Nov. 12, 2024

5 Shocking Ways Clinical Theater is Changing the Face of Patient Care

Show Notes
Transcript

The intriguing concept of "clinical theater" in physical therapy.

This engaging conversation covers how perception, environment, and non-clinical elements like attire, communication style, and equipment influence patient outcomes.

From leveraging placebo effects to building patient trust and showcasing advanced recovery tools, this episode is packed with valuable insights for clinicians and business owners in the physical therapy field.

Key Discussion Points:

What is "clinical theater," and why does it matter in patient care?

How non-clinical factors impact perceived value and outcomes.

Case studies: Integrating technology and environmental elements in PT.

Strategies for creating transformative patient experiences.

Using negotiation tactics to build strong relationships with clients.

WEBVTT

00:00:11.888 --> 00:00:12.750
Coming to you live from a

00:00:12.810 --> 00:00:14.570
construction site this morning.

00:00:14.611 --> 00:00:16.672
This is PT Breakfast Club.

00:00:17.253 --> 00:00:18.574
Dave Kittle jumping on there.

00:00:18.614 --> 00:00:19.294
Good morning, gentlemen.

00:00:19.373 --> 00:00:20.315
You caught me just as I'm

00:00:20.335 --> 00:00:21.955
pouring the milk and the coffee.

00:00:22.056 --> 00:00:23.157
How you guys doing?

00:00:23.196 --> 00:00:24.036
Jimmy, good morning.

00:00:24.077 --> 00:00:25.138
Happy belated birthday.

00:00:26.158 --> 00:00:28.579
I'm a little, I haven't made it.

00:00:28.600 --> 00:00:29.361
Is it belated?

00:00:29.440 --> 00:00:30.621
I thought today was the day.

00:00:30.641 --> 00:00:31.282
When was the day?

00:00:31.301 --> 00:00:33.043
Eleven, eleven.

00:00:33.103 --> 00:00:34.103
Eleven, eleven.

00:00:34.124 --> 00:00:34.744
Oh, okay.

00:00:35.662 --> 00:00:35.963
Yeah.

00:00:36.042 --> 00:00:37.384
Very halfway to ninety.

00:00:37.823 --> 00:00:38.445
I was going to do one of

00:00:38.484 --> 00:00:39.104
those LinkedIn

00:00:39.164 --> 00:00:40.244
inspirational posts like

00:00:40.326 --> 00:00:41.686
forty five lessons I

00:00:41.725 --> 00:00:43.146
learned in forty five years.

00:00:43.686 --> 00:00:44.408
Maybe I'll do that.

00:00:44.567 --> 00:00:45.067
I don't know.

00:00:45.148 --> 00:00:45.868
Sometimes I read them.

00:00:45.908 --> 00:00:46.829
But do you ever read past

00:00:46.868 --> 00:00:48.109
like number three?

00:00:48.130 --> 00:00:52.631
I'm just kind of like, oh, that's great.

00:00:52.652 --> 00:00:53.932
Don't pet the sweaty stuff

00:00:53.972 --> 00:00:55.213
and don't sweat the petty stuff.

00:00:55.274 --> 00:00:56.173
That's the good one that I

00:00:56.213 --> 00:00:56.893
learned from somebody.

00:00:57.014 --> 00:00:58.554
What was what was the big

00:00:58.615 --> 00:01:00.917
celebration either last night or tonight?

00:01:00.976 --> 00:01:01.557
What's going on?

00:01:03.024 --> 00:01:05.908
It was a Monday, but I mean, life hack,

00:01:06.048 --> 00:01:07.930
have your kid born on November eleventh.

00:01:07.989 --> 00:01:09.111
It's Veterans Day.

00:01:09.430 --> 00:01:09.671
Right.

00:01:09.691 --> 00:01:11.352
So it's always a good feel good day.

00:01:12.093 --> 00:01:13.555
And in New York State, anyway,

00:01:13.614 --> 00:01:14.435
I never went to school my

00:01:14.495 --> 00:01:16.356
birthday because it's a

00:01:16.557 --> 00:01:17.498
it's a federal holiday.

00:01:17.518 --> 00:01:18.498
But like Pennsylvania,

00:01:18.519 --> 00:01:19.680
I heard from some people, they were like,

00:01:19.719 --> 00:01:20.921
oh, no, our kids go to school today.

00:01:20.941 --> 00:01:22.361
I was like, whoa, robbed.

00:01:22.783 --> 00:01:24.004
So I never went to school my birthday,

00:01:24.123 --> 00:01:24.864
which is pretty awesome.

00:01:25.552 --> 00:01:27.132
My kids actually like going

00:01:27.153 --> 00:01:28.313
to school on their birthday.

00:01:28.353 --> 00:01:29.855
Like in elementary school,

00:01:29.894 --> 00:01:31.236
they could pick the game in

00:01:32.236 --> 00:01:34.177
gym class and they get

00:01:34.197 --> 00:01:35.218
their name announced.

00:01:35.257 --> 00:01:36.358
Like it was a big thing.

00:01:37.299 --> 00:01:38.340
We still did that the next day.

00:01:38.939 --> 00:01:39.441
Gotcha.

00:01:40.179 --> 00:01:40.459
All right,

00:01:40.498 --> 00:01:41.399
so the reason that you're going

00:01:41.418 --> 00:01:42.319
to hear sawing and

00:01:42.358 --> 00:01:44.099
hammering and just

00:01:44.140 --> 00:01:45.879
construction noise is I

00:01:45.920 --> 00:01:47.439
bought this house two, two and a half,

00:01:47.599 --> 00:01:48.421
three years ago.

00:01:48.980 --> 00:01:50.421
And the long term,

00:01:50.941 --> 00:01:52.301
actually the short term plan was like,

00:01:52.421 --> 00:01:53.242
okay, build a studio,

00:01:53.281 --> 00:01:54.262
build a proper office.

00:01:54.902 --> 00:01:55.802
But then you start looking

00:01:55.841 --> 00:01:56.742
around and you're like, well,

00:01:56.921 --> 00:01:57.923
I probably use my kitchen

00:01:58.123 --> 00:01:59.602
more than I'll use an office.

00:02:00.263 --> 00:02:00.582
Well,

00:02:00.722 --> 00:02:02.183
I'll probably use a pool or whatever.

00:02:02.222 --> 00:02:03.543
So you start doing the rest of the stuff.

00:02:03.584 --> 00:02:04.983
And these projects are a pain in the butt.

00:02:06.415 --> 00:02:07.855
I'm actually building a podcast studio.

00:02:07.876 --> 00:02:09.135
I'll share some pictures and

00:02:09.175 --> 00:02:09.776
stuff like that.

00:02:09.795 --> 00:02:10.316
You'll see me.

00:02:10.795 --> 00:02:11.997
Now I won't have to be live

00:02:12.037 --> 00:02:14.697
from my kitchen table.

00:02:14.736 --> 00:02:16.117
The idea was I was just

00:02:16.138 --> 00:02:17.497
going to have someone come

00:02:17.518 --> 00:02:18.878
in and do sheetrock and

00:02:18.959 --> 00:02:20.338
spackling because that's an

00:02:20.479 --> 00:02:21.058
art apparently.

00:02:21.199 --> 00:02:23.020
Throwing sheetrock up isn't an art,

00:02:23.039 --> 00:02:24.080
but the spackling is.

00:02:24.099 --> 00:02:26.241
That's what all my friends tell me.

00:02:26.381 --> 00:02:27.881
Of course, what's the first thing you do?

00:02:28.040 --> 00:02:28.641
I Googled it.

00:02:28.722 --> 00:02:29.562
I called a couple people.

00:02:30.361 --> 00:02:31.562
Nobody called me back, right?

00:02:31.581 --> 00:02:33.402
The people with the good SEO are busy.

00:02:33.462 --> 00:02:34.562
They didn't call me back.

00:02:34.823 --> 00:02:35.963
So of course, then what do you do?

00:02:36.163 --> 00:02:37.044
And what does every board at?

00:02:37.144 --> 00:02:38.304
Eighty-seven percent of PTs

00:02:38.324 --> 00:02:39.044
say where they get their,

00:02:39.283 --> 00:02:40.705
their patients from word of mouth.

00:02:41.224 --> 00:02:43.145
So I text a buddy who's super handy,

00:02:43.205 --> 00:02:44.265
who I've been to his house

00:02:44.306 --> 00:02:45.406
and his house is lights out.

00:02:45.425 --> 00:02:46.366
It's just amazing house.

00:02:46.926 --> 00:02:48.067
And I'm like, who do you use?

00:02:48.106 --> 00:02:48.787
Who do you trust?

00:02:48.826 --> 00:02:49.526
And he's like, got it.

00:02:50.306 --> 00:02:51.288
Set me one name and number.

00:02:52.448 --> 00:02:53.367
I didn't need to vet them.

00:02:53.647 --> 00:02:53.888
Right.

00:02:53.948 --> 00:02:55.408
Cause my buddy, Sean was like,

00:02:55.449 --> 00:02:56.709
these are the guys I'm like, got it.

00:02:56.748 --> 00:02:57.909
He came over, gave me a quote.

00:02:58.949 --> 00:02:59.090
Um,

00:03:00.239 --> 00:03:00.899
And he gave me the quote

00:03:00.919 --> 00:03:02.300
just for the sheet rock and the spackle.

00:03:02.879 --> 00:03:04.760
But now here comes the magic part.

00:03:05.260 --> 00:03:06.722
And I want to give him credit, right?

00:03:07.262 --> 00:03:07.822
So they were like,

00:03:08.143 --> 00:03:09.203
so what are you doing down here?

00:03:09.663 --> 00:03:09.862
Right?

00:03:09.902 --> 00:03:12.163
We immediately, he immediately turned.

00:03:12.664 --> 00:03:14.164
And this kid's like, this kid's like,

00:03:14.205 --> 00:03:15.325
twenty-one years old.

00:03:15.506 --> 00:03:16.485
And this is his company.

00:03:16.586 --> 00:03:17.546
And he works with his family.

00:03:17.866 --> 00:03:18.347
Right.

00:03:18.366 --> 00:03:19.328
Immediately turn the

00:03:19.348 --> 00:03:20.609
conversation from spackle

00:03:21.028 --> 00:03:23.871
and drywall and all that to

00:03:24.032 --> 00:03:24.991
what are you doing down here?

00:03:25.072 --> 00:03:26.413
Like, what's what's this going to be?

00:03:26.492 --> 00:03:27.774
And I was like, well, you know,

00:03:27.935 --> 00:03:29.235
I work from home and, you know,

00:03:29.295 --> 00:03:31.037
a studio podcast.

00:03:31.417 --> 00:03:32.098
And I also want to have an

00:03:32.138 --> 00:03:32.777
area to work out.

00:03:32.798 --> 00:03:33.658
And he's like, nice, nice.

00:03:33.699 --> 00:03:34.699
He's like, all right, cool.

00:03:34.719 --> 00:03:36.281
Well, here's the price for that.

00:03:37.331 --> 00:03:38.552
What are you doing with the floors?

00:03:39.073 --> 00:03:40.213
And I'm like, well, I bought, look,

00:03:40.253 --> 00:03:41.254
because he walked past the

00:03:41.495 --> 00:03:42.915
forty two boxes of floors I

00:03:42.936 --> 00:03:44.037
bought at Lowe's two weeks ago.

00:03:44.556 --> 00:03:45.358
And he's like, oh, cool.

00:03:45.418 --> 00:03:46.359
So you're going to install that.

00:03:46.598 --> 00:03:47.879
Like everything's a question.

00:03:47.900 --> 00:03:48.120
I mean,

00:03:48.139 --> 00:03:50.020
this guy probably read Chris Voss's book.

00:03:50.100 --> 00:03:50.361
Right.

00:03:50.921 --> 00:03:52.682
And I'm like, yeah, yeah,

00:03:52.763 --> 00:03:54.224
it's it's you know, I did it upstairs.

00:03:54.245 --> 00:03:54.944
It's not that hard.

