazy people.

00:58:56.027 --> 00:58:56.927
Still great content.

00:58:57.108 --> 00:58:57.869
Right.

00:58:57.909 --> 00:58:57.989
Hey,

00:58:58.009 --> 00:58:59.208
an email and mental health providers

00:58:59.228 --> 00:58:59.650
have been had.

00:58:59.670 --> 00:59:00.489
I think I got a guy for you.

00:59:00.510 --> 00:59:00.931
I don't know.

00:59:01.331 --> 00:59:03.351
And maybe some some some video releases.

00:59:03.391 --> 00:59:03.853
But that's it.

00:59:03.932 --> 00:59:04.552
Although I don't even know

00:59:04.572 --> 00:59:05.393
if you need a video release

00:59:05.414 --> 00:59:06.353
because it's a public place.

00:59:06.373 --> 00:59:07.574
Is there an expectation of privacy?

00:59:10.257 --> 00:59:11.320
No, definitely not in Times Square.

00:59:11.360 --> 00:59:12.641
Definitely not in Times Square, no.

00:59:13.764 --> 00:59:16.088
All right, parting shots.

00:59:16.248 --> 00:59:17.269
I'm going to say, like,

00:59:17.690 --> 00:59:20.155
I love the localized content.

00:59:20.706 --> 00:59:22.266
So everybody seeing this

00:59:22.306 --> 00:59:23.327
should go out and shoot

00:59:23.367 --> 00:59:25.728
just one video somewhere local,

00:59:25.788 --> 00:59:27.108
somewhere identifiable,

00:59:27.168 --> 00:59:28.688
somewhere that people will

00:59:28.728 --> 00:59:30.750
recognize and just be like, hey,

00:59:30.929 --> 00:59:31.809
Tony Maritato,

00:59:31.849 --> 00:59:34.630
physical therapist here in Mason, Ohio,

00:59:34.710 --> 00:59:35.431
downtown.

00:59:35.911 --> 00:59:37.672
If you guys are around, love to see you.

00:59:37.751 --> 00:59:40.373
Let's let's grab lunch at, you know,

00:59:40.672 --> 00:59:42.873
Big Jim's Diner and just

00:59:42.934 --> 00:59:43.634
put it out there.

00:59:43.855 --> 00:59:44.514
Nobody cares.

00:59:44.534 --> 00:59:45.375
Nobody's going to see it.

00:59:45.394 --> 00:59:46.074
And if they do,

00:59:46.436 --> 00:59:47.496
it's going to resonate with them.

00:59:48.851 --> 00:59:49.992
Yeah, if you shoot a turd video,

00:59:50.072 --> 00:59:50.771
no one watches it.

00:59:50.811 --> 00:59:51.833
No one watched it.

00:59:51.873 --> 00:59:53.773
Great.

00:59:53.974 --> 00:59:55.896
There's a special channel for that too.

00:59:56.115 --> 00:59:59.398
Turd videos.

00:59:59.478 --> 01:00:00.659
Dave, what do you got?

01:00:00.739 --> 01:00:04.862
TMI.

01:00:04.882 --> 01:00:06.202
We'll go back to the networking,

01:00:06.282 --> 01:00:08.204
the networking where it's a

01:00:08.324 --> 01:00:10.146
targeted event.

01:00:10.365 --> 01:00:12.047
It's where everyone can

01:00:12.086 --> 01:00:13.827
benefit and bringing those

01:00:13.847 --> 01:00:14.528
folks together.

01:00:14.849 --> 01:00:16.150
And obviously like whoever...

01:00:16.510 --> 01:00:17.929
know hosts it they typically

01:00:17.990 --> 01:00:19.050
benefit the most or the

01:00:19.130 --> 01:00:20.150
ones that you know sponsor

01:00:20.170 --> 01:00:21.052
it and the ones that build

01:00:21.112 --> 01:00:21.731
it or the ones that

01:00:22.112 --> 01:00:23.231
co-create the next one or

01:00:23.271 --> 01:00:25.012
assist with the next one um

01:00:25.032 --> 01:00:26.052
there's so much positive

01:00:26.072 --> 01:00:27.833
goodwill that I think will

01:00:27.853 --> 01:00:28.733
come from that one that I

01:00:28.753 --> 01:00:30.315
went to this past week uh

01:00:30.355 --> 01:00:33.335
two days ago and uh we will

01:00:34.246 --> 01:00:36.726
publicly build, Jimmy and I,

01:00:36.847 --> 01:00:39.507
and maybe Tony.

01:00:39.547 --> 01:00:41.449
Now, just from this and the last episode,

01:00:42.690 --> 01:00:43.989
Jimmy's putting more stuff on my calendar,

01:00:44.010 --> 01:00:44.530
it's great.

01:00:44.871 --> 01:00:48.831
More work, more initiatives, I love it.

01:00:48.871 --> 01:00:50.612
I would say the final thing is, listen,

01:00:50.813 --> 01:00:53.474
I mean, we're throwing out ideas, right?

01:00:53.514 --> 01:00:55.175
You either have a concierge clinic,

01:00:55.215 --> 01:00:56.215
you have a brick and mortar,

01:00:56.235 --> 01:00:57.255
it doesn't matter, right?