00:03:54.985 --> 00:03:56.605
He's like, yeah, it's just time consuming.

00:03:56.626 --> 00:03:57.467
I'm like, yeah, yeah.

00:03:57.507 --> 00:03:58.687
He's like, I got a guy who does that.

00:03:58.707 --> 00:03:59.868
If you wanted a price for that, I was like,

00:03:59.889 --> 00:04:00.288
you know what?

00:04:00.729 --> 00:04:01.750
Yeah, give me a price for it.

00:04:02.270 --> 00:04:03.110
And the price was good.

00:04:03.411 --> 00:04:03.531
Right.

00:04:03.550 --> 00:04:04.051
It was fair.

00:04:04.512 --> 00:04:06.693
So I was like, huh, I could spend five.

00:04:06.993 --> 00:04:08.715
three weekends doing this,

00:04:08.895 --> 00:04:09.936
or I could pay these guys

00:04:09.975 --> 00:04:10.895
to just complete this.

00:04:11.336 --> 00:04:12.456
I like that second option

00:04:12.497 --> 00:04:13.418
where these guys do it and

00:04:13.578 --> 00:04:14.538
I can be now recording

00:04:14.579 --> 00:04:16.079
episodes or working.

00:04:16.720 --> 00:04:17.519
So it went from that.

00:04:17.740 --> 00:04:18.841
And then there's a room that

00:04:18.980 --> 00:04:20.401
precedes the room that I'm working on.

00:04:20.442 --> 00:04:20.701
He's like,

00:04:20.742 --> 00:04:23.223
and it's all wood paneling from like,

00:04:23.244 --> 00:04:25.324
like original from the house.

00:04:25.345 --> 00:04:26.365
What's the story with this room?

00:04:28.567 --> 00:04:31.449
Well, obviously like, you know,

00:04:31.468 --> 00:04:32.028
it's a little old,

00:04:32.069 --> 00:04:33.129
but I'm going to get to it.

00:04:33.209 --> 00:04:34.029
And he's like, yeah, yeah, yeah.

00:04:34.050 --> 00:04:34.850
And I totally get it.

00:04:36.211 --> 00:04:37.694
you just banged them both out at once.

00:04:37.754 --> 00:04:38.795
Like, would that make you feel?

00:04:38.814 --> 00:04:39.555
I was like, you know what?

00:04:39.596 --> 00:04:40.516
Give me a price for this room.

00:04:41.117 --> 00:04:42.579
So the whole downstairs, man,

00:04:42.658 --> 00:04:44.420
let's just cross sell.

00:04:45.720 --> 00:04:45.980
Yeah,

00:04:46.000 --> 00:04:49.142
but – and the funny part was like –

00:04:47.841 --> 00:04:50.322
and the prices were fair

00:04:50.362 --> 00:04:52.343
and they were like lower

00:04:52.362 --> 00:04:53.622
because in his mind he's probably like,

00:04:53.682 --> 00:04:54.723
I already got guys on site.

00:04:54.783 --> 00:04:56.204
Like if we're going to be here three days,

00:04:56.685 --> 00:04:58.165
four days is just a little more.

00:04:58.906 --> 00:05:00.625
And I'm getting a second

00:05:00.685 --> 00:05:02.687
room for – he didn't have

00:05:02.726 --> 00:05:03.747
to like throw at me like

00:05:03.987 --> 00:05:05.007
sixty percent off.

00:05:05.028 --> 00:05:06.809
He didn't have to lower his prices.

00:05:07.269 --> 00:05:08.750
He kept his prices the same, but he's like,

00:05:08.769 --> 00:05:08.850
well,

00:05:08.870 --> 00:05:10.310
my costs are lower so I can pass

00:05:10.329 --> 00:05:10.951
that on to you.

00:05:11.451 --> 00:05:14.052
So, I mean, just a good example of –

00:05:15.497 --> 00:05:17.399
what you can offer someone

00:05:17.899 --> 00:05:19.639
what's the point of them

00:05:19.699 --> 00:05:21.800
coming to you mine was get

00:05:21.860 --> 00:05:22.961
rid of the ugly basement

00:05:23.021 --> 00:05:23.901
and make it you it was

00:05:24.161 --> 00:05:26.103
unusable it was creepy it

00:05:26.122 --> 00:05:27.023
looked like the set of a

00:05:27.062 --> 00:05:28.923
movie saw and now I'm going

00:05:28.944 --> 00:05:29.843
to want to work out in

00:05:29.863 --> 00:05:31.064
there right now I'm going

00:05:31.084 --> 00:05:32.004
to want to spend time in

00:05:32.024 --> 00:05:33.146
there I'm going to be productive in there

00:05:33.625 --> 00:05:35.266
Um, so I don't know, man.

00:05:35.505 --> 00:05:37.266
I mean, to me, I was like, wow, well done.

00:05:37.387 --> 00:05:38.007
Even when you know,

00:05:38.086 --> 00:05:39.127
someone's doing the thing.

00:05:39.187 --> 00:05:39.827
I was like, yeah,

00:05:39.908 --> 00:05:41.627
I do want this room to not look heinous.

00:05:42.048 --> 00:05:42.867
And you helped me do that.

00:05:43.408 --> 00:05:45.569
I do want to whatever, not just, you know,

00:05:45.588 --> 00:05:46.908
make the pain in my knee go away.

00:05:47.048 --> 00:05:48.529
You want to now train for a marathon.

00:05:48.589 --> 00:05:49.910
Can you help me do that?

00:05:50.910 --> 00:05:52.831
And, uh, if you can,

00:05:52.971 --> 00:05:54.451
why aren't you asking that question?

00:05:54.591 --> 00:05:55.492
Is it because we have the

00:05:55.512 --> 00:05:56.252
Peace Corps gene?

00:05:56.331 --> 00:05:56.651
I don't know.

00:05:58.086 --> 00:05:58.586
So Dave,

00:05:58.665 --> 00:06:00.086
I want to hear your perspective

00:06:00.107 --> 00:06:01.487
because I'll share how we

00:06:01.608 --> 00:06:04.168
incorporate this from a

00:06:04.209 --> 00:06:05.689
third-party payer model.

00:06:05.990 --> 00:06:09.531
What do you guys do from a self-pay model?

00:06:09.612 --> 00:06:10.632
In regards to like asking

00:06:10.673 --> 00:06:11.473
other questions like, oh,

00:06:11.533 --> 00:06:12.454
how about this and that and

00:06:12.494 --> 00:06:13.834
trying to potentially add on?

00:06:14.194 --> 00:06:15.995
Expanding services, yeah,

00:06:16.036 --> 00:06:17.375
providing more value,

00:06:17.495 --> 00:06:18.776
increasing like the

00:06:18.836 --> 00:06:20.098
deliverables to an

00:06:20.158 --> 00:06:21.658
individual that maybe

00:06:21.699 --> 00:06:23.819
didn't come in thinking they needed this,

00:06:24.319 --> 00:06:25.920
but then you realize that they do.

00:06:27.560 --> 00:06:29.161
Yeah, so it's a similar approach.

00:06:29.680 --> 00:06:31.583
It's just asking questions, right?

00:06:31.622 --> 00:06:34.324
So it could be someone wants to start with,

00:06:34.624 --> 00:06:36.665
like for one client right

00:06:36.685 --> 00:06:38.226
now that specifically,

00:06:38.286 --> 00:06:41.288
so he had a mitral valve

00:06:41.649 --> 00:06:42.749
replacement surgery.

00:06:42.788 --> 00:06:44.410
So he had open heart surgery, right?

00:06:44.449 --> 00:06:46.471
So it was in-home physical

00:06:46.512 --> 00:06:48.952
therapy for checking his

00:06:48.992 --> 00:06:50.634
vital signs before, during,

00:06:50.653 --> 00:06:53.216
and after ambulation, all that.

00:06:53.836 --> 00:06:56.038
Then the ambulation went

00:06:56.057 --> 00:06:58.379
from inside to outside on the sidewalk,

00:06:58.399 --> 00:06:59.880
which Tony saw one of the videos.

00:07:00.461 --> 00:07:01.161
And then it was, you know,

00:07:01.182 --> 00:07:02.103
getting him eventually

00:07:02.122 --> 00:07:03.223
walking in Central Park.

00:07:03.264 --> 00:07:04.805
And now my therapist is

00:07:04.865 --> 00:07:06.466
walking around the reservoir,

00:07:06.487 --> 00:07:07.266
which is like the north

00:07:07.286 --> 00:07:08.307
side of the Central Park,

00:07:08.348 --> 00:07:09.829
like the big kind of like lake area.

00:07:10.750 --> 00:07:13.892
And now it went from post cardiac to.

00:07:14.994 --> 00:07:16.875
physical therapy to like

00:07:17.014 --> 00:07:20.235
balance and stability and longevity.

00:07:20.495 --> 00:07:21.555
But it was, it was,

00:07:21.935 --> 00:07:25.336
it was some of the questioning, um,

00:07:25.357 --> 00:07:26.358
which I think I need to get

00:07:26.377 --> 00:07:27.437
better with my therapist,

00:07:27.458 --> 00:07:28.697
like retraining them or

00:07:28.737 --> 00:07:30.199
just adding this into some training,

00:07:31.038 --> 00:07:32.038
but it just goes into questioning.

00:07:32.079 --> 00:07:32.600
Then of course, uh,

00:07:33.279 --> 00:07:34.660
a month out after his surgery,

00:07:34.699 --> 00:07:36.300
he was putting, um,

00:07:36.321 --> 00:07:37.600
during one of his therapy sessions,

00:07:37.661 --> 00:07:39.322
putting on his living room, you know,

00:07:39.341 --> 00:07:39.802
carpet, um,

00:07:40.422 --> 00:07:42.923
So then of course it's like, you know, Oh,

00:07:43.103 --> 00:07:44.886
when, like he was asking, when,

00:07:44.946 --> 00:07:45.927
when can I get back to golf?

00:07:45.947 --> 00:07:46.567
When, okay.

00:07:46.586 --> 00:07:47.788
So we got to take it in steps first,

00:07:47.827 --> 00:07:49.588
the putter, you know, then maybe we,

00:07:49.750 --> 00:07:51.310
then it's maybe some chipping, you know,

00:07:51.350 --> 00:07:53.252
some wedge shots, whatever, you know,

00:07:53.312 --> 00:07:55.093
then eventually, or the driving range,

00:07:55.113 --> 00:07:56.694
but the lighter, you know, irons,

00:07:56.714 --> 00:07:58.656
I'm not even, you know, uh,

00:07:58.697 --> 00:07:59.377
seasoned in golf,

00:07:59.677 --> 00:08:00.858
then eventually driving

00:08:00.918 --> 00:08:02.699
later and endurance.

00:08:02.720 --> 00:08:03.480
Do you have the endurance

00:08:03.500 --> 00:08:04.420
and the balance and the

00:08:04.461 --> 00:08:06.002
stability to get a whole round of golf?

00:08:06.023 --> 00:08:07.043
Maybe it's three holes.

00:08:07.064 --> 00:08:08.285
Maybe it's a half around a golf.

00:08:08.305 --> 00:08:08.404
Yeah.

00:08:09.024 --> 00:08:10.026
So, Tony,

00:08:10.045 --> 00:08:11.826
it's it's it's really like just

00:08:12.208 --> 00:08:13.389
asking open ended questions,

00:08:13.428 --> 00:08:14.649
kind of being like curious.

00:08:15.911 --> 00:08:16.870
And it's super important

00:08:16.891 --> 00:08:17.632
because you want to kind of

00:08:17.672 --> 00:08:19.213
dig down into what else

00:08:20.153 --> 00:08:21.134
someone really cares about.

00:08:21.154 --> 00:08:22.435
And it's not always like the first thing.

00:08:22.475 --> 00:08:23.656
It's not always just, you know,

00:08:23.797 --> 00:08:25.017
balance or stability.

00:08:25.038 --> 00:08:26.079
So you guys do that.

00:08:26.238 --> 00:08:27.139
You said you said, Tony,

00:08:27.158 --> 00:08:28.019
you do that in your clinic.

00:08:28.040 --> 00:08:29.081
So like how else you ask

00:08:29.100 --> 00:08:31.202
people what else is important to you?

00:08:31.262 --> 00:08:32.604
Like was it gym memberships

00:08:32.663 --> 00:08:33.924
or is it services or

00:08:33.985 --> 00:08:35.265
modalities or what else do you ask them?

00:08:36.041 --> 00:08:38.482
So it depends on the context

00:08:38.543 --> 00:08:39.342
of the situation.

00:08:39.383 --> 00:08:41.184
Yesterday, I had a patient.

00:08:41.245 --> 00:08:41.865
We were talking.

00:08:41.904 --> 00:08:43.145
He's a long-term patient.

00:08:43.625 --> 00:08:44.567
I think he's probably going

00:08:44.647 --> 00:08:46.609
on six or seven months of therapy.

00:08:47.408 --> 00:08:50.150
And I was going through this

00:08:50.191 --> 00:08:52.113
process with him just yesterday.

00:08:52.812 --> 00:08:54.254
He originally was referred

00:08:54.274 --> 00:08:55.235
for left shoulder pain.

00:08:56.192 --> 00:08:57.692
We're working on the left shoulder.

00:08:57.753 --> 00:08:59.914
Of course, he's got gait abnormalities.

00:08:59.955 --> 00:09:01.035
He's got drop foot.

00:09:01.076 --> 00:09:02.356
He's got some back issues.

00:09:02.376 --> 00:09:03.738
He's got neck issues.

00:09:04.197 --> 00:09:05.698
It's never one thing, right?

00:09:05.759 --> 00:09:06.799
It's like there's always a

00:09:06.840 --> 00:09:07.821
collection of things.

00:09:08.260 --> 00:09:11.124
Now, to Jimmy's point, and there's got,

00:09:11.283 --> 00:09:13.524
I don't like the Peace Corps gene.

00:09:13.544 --> 00:09:15.267
There's gotta be a better saying for this,

00:09:15.307 --> 00:09:16.827
but, you know,

00:09:17.107 --> 00:09:19.870
I grew up as a therapist being like,

00:09:20.049 --> 00:09:21.250
I'm treating the human,

00:09:21.331 --> 00:09:23.013
not the condition or the body part.

00:09:23.592 --> 00:09:25.774
So in my mind, I was like,

00:09:25.815 --> 00:09:27.235
if I'm a good therapist,

00:09:27.395 --> 00:09:28.796
I treat everything,

00:09:28.875 --> 00:09:29.956
I treat the whole person.

00:09:30.798 --> 00:09:33.659
But I don't agree with that

00:09:33.720 --> 00:09:35.380
concept anymore today,

00:09:35.441 --> 00:09:36.380
especially if I'm going to

00:09:36.421 --> 00:09:38.302
remain in the third-party payer system.

00:09:38.962 --> 00:09:40.923
If Medicare or Blue Cross or

00:09:40.964 --> 00:09:41.985
Humana is going to pay me

00:09:42.044 --> 00:09:43.745
for an evaluation for a condition,

00:09:43.846 --> 00:09:44.506
I'm going to do an

00:09:44.527 --> 00:09:46.788
evaluation for a condition.

00:09:47.408 --> 00:09:49.029
And so in a case like this,

00:09:49.990 --> 00:09:51.671
He comes in for the left shoulder.

00:09:52.192 --> 00:09:53.591
We address the left shoulder.

00:09:53.692 --> 00:09:54.712
I do believe there's going

00:09:54.732 --> 00:09:55.994
to be carryover benefit

00:09:56.033 --> 00:09:56.815
treating the shoulder.

00:09:56.855 --> 00:09:58.174
It's going to improve the neck.

00:09:58.515 --> 00:09:59.956
But if the neck doesn't improve,

00:10:00.076 --> 00:10:01.297
I'm going to finish the shoulder,

00:10:01.376 --> 00:10:02.477
discharge the shoulder and

00:10:02.498 --> 00:10:03.438
evaluate the neck.

00:10:03.859 --> 00:10:05.039
And then I'm going to treat the neck,

00:10:05.080 --> 00:10:07.061
discharge the neck and evaluate the gait.

00:10:07.541 --> 00:10:08.802
And I am going to do these

00:10:08.881 --> 00:10:10.903
as separate episodes of care.

00:10:12.484 --> 00:10:14.245
And now what happens is this

00:10:14.304 --> 00:10:15.684
individual gets, you know,

00:10:15.725 --> 00:10:16.985
continuity of care.

00:10:17.025 --> 00:10:18.046
He's been, like I said,

00:10:18.086 --> 00:10:19.907
with me for six or seven months now.

00:10:21.866 --> 00:10:23.967
Another example of something like that,

00:10:24.008 --> 00:10:27.568
though, to Jimmy's situation would be.

00:10:28.208 --> 00:10:29.490
You're treating the spouse.

00:10:29.529 --> 00:10:30.650
I'm treating the husband.

00:10:31.030 --> 00:10:31.532
And I'm like, hey,

00:10:31.552 --> 00:10:32.652
what's going on with your wife?

00:10:32.672 --> 00:10:33.373
How is she doing?

00:10:33.413 --> 00:10:33.692
You know,

00:10:33.712 --> 00:10:34.774
she looks like she's struggling

00:10:34.793 --> 00:10:35.995
to get around a little bit.

00:10:36.434 --> 00:10:37.696
Well, shoot, you're here.

00:10:37.775 --> 00:10:40.158
Why is your wife not doing therapy also?

00:10:40.217 --> 00:10:41.859
She's driving you to therapy.

00:10:42.359 --> 00:10:43.899
And multiple times that

00:10:43.921 --> 00:10:44.721
would be like adding

00:10:44.760 --> 00:10:47.143
another room on to the contractor job.

00:10:47.743 --> 00:10:49.403
multiple times were like, hey,

00:10:49.745 --> 00:10:51.065
families that sweat together,

00:10:51.105 --> 00:10:51.826
stick together,

00:10:51.865 --> 00:10:53.466
let's go get in here and

00:10:53.486 --> 00:10:54.488
get your butt moving.

00:10:55.107 --> 00:10:56.668
And so then we end up with couples.

00:10:56.948 --> 00:10:58.049
And I've shared pictures

00:10:58.110 --> 00:10:59.831
where at some point you

00:10:59.850 --> 00:11:00.932
look around my clinic,

00:11:00.971 --> 00:11:01.991
there'd be three or four

00:11:02.032 --> 00:11:03.393
husband and wife couples

00:11:03.833 --> 00:11:05.335
that are doing therapy together.

00:11:05.855 --> 00:11:08.356
And I think this goes back

00:11:08.397 --> 00:11:09.277
to the root problem,

00:11:09.317 --> 00:11:10.457
not the Peace Corps gene.

00:11:11.077 --> 00:11:11.639
But I think,

00:11:11.658 --> 00:11:13.240
and I want to hear your guys' take,

00:11:14.173 --> 00:11:15.553
I posted about this

00:11:16.494 --> 00:11:19.254
fundamental philosophical belief.

00:11:19.434 --> 00:11:21.375
Is it our job to show them

00:11:21.416 --> 00:11:22.255
what to do and then

00:11:22.316 --> 00:11:23.697
discharge them to go do it?

00:11:24.277 --> 00:11:25.697
Or is it our job to keep

00:11:25.738 --> 00:11:28.219
them in the ecosystem forever?

00:11:28.259 --> 00:11:29.418
Because everybody's always

00:11:29.438 --> 00:11:31.019
going to have something to improve,

00:11:31.059 --> 00:11:32.519
something to get better about.

00:11:33.480 --> 00:11:35.061
I've been on both sides of that fence.

00:11:35.160 --> 00:11:36.302
I've been the therapist who

00:11:36.322 --> 00:11:38.482
just wants to do this, this, this.

00:11:38.743 --> 00:11:40.984
I'll see you if you ever need me again.

00:11:41.864 --> 00:11:43.445
And I've been the therapist who's like,

00:11:43.485 --> 00:11:44.586
look, this is a journey.

00:11:44.645 --> 00:11:45.826
Let's get you better than

00:11:45.846 --> 00:11:46.606
you've ever been.

00:11:46.706 --> 00:11:48.447
Let's not just kick you out

00:11:48.668 --> 00:11:50.528
once you're good enough.

00:11:50.548 --> 00:11:51.229
What do you guys think?

00:11:52.250 --> 00:11:53.110
So the question is,

00:11:53.169 --> 00:11:54.610
is our job to teach them

00:11:54.630 --> 00:11:55.991
what to do and kick them or

00:11:56.032 --> 00:11:57.173
keep them in the ecosystem?

00:11:57.533 --> 00:12:02.135
I think our job is explain which one,

00:12:02.216 --> 00:12:02.956
explain what each looks

00:12:02.995 --> 00:12:04.256
like and then let them decide.

00:12:04.496 --> 00:12:06.477
I make suggestions, you make decisions,

00:12:06.817 --> 00:12:07.038
right?

00:12:07.418 --> 00:12:09.720
We can do this, but focus on

00:12:11.677 --> 00:12:13.859
Selling the hole, not the drill.

00:12:14.438 --> 00:12:15.519
And I need to make sure I

00:12:15.559 --> 00:12:16.419
say this because I've used

00:12:16.460 --> 00:12:17.419
this analogy before.

00:12:17.779 --> 00:12:22.642
Because you can use W-H-O-L-E or H-O-L-E.

00:12:22.782 --> 00:12:25.482
So keep in mind, a drill makes a hole,

00:12:25.702 --> 00:12:26.183
H-O-L-E.

00:12:26.403 --> 00:12:27.043
Because I was doing this

00:12:27.083 --> 00:12:28.024
presentation with students

00:12:28.043 --> 00:12:29.065
and they're like, we don't understand.

00:12:29.125 --> 00:12:30.485
Sell the drill, sell the hole drill?

00:12:30.544 --> 00:12:31.686
I'm like, no, no, no, hang on.

00:12:33.089 --> 00:12:34.870
So sell the outcome.

00:12:35.230 --> 00:12:36.772
So even the two situations

00:12:36.792 --> 00:12:37.712
you just explained there

00:12:37.753 --> 00:12:39.214
where Dave's a concierge

00:12:39.254 --> 00:12:41.495
and he's creating a

00:12:41.535 --> 00:12:42.817
relationship where he's like,

00:12:42.976 --> 00:12:44.077
I'm going to take you from

00:12:44.518 --> 00:12:45.318
not being able to walk

00:12:45.359 --> 00:12:47.640
across your carpeted floor

00:12:48.000 --> 00:12:49.182
to the eighteenth green.

00:12:49.782 --> 00:12:52.243
That is a relationship, right?

00:12:52.283 --> 00:12:53.923
But that's the model there.

00:12:54.024 --> 00:12:56.264
Dave, understand who his customer is.

00:12:56.666 --> 00:12:57.905
The same thing with Tony,

00:12:58.005 --> 00:12:59.486
except you're breaking it

00:12:59.547 --> 00:13:01.888
up into just smaller chapters, right?

00:13:01.927 --> 00:13:02.288
So you're like,

00:13:02.388 --> 00:13:03.328
I'm going to focus on this

00:13:03.369 --> 00:13:04.528
until we come to the end of this.

00:13:04.849 --> 00:13:05.789
And when we come to the end of this,

00:13:05.850 --> 00:13:07.030
I'll say, hey, by the way,

00:13:07.390 --> 00:13:08.991
I know shoulder, but now neck,

00:13:09.052 --> 00:13:09.892
we can do that.

00:13:10.312 --> 00:13:11.312
I don't think either is better.

00:13:12.392 --> 00:13:13.013
or worse,

00:13:13.273 --> 00:13:14.413
but you understand where the

00:13:14.453 --> 00:13:16.414
goalposts are and you kick to those.

00:13:16.995 --> 00:13:19.557
So sell the vacation, not the flight.

00:13:19.577 --> 00:13:21.860
American Airlines doesn't sell seats.