01:00:57.536 --> 01:00:58.536
These are great ideas.

01:00:58.856 --> 01:00:59.757
Pat yourself on the back

01:00:59.777 --> 01:01:00.516
that you're still listening

01:01:00.556 --> 01:01:01.958
right now after sixty-one minutes.

01:01:02.929 --> 01:01:04.172
You still have to do some of these things.

01:01:04.552 --> 01:01:06.994
You don't have to do all of them.

01:01:07.034 --> 01:01:07.496
You don't.

01:01:07.795 --> 01:01:08.737
Pick the one you like.

01:01:09.838 --> 01:01:11.121
Don't think about the best outcome.

01:01:11.161 --> 01:01:11.842
Think about the one that

01:01:12.222 --> 01:01:13.985
you're most likely to do

01:01:14.425 --> 01:01:16.628
and continue to do and do that.

01:01:16.668 --> 01:01:18.130
Because ideas are a dime a dozen.

01:01:19.041 --> 01:01:20.402
But execution is actually

01:01:20.422 --> 01:01:21.503
where you get the payoff on this.

01:01:21.742 --> 01:01:22.342
I don't know, Dave.

01:01:23.063 --> 01:01:24.963
I mean, it feels a lot like Times Square.

01:01:25.483 --> 01:01:26.344
You sitting behind the

01:01:26.384 --> 01:01:28.123
doctor is in is going to be a money ball,

01:01:28.445 --> 01:01:28.625
right?

01:01:28.644 --> 01:01:30.425
We'll get like the shots, the B-roll,

01:01:30.445 --> 01:01:31.744
the perspective shots of

01:01:31.784 --> 01:01:32.706
Times Square from the roof.

01:01:33.045 --> 01:01:33.985
And then someone just walks

01:01:34.025 --> 01:01:35.465
up and starts talking about their foot,

01:01:35.485 --> 01:01:36.367
their back, their knee.

01:01:36.407 --> 01:01:37.266
Complain to me, whatever.

01:01:37.847 --> 01:01:38.766
We'll be back on Tuesday.

01:01:38.847 --> 01:01:40.847
I'll be live at the APTA Future of Rehab.

01:01:41.427 --> 01:01:42.867
therapy summit future of

01:01:42.947 --> 01:01:45.228
rehab therapy fort because

01:01:45.268 --> 01:01:46.688
drew contraris a former

01:01:46.829 --> 01:01:47.889
army physical therapist put

01:01:47.909 --> 01:01:48.829
the event on so he made the

01:01:48.909 --> 01:01:50.489
acronym fort I was the

01:01:50.510 --> 01:01:51.469
first I was like day uh

01:01:51.530 --> 01:01:52.369
drew is that intentional he

01:01:52.389 --> 01:01:53.150
goes I'm glad you were the

01:01:53.190 --> 01:01:54.030
first person to pick up on

01:01:54.050 --> 01:01:55.411
that that is in dc if

01:01:55.431 --> 01:01:56.590
you're going I'm also

01:01:56.630 --> 01:01:58.931
throwing a happy hour if

01:01:58.952 --> 01:01:59.612
you would like to come it's

01:01:59.652 --> 01:02:00.791
on the we rented out the

01:02:00.871 --> 01:02:01.711
roof of the apta

01:02:01.751 --> 01:02:03.193
headquarters it looks like

01:02:03.233 --> 01:02:05.112
the avengers building so if

01:02:05.132 --> 01:02:05.972
you want to come and take a

01:02:05.992 --> 01:02:06.713
look at that overlooks the

01:02:06.753 --> 01:02:08.114
potomac that's where you're

01:02:08.134 --> 01:02:08.934
that's where you're that's

01:02:08.954 --> 01:02:09.713
where your dudes are going

01:02:10.139 --> 01:02:11.121
Yeah, so come on up.

01:02:12.300 --> 01:02:14.961
We will be there on Thursday,

01:02:15.161 --> 01:02:15.682
a week from today.

01:02:16.003 --> 01:02:18.123
If you want to come, there is a list.

01:02:18.304 --> 01:02:19.063
You can DM me.

01:02:19.103 --> 01:02:19.925
You don't need to be coming

01:02:19.945 --> 01:02:20.445
to the conference.

01:02:20.465 --> 01:02:20.905
So if you're in the

01:02:20.925 --> 01:02:21.905
geographic area and you're like,

01:02:21.985 --> 01:02:23.025
I'd like to have a drink on the roof,

01:02:23.465 --> 01:02:24.027
DM me though.

01:02:24.086 --> 01:02:25.286
I could probably slide a few people in.

01:02:25.507 --> 01:02:26.987
We'll be back on Tuesday and

01:02:27.007 --> 01:02:27.867
we'll follow up when we're

01:02:27.887 --> 01:02:28.929
going to build our

01:02:28.969 --> 01:02:31.789
little... The PT Breakfast Club.

01:02:32.150 --> 01:02:32.490
I'm Ode,

01:02:32.811 --> 01:02:34.210
where morning coffee meets

01:02:34.291 --> 01:02:35.132
movement science.