00:13:22.379 --> 00:13:22.799
If they did,

00:13:22.820 --> 00:13:24.061
they'd be stupid because

00:13:24.221 --> 00:13:25.623
they're getting smaller and smaller.

00:13:25.663 --> 00:13:28.044
But what they do sell is

00:13:28.365 --> 00:13:31.226
nonstop to Miami Beach from New York.

00:13:31.307 --> 00:13:32.548
And when you run that ad in

00:13:33.349 --> 00:13:35.350
February or January, the dead of winter,

00:13:35.691 --> 00:13:37.011
people from New York get on planes.

00:13:37.511 --> 00:13:39.732
So I just at no point did

00:13:39.753 --> 00:13:40.673
this guy discuss what kind

00:13:40.692 --> 00:13:41.373
of tools he had.

00:13:41.493 --> 00:13:42.192
He didn't tell me about his

00:13:42.232 --> 00:13:43.833
drills or how many years

00:13:43.894 --> 00:13:44.994
experience he had.

00:13:45.173 --> 00:13:45.433
Right.

00:13:46.033 --> 00:13:47.033
I bet you he would have told

00:13:47.073 --> 00:13:47.894
me if I asked.

00:13:48.355 --> 00:13:50.995
But we are very quick to sell the drills.

00:13:51.174 --> 00:13:52.436
We are drill sellers.

00:13:53.056 --> 00:13:55.897
But focus on you're going to

00:13:55.917 --> 00:13:57.677
be able to use this room in two weeks.

00:13:57.716 --> 00:13:58.417
And this is going to be the

00:13:58.456 --> 00:13:59.398
thing that you wanted to do.

00:13:59.418 --> 00:14:00.898
And you can decorate it however you want.

00:14:00.937 --> 00:14:04.359
So more of that, less, less, more hole,

00:14:04.558 --> 00:14:05.058
less drill.

00:14:06.279 --> 00:14:10.062
So first, the one thing I agree, Tony,

00:14:10.082 --> 00:14:11.484
like we would have like,

00:14:11.764 --> 00:14:14.466
we're treating just one client.

00:14:14.846 --> 00:14:15.927
We've never met them before.

00:14:16.347 --> 00:14:17.307
And then it's like,

00:14:17.849 --> 00:14:18.668
then eventually like the

00:14:18.729 --> 00:14:20.510
spouse or the family member starts.

00:14:20.791 --> 00:14:23.432
Also, this calendar year, first time ever,

00:14:23.633 --> 00:14:25.575
we've now hit our fourth

00:14:25.595 --> 00:14:27.155
family member for one particular family.

00:14:27.196 --> 00:14:28.297
So it's the husband, wife.

00:14:28.897 --> 00:14:30.799
And then the two sons, uh,

00:14:30.820 --> 00:14:31.961
I treated the husband like

00:14:32.662 --> 00:14:33.722
six something years ago.

00:14:33.783 --> 00:14:34.563
And then my other therapists

00:14:34.583 --> 00:14:36.307
have treated the wife last

00:14:36.346 --> 00:14:37.869
year and this year and the

00:14:37.908 --> 00:14:39.250
two sons this year for kind

00:14:39.269 --> 00:14:40.451
of like similar orthopedic

00:14:40.491 --> 00:14:41.874
issues like that, uh, Tony,

00:14:41.913 --> 00:14:42.955
that your son like recently

00:14:42.995 --> 00:14:44.035
hurt his thumb, like similar,

00:14:44.517 --> 00:14:45.217
similar things to that.

00:14:45.437 --> 00:14:46.460
So, um,

00:14:48.227 --> 00:14:50.349
it starts with like being, you know,

00:14:50.408 --> 00:14:51.590
either they love the service,

00:14:51.610 --> 00:14:52.591
they see the value so much

00:14:52.610 --> 00:14:53.650
and they're just like, Hey, like we,

00:14:53.892 --> 00:14:56.133
we want the son, daughter, spouse,

00:14:56.153 --> 00:14:56.913
whatever, you know,

00:14:56.932 --> 00:14:57.913
we want them to get started

00:14:57.994 --> 00:14:59.394
because they have this issue going on.

00:14:59.495 --> 00:15:00.875
Or you can again,

00:15:00.916 --> 00:15:02.297
prompt and train your

00:15:02.317 --> 00:15:04.518
therapist to say things like, you know,

00:15:04.597 --> 00:15:05.038
ask questions.

00:15:05.077 --> 00:15:07.059
Hey, I see, you know, I see your,

00:15:07.200 --> 00:15:08.399
your spouse has a limp,

00:15:08.461 --> 00:15:09.160
like what's going on there.

00:15:09.201 --> 00:15:10.721
Like, is that a new thing, an old thing,

00:15:10.741 --> 00:15:12.243
whatever, just asking questions.

00:15:12.763 --> 00:15:13.663
And then the other thing

00:15:13.683 --> 00:15:15.085
that Jimmy mentioned that made me,

00:15:15.825 --> 00:15:17.206
reflect on our clientele is

00:15:17.606 --> 00:15:18.648
we definitely do have

00:15:18.707 --> 00:15:19.908
sometimes some of those

00:15:19.948 --> 00:15:21.450
clients that are kind of like episodic,

00:15:21.490 --> 00:15:21.710
right?

00:15:21.730 --> 00:15:22.091
So they,

00:15:22.510 --> 00:15:24.633
they are kind of like you're saying,

00:15:24.653 --> 00:15:25.553
like kind of like Tony's

00:15:25.573 --> 00:15:26.455
approach where it's like,

00:15:26.794 --> 00:15:27.596
they're looking to just use

00:15:27.615 --> 00:15:28.456
whatever's under their out

00:15:28.476 --> 00:15:29.857
of network insurance benefits,

00:15:30.278 --> 00:15:31.499
whatever authorized visits,

00:15:32.200 --> 00:15:32.900
and then they're done.

00:15:33.041 --> 00:15:34.162
So it's an orthopedic issue

00:15:34.201 --> 00:15:34.902
typically for them.

00:15:35.783 --> 00:15:37.004
And then our geriatric

00:15:37.043 --> 00:15:38.163
neurological conditions,

00:15:38.864 --> 00:15:41.144
those folks will typically

00:15:41.345 --> 00:15:42.966
stay with us a really long

00:15:43.046 --> 00:15:45.226
time because they love the relationship,

00:15:45.246 --> 00:15:46.047
the rapport, all that,

00:15:46.086 --> 00:15:47.727
plus the value that they're getting.

00:15:47.788 --> 00:15:50.589
So we still get a little bit of both,

00:15:51.389 --> 00:15:53.791
but the ones that have the

00:15:54.130 --> 00:15:55.051
affinity to us just

00:15:55.091 --> 00:15:56.851
typically tend to be sixty

00:15:56.892 --> 00:15:58.952
five plus and have a bunch

00:15:58.993 --> 00:15:59.812
of those things going on.

00:15:59.852 --> 00:16:01.793
And we eventually can attack

00:16:01.833 --> 00:16:02.833
and solve a bunch of their

00:16:02.854 --> 00:16:03.855
challenges over time.

00:16:05.000 --> 00:16:05.379
Yeah,

00:16:05.480 --> 00:16:07.220
I think so much of it comes back to

00:16:07.360 --> 00:16:08.980
what's the business you want to build?

00:16:09.900 --> 00:16:10.181
You know,

00:16:10.240 --> 00:16:12.120
when we talk about like selling

00:16:12.181 --> 00:16:14.302
the vacation, selling the beach,

00:16:14.381 --> 00:16:15.162
not the flight,

00:16:15.701 --> 00:16:17.562
that's cool unless you're

00:16:17.621 --> 00:16:19.822
the pilot or the airline.

00:16:19.863 --> 00:16:22.543
Like at some point I

00:16:22.582 --> 00:16:23.663
struggle with that idea

00:16:23.682 --> 00:16:24.923
because I'm going to be the

00:16:25.143 --> 00:16:27.063
one in the clinic pushing

00:16:27.104 --> 00:16:28.163
this person to do the

00:16:28.203 --> 00:16:29.224
things they don't want to do.

00:16:29.803 --> 00:16:31.965
So if I was a salesperson

00:16:32.105 --> 00:16:34.144
somewhere else selling a plan of care,

00:16:34.705 --> 00:16:35.785
Absolutely, baby.

00:16:35.846 --> 00:16:37.006
I'm going to sell the vision.

00:16:37.047 --> 00:16:37.988
I'm going to sell, look,

00:16:38.008 --> 00:16:38.768
you're going to be walking

00:16:38.788 --> 00:16:40.769
on the beach in France.

00:16:40.789 --> 00:16:42.051
You're going to be drinking wine.

00:16:42.071 --> 00:16:43.032
You're going to be traveling

00:16:43.052 --> 00:16:43.711
with your family.

00:16:43.732 --> 00:16:44.913
You're going to be doing all this stuff.

00:16:44.953 --> 00:16:45.714
That's what I'm going to

00:16:45.774 --> 00:16:47.836
sell if I'm not the therapist.

00:16:47.895 --> 00:16:49.236
But if I'm the therapist,

00:16:49.857 --> 00:16:51.359
I'm going to be there with them.

00:16:51.418 --> 00:16:53.980
So if I sell this dream and

00:16:54.020 --> 00:16:55.081
then I'm in the trenches

00:16:55.142 --> 00:16:56.883
with them every day making

00:16:56.923 --> 00:16:58.465
them do things they don't want to do,

00:16:59.184 --> 00:17:00.285
I think that's really hard.

00:17:00.566 --> 00:17:02.687
So I think you have to understand,

00:17:03.168 --> 00:17:04.208
you know, where are you?

00:17:04.268 --> 00:17:05.628
What do you what?

00:17:05.909 --> 00:17:06.549
You don't agree.

00:17:07.650 --> 00:17:08.770
So you tell me then.

00:17:09.982 --> 00:17:10.343
Well,

00:17:10.363 --> 00:17:11.982
so you're either if you're the staff

00:17:12.002 --> 00:17:13.884
therapist yourself or me or

00:17:13.923 --> 00:17:16.064
Jimmy or your team members,

00:17:16.463 --> 00:17:18.184
like that's part of the job.

00:17:18.224 --> 00:17:19.144
Like they need they need to

00:17:19.164 --> 00:17:20.845
be coached up and trained on that.

00:17:20.944 --> 00:17:22.885
Like they need to be supported.

00:17:23.185 --> 00:17:25.026
They need to be coached on.

00:17:25.566 --> 00:17:27.165
Here's here's what can help

00:17:27.185 --> 00:17:29.946
them the best is if you can spur that,

00:17:29.987 --> 00:17:31.507
like if you can kind of get

00:17:31.527 --> 00:17:32.166
that out of them.

00:17:32.928 --> 00:17:34.228
I don't I'm not sure why.

00:17:35.454 --> 00:17:37.175
that wouldn't fit the

00:17:37.316 --> 00:17:38.798
treating physical therapist.

00:17:38.837 --> 00:17:40.219
Like why, Tony, why wouldn't you wanna,

00:17:40.719 --> 00:17:41.199
why wouldn't you wanna

00:17:41.259 --> 00:17:42.400
coach them and make sure

00:17:42.420 --> 00:17:43.560
that they're asking these questions,

00:17:43.580 --> 00:17:45.623
that they're kind of invested in the,

00:17:45.663 --> 00:17:47.044
and this is, again, it's not, you know,

00:17:47.104 --> 00:17:47.944
snake oil or anything.

00:17:47.964 --> 00:17:48.664
It's not like we're selling

00:17:48.684 --> 00:17:49.726
them something with like a

00:17:49.846 --> 00:17:50.547
crazy amount of side

00:17:50.567 --> 00:17:51.247
effects or something.

00:17:51.287 --> 00:17:52.268
Yeah, well,

00:17:52.288 --> 00:17:53.469
let me see if I understand the question,

00:17:53.568 --> 00:17:54.450
like reframe the question.

00:17:56.852 --> 00:17:59.854
I'm just saying there's a

00:17:59.874 --> 00:18:00.933
difference between if I'm

00:18:00.973 --> 00:18:01.994
the treating therapist

00:18:02.035 --> 00:18:03.555
selling the plan of care

00:18:03.934 --> 00:18:05.796
versus I'm a front desk.

00:18:05.836 --> 00:18:07.616
I'm talking to Jerry Durham today.

00:18:07.977 --> 00:18:08.857
We're going to talk about

00:18:08.917 --> 00:18:09.617
this a little bit.

00:18:09.657 --> 00:18:10.758
So if I'm the front desk

00:18:10.778 --> 00:18:11.699
sitting behind the phone,

00:18:11.719 --> 00:18:13.259
I'm never going to treat that person.

00:18:13.960 --> 00:18:15.259
I will sell the vision.

00:18:15.359 --> 00:18:16.381
I will sell the dream.

00:18:16.480 --> 00:18:18.561
I will sell the expectation

00:18:18.642 --> 00:18:19.721
of like sitting on the

00:18:19.761 --> 00:18:21.923
beach pain-free and doing

00:18:21.982 --> 00:18:23.324
all of the things you love doing.

00:18:23.644 --> 00:18:26.265
Yeah, I don't have anything to lose.

00:18:26.625 --> 00:18:28.567
And I want that patient to get to that.

00:18:28.606 --> 00:18:30.647
Like, I'm genuinely doing it for the best,

00:18:31.147 --> 00:18:31.847
best of the patient.

00:18:31.867 --> 00:18:33.909
But if I'm the treating therapist,

00:18:34.690 --> 00:18:35.670
I'm the one that's going to

00:18:35.730 --> 00:18:37.691
be there taking that person

00:18:37.711 --> 00:18:38.751
through the exercises,

00:18:38.811 --> 00:18:39.852
making them do the things

00:18:39.872 --> 00:18:41.313
they don't want to do, you know,

00:18:41.333 --> 00:18:43.913
pushing them beyond the threshold,

00:18:43.953 --> 00:18:45.474
like appropriately dosing

00:18:45.494 --> 00:18:46.556
them with activity.

00:18:46.576 --> 00:18:46.736
Yeah.

00:18:47.852 --> 00:18:49.113
It's just a different thing

00:18:49.153 --> 00:18:50.534
that I'm delivering.

00:18:51.074 --> 00:18:52.335
I'm not delivering the dream

00:18:52.394 --> 00:18:54.895
anymore in the therapy session.

00:18:54.935 --> 00:18:55.996
So I need to be able to

00:18:56.257 --> 00:18:58.397
genuinely sell the therapy session.

00:18:58.637 --> 00:18:58.857
Oh yes.

00:18:58.897 --> 00:18:59.077
Yes.

00:18:59.317 --> 00:19:00.598
So, so to me, it's just, it's a,

00:19:00.838 --> 00:19:02.519
it's a matter of timeframe, right?

00:19:02.539 --> 00:19:04.121
It's a matter of, it's a matter of scale,

00:19:04.161 --> 00:19:05.221
which is like, Hey,

00:19:05.601 --> 00:19:06.781
do you want to run this marathon?

00:19:06.961 --> 00:19:07.461
Yeah.

00:19:07.521 --> 00:19:09.182
Picture yourself like crossing the,

00:19:09.482 --> 00:19:11.443
crossing the finish line the next day,

00:19:11.483 --> 00:19:12.845
marathon Monday, wearing your metal,

00:19:12.904 --> 00:19:13.085
right?

00:19:13.164 --> 00:19:13.846
Are you bought in?

00:19:14.026 --> 00:19:14.365
Yes.

00:19:14.526 --> 00:19:14.865
Check.

00:19:15.185 --> 00:19:16.027
Stop selling that.

00:19:16.646 --> 00:19:17.769
If you sell past the sale,

00:19:17.788 --> 00:19:18.890
it's called buyer's remorse.

00:19:19.171 --> 00:19:19.971
Stop selling that.

00:19:19.991 --> 00:19:21.192
Like we booked done.

00:19:21.213 --> 00:19:22.134
Stop talking about that.

00:19:22.414 --> 00:19:22.816
Great.

00:19:23.155 --> 00:19:23.256
Now,

00:19:23.276 --> 00:19:24.678
do you understand what it's now going

00:19:24.718 --> 00:19:25.358
to take when we go

00:19:25.439 --> 00:19:27.742
backwards from twenty six to mile zero?

00:19:27.883 --> 00:19:28.222
Yes.

00:19:28.463 --> 00:19:29.545
Then starting Monday.

00:19:29.965 --> 00:19:30.205
Right.

00:19:30.546 --> 00:19:32.068
So then Tony sells today.

00:19:32.088 --> 00:19:33.230
We're going to do this.

00:19:34.229 --> 00:19:34.469
Right.

00:19:34.788 --> 00:19:36.450
And whenever there's a in my mind,

00:19:36.490 --> 00:19:39.131
whenever there's a resistance or like, oh,

00:19:39.171 --> 00:19:39.770
just dragging.

00:19:39.810 --> 00:19:40.852
Hey, man, picture that thing.

00:19:41.172 --> 00:19:42.852
Remember, it's almost on cue.

00:19:42.872 --> 00:19:43.532
The saw starts.

00:19:43.972 --> 00:19:44.792
Remember, remember,

00:19:45.012 --> 00:19:45.993
remember why we're here.

00:19:46.054 --> 00:19:46.233
Right.

00:19:46.273 --> 00:19:46.493
So, yeah,

00:19:46.513 --> 00:19:47.954
you can't sell the marathon and

00:19:47.974 --> 00:19:49.694
the finish line in every step of the way.

00:19:49.734 --> 00:19:50.615
I totally agree with that.

00:19:51.256 --> 00:19:52.455
That's not easy to do.

00:19:52.596 --> 00:19:52.796
Right.

00:19:52.836 --> 00:19:54.497
Because the sucky part has

00:19:54.517 --> 00:19:55.978
to come leading up to that.

00:19:56.998 --> 00:19:58.358
I firmly disagree.

00:19:58.459 --> 00:19:59.558
Okay.

00:19:59.679 --> 00:20:00.839
If you're the treating therapist,

00:20:00.880 --> 00:20:02.259
if you're, if you're, by the way,

00:20:02.319 --> 00:20:03.381
all the therapists out there, right?

00:20:03.401 --> 00:20:04.780
Like they want to make a hundred thousand,

00:20:05.201 --> 00:20:06.201
more than a hundred thousand, whatever.

00:20:06.701 --> 00:20:07.801
Here's how you do it.

00:20:07.842 --> 00:20:09.823
Here's how you excite and

00:20:09.903 --> 00:20:10.963
woo owners like me,

00:20:11.003 --> 00:20:11.983
or maybe even Tony

00:20:12.104 --> 00:20:14.224
eventually once we can change his mind.

00:20:15.270 --> 00:20:17.272
OK, if I'm treating Tony Maritato,

00:20:17.292 --> 00:20:19.095
if Tony is my patient and

00:20:19.115 --> 00:20:21.356
Tony wants to run the Ohio marathon in,

00:20:21.376 --> 00:20:23.499
I don't know, in a month or two,

00:20:24.259 --> 00:20:25.280
I'm going to be treating him.

00:20:25.340 --> 00:20:27.102
And if I'm really if I'm

00:20:27.241 --> 00:20:28.683
really trained up on,

00:20:29.203 --> 00:20:30.265
I want to continue to kind

00:20:30.325 --> 00:20:32.067
of dangle the carrot professionally,

00:20:32.307 --> 00:20:33.147
nicely for Tony.

00:20:33.208 --> 00:20:34.568
Tony doesn't want to do the exercises,

00:20:34.608 --> 00:20:36.471
the drills, the strength training,

00:20:36.790 --> 00:20:37.432
whatever it is,

00:20:37.471 --> 00:20:38.393
but he just wants to run

00:20:38.413 --> 00:20:39.493
the marathon professionally.

00:20:39.653 --> 00:20:41.718
Every like I can during the visits,

00:20:41.858 --> 00:20:43.260
I can say, Tony, hey,

00:20:43.321 --> 00:20:44.564
I know this is not optimal.

00:20:44.624 --> 00:20:44.763
Hey,

00:20:44.824 --> 00:20:46.407
I know you're a you're an obsessed

00:20:46.448 --> 00:20:47.269
runner who doesn't like the

00:20:47.308 --> 00:20:47.809
strength train.

00:20:49.166 --> 00:20:50.788
We're doing this thing because,

00:20:51.048 --> 00:20:53.089
like Jimmy said, at mile fourteen,

00:20:53.130 --> 00:20:53.730
fifteen, whatever,

00:20:53.750 --> 00:20:54.550
this is when you're going

00:20:54.570 --> 00:20:55.652
to start to fatigue or whatever.

00:20:55.711 --> 00:20:58.173
This clam, you know, sideline bridge,

00:20:58.193 --> 00:20:59.634
whatever drill exercise,

00:20:59.674 --> 00:21:00.395
single leg stance,

00:21:00.415 --> 00:21:01.497
throwing the ball off the wall.

00:21:02.037 --> 00:21:02.778
I know we're doing this

00:21:02.798 --> 00:21:03.538
thing that kind of looks

00:21:03.597 --> 00:21:04.759
silly and it looks like a

00:21:04.818 --> 00:21:06.420
silly TikTok or Instagram video.

00:21:07.260 --> 00:21:08.321
I know you kind of feel you

00:21:08.342 --> 00:21:09.363
said you kind of feel embarrassed,

00:21:09.383 --> 00:21:09.702
whatever.

00:21:10.143 --> 00:21:12.085
But put that to the side for a second.

00:21:12.384 --> 00:21:13.546
We're doing this drill

00:21:13.586 --> 00:21:15.747
because at mile fifteen or

00:21:15.787 --> 00:21:17.568
sixteen or twenty or twenty

00:21:17.828 --> 00:21:18.368
one or whatever.

00:21:19.170 --> 00:21:20.050
That's when you're going to

00:21:20.290 --> 00:21:22.071
have more rubbing on your

00:21:22.132 --> 00:21:24.012
knee or more fatigue or

00:21:24.053 --> 00:21:26.194
weakness or whatever, insert whatever.

00:21:27.056 --> 00:21:28.135
But we're doing this thing

00:21:28.175 --> 00:21:29.856
because this will help you

00:21:30.357 --> 00:21:31.459
complete the marathon.

00:21:31.519 --> 00:21:32.479
You said your family's going

00:21:32.499 --> 00:21:33.539
to be there at the finish line.

00:21:33.799 --> 00:21:34.401
You said it's really

00:21:34.421 --> 00:21:35.981
important to get across the finish line,

00:21:36.001 --> 00:21:37.923
to get a picture at the finish line,

00:21:39.163 --> 00:21:40.204
get your medal, all that.

00:21:40.845 --> 00:21:41.605
I know these things,

00:21:41.885 --> 00:21:42.986
they might not be optimal.

00:21:43.026 --> 00:21:44.047
We need to keep the vision

00:21:44.186 --> 00:21:45.827
on the thing that you really want to do.

00:21:45.907 --> 00:21:47.489
You said that's really important to you.

00:21:47.888 --> 00:21:49.410
You want to finish the race

00:21:50.049 --> 00:21:51.010
and here's how we're going to do it.

00:21:51.030 --> 00:21:52.632
So anytime my patient or client,

00:21:53.152 --> 00:21:55.614
in this case, Tony, gets frustrated,

00:21:55.713 --> 00:21:57.694
flustered, shows up late to a visit,

00:21:57.775 --> 00:21:58.955
says he doesn't want to do something,

00:21:59.016 --> 00:21:59.496
says, hey,

00:21:59.516 --> 00:22:00.717
I'd rather you just like rub my

00:22:00.777 --> 00:22:01.557
butt and I don't want to do

00:22:01.576 --> 00:22:02.458
the drills or whatever.

00:22:03.463 --> 00:22:04.044
Hey, Tony,

00:22:04.124 --> 00:22:05.005
I totally understand where

00:22:05.025 --> 00:22:05.545
you're coming from.

00:22:05.605 --> 00:22:06.684
I know this is challenging,

00:22:07.144 --> 00:22:09.046
but I need to redirect you

00:22:09.666 --> 00:22:10.527
to your main goal.

00:22:10.626 --> 00:22:11.487
And this is your main goal

00:22:11.547 --> 00:22:12.548
is finishing this race.

00:22:12.928 --> 00:22:13.528
So, guys,

00:22:14.208 --> 00:22:15.348
why can't a physical therapist do

00:22:15.388 --> 00:22:16.729
any of this in the visit?

00:22:17.170 --> 00:22:17.549
Oh, no, no.

00:22:17.609 --> 00:22:18.329
I'm not saying you can't.

00:22:18.490 --> 00:22:19.190
I agree with you.

00:22:20.151 --> 00:22:21.471
Yeah, I'm not saying they can't.

00:22:21.750 --> 00:22:23.951
But I would say now listening to you,

00:22:23.971 --> 00:22:25.512
like hearing your perspective.

00:22:26.214 --> 00:22:29.077
This this is the one percent.

00:22:29.278 --> 00:22:31.460
You know, this is the top of the top.

00:22:31.940 --> 00:22:32.421
And I agree.

00:22:32.441 --> 00:22:32.580
Like,

00:22:32.601 --> 00:22:33.741
this is the person that should be

00:22:33.781 --> 00:22:37.065
making hundreds of thousands of a year.

00:22:38.066 --> 00:22:39.846
It's not your typical staff therapist.

00:22:39.906 --> 00:22:40.788
It's not the therapist.

00:22:40.807 --> 00:22:41.648
They're not trained.

00:22:41.689 --> 00:22:42.569
They're not trained usually.

00:22:43.810 --> 00:22:45.892
I don't think you can train that therapist,

00:22:45.932 --> 00:22:47.252
the typical therapist,

00:22:47.292 --> 00:22:48.894
to do what you describe.

00:22:49.314 --> 00:22:50.375
It's not in their nature.

00:22:50.494 --> 00:22:51.755
It's not what they want to do.

00:22:52.375 --> 00:22:53.856
They would rather give up

00:22:54.237 --> 00:22:55.798
the twenty or thirty extra

00:22:55.837 --> 00:22:56.877
thousand a year and just

00:22:56.919 --> 00:22:58.159
complain about not having

00:22:58.219 --> 00:22:59.940
it than do what you're

00:23:00.079 --> 00:23:03.122
expecting them to do.

00:23:03.142 --> 00:23:03.903
But you disagree.

00:23:04.542 --> 00:23:07.744
You think you can train them?

00:23:07.964 --> 00:23:08.184
I mean,

00:23:08.546 --> 00:23:12.228
this could be part of the hiring process.

00:23:13.936 --> 00:23:15.377
I think I think I think you

00:23:15.397 --> 00:23:17.358
can I think you can turn it.

00:23:17.398 --> 00:23:18.839
You can train it if they want to do it.

00:23:19.000 --> 00:23:20.760
Some people want to be the pilot.

00:23:21.040 --> 00:23:22.481
I just want to show up at seven a.m.,

00:23:22.882 --> 00:23:23.702
fly the plane.

00:23:23.903 --> 00:23:24.163
Right.

00:23:24.522 --> 00:23:25.364
And then I want to be done.

00:23:25.544 --> 00:23:26.304
And that's OK.

00:23:26.765 --> 00:23:27.805
This is part of flying the plane.

00:23:27.904 --> 00:23:28.365
If you want to.

00:23:29.066 --> 00:23:30.227
Maybe it's the top one percent.

00:23:30.326 --> 00:23:30.727
I don't know.

00:23:31.386 --> 00:23:34.108
But but like this, this is OK.

00:23:34.148 --> 00:23:36.049
So the guy going back to the beginning,

00:23:36.089 --> 00:23:36.990
the guy that came to

00:23:37.010 --> 00:23:39.051
Jimmy's basement and was like, so, hey,

00:23:39.132 --> 00:23:40.512
what like what are you doing down here?

00:23:41.133 --> 00:23:43.374
Oh, well, like you're, you want to redo it,

00:23:43.394 --> 00:23:43.953
but you're not going to,

00:23:43.973 --> 00:23:44.513
you're not going to just

00:23:44.554 --> 00:23:45.954
redo it and then never be here.

00:23:46.035 --> 00:23:47.234
So like, what are, what are you, oh,

00:23:47.255 --> 00:23:47.894
you're going to be doing,

00:23:47.934 --> 00:23:48.715
maybe you're going to do

00:23:48.736 --> 00:23:50.256
workouts on this side and then you're, oh,

00:23:50.296 --> 00:23:51.717
you're a podcast studio over here.

00:23:51.916 --> 00:23:52.656
Oh, that's interesting.

00:23:53.277 --> 00:23:54.477
So why is this important to you?

00:23:54.497 --> 00:23:55.097
Like you want to have your

00:23:55.137 --> 00:23:56.817
own space and you want to invest,

00:23:56.938 --> 00:23:57.218
you know,

00:23:57.518 --> 00:23:59.058
money and all that because you

00:23:59.078 --> 00:23:59.778
want to have a place for

00:23:59.798 --> 00:24:00.499
your health and wellness.

00:24:00.759 --> 00:24:01.460
Now I know they're not going

00:24:01.480 --> 00:24:02.440
to go that deep, right?

00:24:02.539 --> 00:24:06.181
But I'm curious now with that guy, Jimmy,

00:24:06.260 --> 00:24:08.102
who you got in your basement, right?

00:24:09.048 --> 00:24:10.152
Stop saying I have a guy in

00:24:10.172 --> 00:24:13.623
my basement that's freaking me out.

00:24:13.884 --> 00:24:14.766
He can leave whenever he wants.

00:24:14.786 --> 00:24:15.367
He's not chained.

00:24:16.836 --> 00:24:18.336
I'm curious if you,

00:24:18.376 --> 00:24:19.797
maybe you ask him if you want next time,

00:24:19.856 --> 00:24:20.938
like, I'm curious, like, did he,

00:24:20.958 --> 00:24:23.398
was he trained or is he the owner?

00:24:23.499 --> 00:24:24.439
And he just, he,

00:24:24.598 --> 00:24:26.799
he wants to kind of dig into his, his,

00:24:27.180 --> 00:24:27.980
his customers and his

00:24:28.020 --> 00:24:30.801
clients because not everyone, Tony,

00:24:30.821 --> 00:24:31.082
you're right.

00:24:31.122 --> 00:24:32.221
Not every therapist is going to do this,

00:24:32.321 --> 00:24:34.583
but I think a lot of therapists are,

00:24:34.722 --> 00:24:36.804
are coachable and I hate,

00:24:36.884 --> 00:24:38.825
I don't want to say trained and trainable,

00:24:38.865 --> 00:24:39.144
but they're,

00:24:39.204 --> 00:24:40.086
they're definitely coachable

00:24:40.185 --> 00:24:42.226
and moldable to do this.

00:24:42.547 --> 00:24:43.267
It's not that hard.

00:24:44.605 --> 00:24:45.645
Yeah, I don't think he was trained.

00:24:45.665 --> 00:24:46.645
That's by Reed anyway.

00:24:46.726 --> 00:24:47.626
Because I asked him,

00:24:47.646 --> 00:24:48.707
how long have you been doing this?

00:24:48.727 --> 00:24:49.887
He's like, seven or eight years.

00:24:50.327 --> 00:24:52.308
Learned from my dad, this family business.

00:24:52.628 --> 00:24:53.650
Unless they did do that.

00:24:53.690 --> 00:24:55.170
But he literally was at...

00:24:55.529 --> 00:24:57.490
And this does not have to be a sell.

00:24:58.211 --> 00:25:00.573
I think in the comments, Scott had said,

00:25:00.653 --> 00:25:01.953
I prefer helping to buy...

00:25:02.713 --> 00:25:03.935
Versus trying to sell.

00:25:03.996 --> 00:25:04.777
Good, don't sell.

00:25:05.176 --> 00:25:06.439
I've used this analogy before.

00:25:06.778 --> 00:25:09.102
My dad was a New York City firefighter.

00:25:09.442 --> 00:25:11.644
You think they had to sell, stop, drop,

00:25:11.684 --> 00:25:12.125
and roll?

00:25:12.285 --> 00:25:14.327
Or did they just explain, hey,

00:25:14.367 --> 00:25:16.049
if this happens, you do that, right?

00:25:16.250 --> 00:25:19.094
So the guy asked me very – I mean,

00:25:19.134 --> 00:25:19.894
he's got his saw.

00:25:19.914 --> 00:25:20.454
It's very loud.

00:25:20.474 --> 00:25:21.355
I don't know if you guys can hear that,

00:25:21.395 --> 00:25:22.117
but –

00:25:22.107 --> 00:25:24.169
It's very loud.

00:25:24.189 --> 00:25:24.949
Sorry, I keep muting,

00:25:24.989 --> 00:25:28.009
but this is the song of my

00:25:28.049 --> 00:25:29.170
people for the last three days.

00:25:29.770 --> 00:25:30.330
Keep in mind,

00:25:30.510 --> 00:25:31.570
he didn't sell how loud it

00:25:31.590 --> 00:25:32.131
was going to be,

00:25:32.392 --> 00:25:33.291
but I'm dealing with that

00:25:33.311 --> 00:25:35.113
because I'm like, oh, when he's gone,

00:25:35.133 --> 00:25:36.073
this is going to be great.

00:25:37.292 --> 00:25:38.074
But the point I was trying

00:25:38.094 --> 00:25:39.933
to make was the questions were like, hey,

00:25:40.134 --> 00:25:41.075
so what are we doing over here?

00:25:42.434 --> 00:25:43.036
Stop there.

00:25:43.496 --> 00:25:44.297
Or do you want me to do

00:25:44.336 --> 00:25:44.917
something like this?

00:25:45.438 --> 00:25:45.919
How about those?

00:25:46.038 --> 00:25:47.601
How about those pipes that are exposed?

00:25:47.681 --> 00:25:49.021
Do you want to leave those

00:25:49.061 --> 00:25:50.182
or wants to box those in?

00:25:50.222 --> 00:25:50.903
I was like, you know what?

00:25:50.943 --> 00:25:52.246
Those would look pretty dope boxed in.

00:25:52.266 --> 00:25:53.346
It's not to see those anymore.

00:25:53.846 --> 00:25:55.989
So you don't have to be a

00:25:56.109 --> 00:25:57.912
salesperson to ask these questions.

00:25:58.471 --> 00:25:59.894
What I would say is here's

00:25:59.933 --> 00:26:01.335
the one thing maybe to tie

00:26:01.355 --> 00:26:02.496
back what Tony was just saying.

00:26:03.257 --> 00:26:04.096
Something that is very

00:26:04.136 --> 00:26:04.978
difficult or maybe

00:26:05.018 --> 00:26:06.478
impossible to teach or to

00:26:06.518 --> 00:26:08.739
instill is curiosity, right?

00:26:08.999 --> 00:26:09.538
I think that's the

00:26:09.578 --> 00:26:10.699
difference between me and a

00:26:10.739 --> 00:26:11.459
lot of different people.

00:26:11.499 --> 00:26:12.720
I do not think I'm smarter

00:26:13.039 --> 00:26:15.400
or faster or whatever than most people.

00:26:15.539 --> 00:26:17.340
I think I'm devastatingly curious.

00:26:17.760 --> 00:26:19.161
And I think that leads me to places.

00:26:19.461 --> 00:26:20.602
Some of those places involve

00:26:20.662 --> 00:26:22.102
me and a guy in my basement, apparently.

00:26:22.662 --> 00:26:25.022
Other places are like where

00:26:25.063 --> 00:26:26.042
good things happen, right?

00:26:26.063 --> 00:26:27.183
Where like situations happen.

00:26:27.223 --> 00:26:29.624
I think if you're honestly curious,

00:26:30.064 --> 00:26:31.984
you can get to the bottom of things fast.

00:26:33.199 --> 00:26:34.682
Or get to the bottom of things faster.

00:26:34.883 --> 00:26:35.885
Maybe you never get there if

00:26:35.905 --> 00:26:36.528
you're not curious,

00:26:36.567 --> 00:26:37.590
but I don't think you can

00:26:37.631 --> 00:26:38.513
teach curiosity.

00:26:38.614 --> 00:26:38.954
Maybe.

00:26:39.055 --> 00:26:39.395
I don't know.

00:26:39.436 --> 00:26:40.338
Maybe you can, maybe you can't.

00:26:41.777 --> 00:26:42.836
I've never been able to.

00:26:43.198 --> 00:26:44.557
And this is a conversation I

00:26:44.597 --> 00:26:46.259
have with my kids all the time.

00:26:46.298 --> 00:26:48.338
You know, my kids are sixteen, thirteen,

00:26:48.358 --> 00:26:49.579
thirteen and twelve.

00:26:51.240 --> 00:26:53.221
They are genuinely curious kids.

00:26:53.240 --> 00:26:54.280
They're just born that way.

00:26:54.320 --> 00:26:55.642
Like, I wish I could take credit,

00:26:55.682 --> 00:26:56.142
but I can't.

00:26:56.201 --> 00:26:56.761
I don't know, man.

00:26:56.781 --> 00:26:58.082
There's got to be some some

00:26:58.122 --> 00:26:58.982
nurture into that.

00:27:01.002 --> 00:27:02.243
He doesn't even see that, Jamie.

00:27:02.284 --> 00:27:03.064
Come on, man.

00:27:03.203 --> 00:27:04.805
Apple doesn't fall far from the tree.

00:27:04.865 --> 00:27:05.424
Exactly.

00:27:05.605 --> 00:27:06.065
Exactly.

00:27:06.657 --> 00:27:08.700
But but like looking at the

00:27:08.740 --> 00:27:14.023
guy in Jimmy's basement, he he you know,

00:27:14.104 --> 00:27:15.484
he Dave,

00:27:15.925 --> 00:27:18.347
all of us like we just this is

00:27:18.367 --> 00:27:19.788
stuff that comes up naturally.

00:27:19.828 --> 00:27:20.509
And I think that's what

00:27:20.529 --> 00:27:21.851
makes a great clinician,

00:27:21.891 --> 00:27:22.912
like the difference between

00:27:22.951 --> 00:27:23.632
good and great.

00:27:24.173 --> 00:27:25.253
I think a good therapist

00:27:25.314 --> 00:27:26.615
learns all the stuff in school.

00:27:26.654 --> 00:27:27.895
They understand the research.

00:27:27.935 --> 00:27:28.695
They know what to do.

00:27:28.836 --> 00:27:30.077
A great therapist.

00:27:30.617 --> 00:27:32.340
takes it to that next level.

00:27:32.861 --> 00:27:33.903
And I would love to hear

00:27:33.942 --> 00:27:35.585
your guys' thought on my

00:27:35.744 --> 00:27:37.327
other post where I said,

00:27:38.169 --> 00:27:41.854
how much psychology or clinical theater,

00:27:41.894 --> 00:27:44.057
and I use that very specifically,

00:27:44.698 --> 00:27:46.340
are you comfortable with

00:27:46.661 --> 00:27:48.201
bringing into your patient

00:27:48.221 --> 00:27:49.903
care experience because we

00:27:49.942 --> 00:27:51.443
know like absolutely we

00:27:51.483 --> 00:27:54.464
know the more impactful the experience,

00:27:54.505 --> 00:27:55.885
the better the patient outcome.

00:27:56.445 --> 00:27:57.807
And so if there is something

00:27:57.846 --> 00:27:59.288
that I can do and there

00:27:59.307 --> 00:28:00.448
were some great comments

00:28:00.508 --> 00:28:02.788
below the post to improve

00:28:02.828 --> 00:28:04.049
the chances of my patient

00:28:04.089 --> 00:28:04.890
getting the clinical

00:28:04.990 --> 00:28:06.550
outcome that they desire

00:28:07.051 --> 00:28:10.032
and it's not harmful, it's not lying,

00:28:10.173 --> 00:28:11.614
it's not taking advantage,

00:28:11.634 --> 00:28:12.934
but it's genuinely

00:28:13.694 --> 00:28:15.076
designed to improve the

00:28:15.236 --> 00:28:17.077
outcome jimmy I love I love

00:28:17.117 --> 00:28:18.358
examples of this it's like

00:28:18.378 --> 00:28:19.460
you've been to chili's like

00:28:19.500 --> 00:28:20.500
do you think do you think

00:28:20.520 --> 00:28:21.622
they just don't have plates

00:28:21.761 --> 00:28:22.623
or do you think they bring

00:28:22.663 --> 00:28:23.564
out the skillet that's

00:28:23.624 --> 00:28:24.565
sizzling and put it in

00:28:24.605 --> 00:28:25.726
front of you because they

00:28:25.766 --> 00:28:27.307
ran out of plates of course

00:28:27.326 --> 00:28:28.468
there's that here's a good

00:28:28.567 --> 00:28:30.190
one you guys know the orcan

00:28:30.210 --> 00:28:31.111
man are you guys familiar

00:28:31.131 --> 00:28:33.272
with the orcan man yeah do

00:28:33.292 --> 00:28:34.413
you know why the orcan man

00:28:34.534 --> 00:28:35.515
wears a helmet when he

00:28:35.535 --> 00:28:37.896
knocks on your door with a clipboard no

00:28:38.580 --> 00:28:40.221
They said it's because they

00:28:40.301 --> 00:28:42.463
want to make sure that you

00:28:42.523 --> 00:28:44.325
have this feeling, this theater,

00:28:44.545 --> 00:28:46.006
that what they do is difficult.

00:28:46.046 --> 00:28:47.406
They're going to be under houses.

00:28:47.467 --> 00:28:48.428
They're going to go places

00:28:48.468 --> 00:28:50.549
that are a little bit dangerous.

00:28:50.730 --> 00:28:52.090
I have to wear a helmet to do this.

00:28:52.490 --> 00:28:54.152
You probably can't do this on your own.

00:28:54.491 --> 00:28:55.613
Therefore, you need me.

00:28:56.053 --> 00:28:56.213
Right.

00:28:56.253 --> 00:28:57.775
So there's there's reasons

00:28:57.835 --> 00:28:59.296
people wear uniforms.

00:28:59.316 --> 00:29:00.036
There's a reason like the

00:29:00.076 --> 00:29:01.436
FedEx guy wears a uniform.

00:29:01.517 --> 00:29:02.278
There's a reason a police

00:29:02.298 --> 00:29:03.538
officer wears a uniform.

00:29:03.578 --> 00:29:03.838
Right.

00:29:03.939 --> 00:29:05.500
There's a reason a PT wears a uniform,

00:29:05.820 --> 00:29:07.082
which happens to be a polo

00:29:07.102 --> 00:29:08.542
shirt with a logo on the breast, right?

00:29:08.564 --> 00:29:10.565
That's our unofficial official uniform.

00:29:11.165 --> 00:29:13.327
So keep in mind,

00:29:13.347 --> 00:29:15.250
when you say like clinical theater,

00:29:15.329 --> 00:29:16.730
I know like our profession

00:29:16.750 --> 00:29:18.432
goes like nothing should be theater.

00:29:18.472 --> 00:29:20.015
Everything should be completely sterile.

00:29:21.075 --> 00:29:22.455
I push back and I go, yeah,

00:29:22.556 --> 00:29:23.696
except we're not in a lab.

00:29:23.737 --> 00:29:24.597
We deal with people,

00:29:24.778 --> 00:29:26.419
and people are motivated by things,

00:29:26.699 --> 00:29:28.400
and sometimes things have

00:29:28.420 --> 00:29:30.662
to have a little bit of dressing to them.

00:29:30.701 --> 00:29:31.742
Went out to dinner last night.

00:29:31.803 --> 00:29:32.803
Why do you pay more for this

00:29:32.923 --> 00:29:35.065
one place versus paying less at another?

00:29:35.704 --> 00:29:36.786
You pay for the ambiance,

00:29:36.826 --> 00:29:37.747
and even when you know that,

00:29:37.767 --> 00:29:38.547
you're still like, yeah,

00:29:38.626 --> 00:29:39.627
this steak tastes better

00:29:40.008 --> 00:29:42.269
when it's not served out of a drive-thru.

00:29:44.010 --> 00:29:45.571
Dave's wearing his uniform

00:29:45.592 --> 00:29:47.874
for his ideal clientele, as am I.

00:29:48.222 --> 00:29:49.502
Go ahead, Dave.

00:29:49.523 --> 00:29:49.624
Right.

00:29:49.644 --> 00:29:49.923
That's right.

00:29:49.943 --> 00:29:50.743
A slim fit,

00:29:51.183 --> 00:29:53.904
button up polo shirt with the collar,

00:29:53.944 --> 00:29:54.905
just like they saw when

00:29:54.945 --> 00:29:56.125
they used to be executives

00:29:56.145 --> 00:29:57.425
and investors in the office.

00:29:57.926 --> 00:29:59.247
But it goes right back to your post.

00:29:59.346 --> 00:30:01.127
You're the big post of the summer, right?

00:30:01.147 --> 00:30:01.708
When you were like,

00:30:02.548 --> 00:30:04.648
when you're flashing the guns, right?

00:30:04.769 --> 00:30:05.388
It's similar.

00:30:05.409 --> 00:30:06.549
It's not the same, right?

00:30:06.569 --> 00:30:08.151
So there needs to be some theater.

00:30:08.171 --> 00:30:09.530
Does it have to be huge biceps?

00:30:09.631 --> 00:30:10.411
No, it doesn't.

00:30:10.852 --> 00:30:12.751
It's got to be something though, right?

00:30:13.152 --> 00:30:14.212
People don't buy...

00:30:14.772 --> 00:30:16.473
I'm sorry, they don't buy your degree.

00:30:16.534 --> 00:30:17.454
They just, they don't.

00:30:17.815 --> 00:30:18.855
They buy the thing, like,

00:30:18.894 --> 00:30:20.236
do I want to hang out with this person,

00:30:20.516 --> 00:30:20.655
right?

00:30:20.836 --> 00:30:21.876
Did I ever tell you the advice?

00:30:21.936 --> 00:30:23.117
You guys know Eric Mera?

00:30:24.077 --> 00:30:24.919
Eric Mera was one of the

00:30:24.939 --> 00:30:26.619
first PT podcasters that I knew of.

00:30:27.400 --> 00:30:28.560
Big in the sports section,

00:30:29.501 --> 00:30:30.142
super smart guy.

00:30:30.221 --> 00:30:31.682
I said, hey man, and he was a sports PT.

00:30:32.022 --> 00:30:32.563
I said, Eric,

00:30:32.762 --> 00:30:35.005
what are the three keys of

00:30:35.045 --> 00:30:37.865
being a great sports physical therapist?

00:30:37.885 --> 00:30:40.948
He said, first three thing, the three A's,

00:30:40.968 --> 00:30:41.909
all right?

00:30:42.588 --> 00:30:44.371
available for a sports PT,

00:30:44.391 --> 00:30:45.711
but same for concierge PT,

00:30:45.751 --> 00:30:47.413
safe for brick and mortar available.

00:30:47.513 --> 00:30:48.454
Are you open or not?

00:30:48.474 --> 00:30:49.675
Cause if you're not, I'm out.

00:30:49.736 --> 00:30:51.357
If you're a sports PT, I need you on site.

00:30:51.637 --> 00:30:53.000
If you're Michael Jordan's PT seven,

00:30:53.299 --> 00:30:54.060
five in the morning or

00:30:54.101 --> 00:30:55.321
Kobe's PT five in the morning,

00:30:55.362 --> 00:30:55.863
twice a day.

00:30:56.083 --> 00:30:56.903
So available.

00:30:57.723 --> 00:30:58.826
The second is affable.

00:30:59.809 --> 00:31:00.049
right?

00:31:00.250 --> 00:31:02.271
Like, do I want to hang with this person?

00:31:03.031 --> 00:31:03.613
If I don't,

00:31:03.633 --> 00:31:04.534
I don't want to spend any time.

00:31:04.554 --> 00:31:05.554
I'll find someone else, right?

00:31:05.574 --> 00:31:06.494
There's other smart people.

00:31:06.535 --> 00:31:07.776
So available, affable.

00:31:08.135 --> 00:31:10.597
And the third one blew my mind from Eric.

00:31:10.958 --> 00:31:12.038
He said adequate.

00:31:12.058 --> 00:31:13.359
I was like, wait a minute.

00:31:13.619 --> 00:31:14.881
Here's a dude who's got more.

00:31:14.941 --> 00:31:16.342
He's got letters after his name.

00:31:16.362 --> 00:31:17.222
He's got accolades.

00:31:17.242 --> 00:31:18.703
He's been a sports PT, yada, yada.

00:31:19.003 --> 00:31:20.204
And he just told me adequate.

00:31:20.525 --> 00:31:21.645
He's like, got to do the basics.

00:31:21.665 --> 00:31:22.666
Got to do them over and over

00:31:22.686 --> 00:31:23.186
and over again.

00:31:23.528 --> 00:31:24.607
I know there's big fancy stuff.

00:31:24.647 --> 00:31:26.130
And Eric hosted PT Inquest,

00:31:26.170 --> 00:31:28.111
which was a journal club podcast where

00:31:28.270 --> 00:31:29.392
So he's always looking for like,

00:31:29.432 --> 00:31:29.892
what is it?

00:31:29.932 --> 00:31:30.332
What is it?

00:31:30.352 --> 00:31:30.692
What is it?

00:31:30.913 --> 00:31:32.493
But he was always looking for the reasons,

00:31:32.534 --> 00:31:33.413
the basic stuff.

00:31:33.433 --> 00:31:36.996
So available, affable, adequate.

00:31:38.257 --> 00:31:38.557
I don't know.

00:31:38.656 --> 00:31:39.678
Adequate just sounds like

00:31:40.038 --> 00:31:40.837
just good enough.

00:31:41.078 --> 00:31:41.959
And the people who are just

00:31:41.979 --> 00:31:42.599
good enough are the ones

00:31:42.619 --> 00:31:43.680
that don't do the fundamentals.

00:31:43.700 --> 00:31:44.480
So I would, you wouldn't,

00:31:44.601 --> 00:31:46.142
you wouldn't sell adequate, but I think,

00:31:46.301 --> 00:31:46.842
but number one,

00:31:46.862 --> 00:31:47.982
it's gotta be the three A's.

00:31:48.123 --> 00:31:50.044
So obviously it couldn't be two A's, two,

00:31:50.284 --> 00:31:51.805
two A's, two A's and an S,

00:31:51.845 --> 00:31:54.987
like two A's and an S, you know, smart.

00:31:55.007 --> 00:31:56.728
But yeah,

00:31:57.367 --> 00:31:59.190
It's playing on this idea.

00:31:59.211 --> 00:32:00.332
You need to be good enough.

00:32:02.054 --> 00:32:03.996
Don't overpower that third A

00:32:04.036 --> 00:32:05.478
by dismissing the first two.

00:32:05.538 --> 00:32:07.038
Available and affable are

00:32:07.098 --> 00:32:08.121
terribly important.

00:32:08.480 --> 00:32:09.461
Then I need you to be smart.

00:32:09.481 --> 00:32:10.303
You got to be smart enough.

00:32:10.383 --> 00:32:11.704
Don't hurt someone and make

00:32:11.724 --> 00:32:12.265
them get better,

00:32:12.526 --> 00:32:13.567
but don't overthink that

00:32:13.606 --> 00:32:15.449
third one by missing the first two,

00:32:15.489 --> 00:32:16.289
available and adequate.

00:32:17.405 --> 00:32:18.707
So Tony sent me something

00:32:18.767 --> 00:32:20.228
over Instagram DM.

00:32:20.648 --> 00:32:20.868
Tony,

00:32:20.888 --> 00:32:23.050
do you want to describe that wacky

00:32:23.250 --> 00:32:23.971
woo woo?

00:32:24.090 --> 00:32:29.056
I mean, probably like some Reiki, you know,

00:32:29.115 --> 00:32:29.996
Reiki, by the way.

00:32:30.016 --> 00:32:33.719
I mean, I mean, that is OK.

00:32:33.778 --> 00:32:34.660
I guess if there's like if

00:32:34.680 --> 00:32:35.661
there's like a spectrum or

00:32:35.681 --> 00:32:38.522
like a dial of like clinical theater.

00:32:38.742 --> 00:32:38.903
Right.

00:32:38.923 --> 00:32:39.824
We're calling this clinical theater.

00:32:39.844 --> 00:32:40.484
Is that what we're calling it?

00:32:40.505 --> 00:32:41.005
Yeah.

00:32:41.125 --> 00:32:41.306
Yeah.

00:32:42.491 --> 00:32:43.373
I mean, yeah,

00:32:43.393 --> 00:32:45.974
there's there's there's an effect.

00:32:46.055 --> 00:32:47.435
Even placebo is an effect.

00:32:47.556 --> 00:32:48.356
We agree with that.

00:32:48.997 --> 00:32:50.018
And there's, you know,

00:32:50.117 --> 00:32:51.259
some people want the hands

00:32:51.278 --> 00:32:52.900
on some type of hands on something.

00:32:53.500 --> 00:32:55.461
And the Tonys of the world don't.

00:32:56.063 --> 00:32:57.263
Tony's the Tonys of the

00:32:57.284 --> 00:33:00.246
world want a massage inside of a pool,

00:33:00.567 --> 00:33:01.487
but they don't want he

00:33:01.527 --> 00:33:03.489
doesn't want manual therapy on dry land.

00:33:03.868 --> 00:33:04.750
blows my mind.

00:33:05.190 --> 00:33:07.790
But anyway, he sent me something over.

00:33:08.151 --> 00:33:09.051
Do you remember that Tony?

00:33:09.071 --> 00:33:09.152
Yeah.

00:33:09.731 --> 00:33:10.192
I remember.

00:33:10.472 --> 00:33:10.893
Yeah.

00:33:10.913 --> 00:33:11.692
Tony recently sent me

00:33:11.732 --> 00:33:13.953
something on Instagram DM and it was like,

00:33:14.194 --> 00:33:15.454
I don't even know what type

00:33:15.474 --> 00:33:17.935
of fake healer with, you know, some,

00:33:18.096 --> 00:33:18.777
some smoke,

00:33:18.896 --> 00:33:20.077
literally some smoke and some

00:33:20.137 --> 00:33:21.397
Reiki and some finger

00:33:21.458 --> 00:33:22.358
dancing and all that.

00:33:23.686 --> 00:33:27.170
And I just, I hope I want to,

00:33:27.829 --> 00:33:28.570
I want to believe that

00:33:28.590 --> 00:33:29.991
we're like completely away

00:33:30.011 --> 00:33:32.534
from that because I know

00:33:32.854 --> 00:33:34.335
like there's gotta be a spectrum, right?

00:33:34.355 --> 00:33:35.115
There's gotta be a spectrum

00:33:35.135 --> 00:33:36.997
of clinical theater and we're on one end.

00:33:37.037 --> 00:33:38.637
And then Reiki has gotta be

00:33:38.678 --> 00:33:39.118
on the other end.

00:33:39.138 --> 00:33:39.798
Do you guys agree with that?

00:33:39.818 --> 00:33:40.680
Do you disagree with that?

00:33:41.160 --> 00:33:41.380
Yeah.

00:33:42.340 --> 00:33:42.840
Only slightly.

00:33:43.001 --> 00:33:43.662
It's not a spectrum.

00:33:43.701 --> 00:33:44.201
It's a circle.

00:33:45.042 --> 00:33:46.564
And I think, I think, I think,

00:33:46.903 --> 00:33:48.003
I think Reiki is like

00:33:48.065 --> 00:33:49.765
eleven fifty nine and

00:33:49.884 --> 00:33:51.405
really great evidence based

00:33:51.865 --> 00:33:54.508
treatment with some theater to it.

00:33:54.587 --> 00:33:55.827
Almost like what Scott's saying here.

00:33:55.847 --> 00:33:56.628
I've noticed that patients

00:33:56.648 --> 00:33:57.689
take my clinical advice.

00:33:57.868 --> 00:33:58.390
He thinks.

00:33:58.589 --> 00:33:58.730
Right.

00:33:58.750 --> 00:33:59.890
He thinks they take their

00:33:59.910 --> 00:34:00.590
clinical advice more

00:34:00.651 --> 00:34:01.471
seriously when he's wearing

00:34:01.510 --> 00:34:02.551
scrubs versus a polo.

00:34:03.192 --> 00:34:03.432
Right.

00:34:04.132 --> 00:34:06.012
I think eleven fifty nine is Reiki.

00:34:06.133 --> 00:34:07.134
And then like really great

00:34:07.554 --> 00:34:09.795
care in scrubs is twelve oh one.

00:34:10.195 --> 00:34:10.996
It's not a spectrum.

00:34:11.135 --> 00:34:11.976
It's got to be a circle.

00:34:12.096 --> 00:34:12.275
Right.

00:34:12.315 --> 00:34:13.056
And the line is.

00:34:13.996 --> 00:34:15.137
are you selling a thing that

00:34:15.277 --> 00:34:16.798
actually we have some

00:34:16.858 --> 00:34:18.840
evidence right and there

00:34:18.880 --> 00:34:19.880
are no double-blinded

00:34:19.900 --> 00:34:21.061
placebo-controlled studies

00:34:21.081 --> 00:34:22.202
that I've ever seen for

00:34:22.242 --> 00:34:25.065
reiki have you seen them no

00:34:25.085 --> 00:34:26.206
but I was just healing you

00:34:26.226 --> 00:34:29.827
did you not feel that real

00:34:29.907 --> 00:34:31.289
real real quick real quick

00:34:31.409 --> 00:34:32.389
I have to I have to mention

00:34:32.409 --> 00:34:33.831
this during covet during

00:34:33.871 --> 00:34:35.172
twenty twenty I shouldn't mock it

00:34:36.309 --> 00:34:37.670
Oh, I'm absolutely mocking it.

00:34:39.351 --> 00:34:40.213
We had a client.

00:34:40.693 --> 00:34:41.574
I had a patient client that

00:34:41.614 --> 00:34:42.373
I was visiting.

00:34:43.014 --> 00:34:44.576
This guy had buku money.

00:34:45.416 --> 00:34:46.858
He invested a ton of money with us.

00:34:48.097 --> 00:34:49.860
He had some caregiving team.

00:34:50.239 --> 00:34:52.641
Dude, I cannot make this up.

00:34:53.101 --> 00:34:56.543
They were doing Reiki over Zoom.

00:34:57.224 --> 00:34:57.605
Yeah, dude.

00:35:00.945 --> 00:35:01.385
Reiki?

00:35:02.606 --> 00:35:05.047
So right now, if I were them,

00:35:05.228 --> 00:35:06.768
it's me saying, all right, Tony,

00:35:07.228 --> 00:35:08.389
do you feel this?

00:35:08.650 --> 00:35:10.331
Do you feel your shoulder getting better?

00:35:11.791 --> 00:35:13.873
Do you feel your low back

00:35:13.992 --> 00:35:15.614
loosening up because of my

00:35:16.335 --> 00:35:18.096
hand energy through this video?

00:35:18.235 --> 00:35:19.117
I mean, come on.

00:35:19.157 --> 00:35:20.556
The silliest thing I have

00:35:20.998 --> 00:35:21.978
maybe ever come across.

00:35:22.679 --> 00:35:24.019
Well, I'm starting a new therapy.

00:35:24.079 --> 00:35:24.960
It's actually called...

00:35:26.416 --> 00:35:28.398
reiki but it's it's spelled

00:35:28.518 --> 00:35:29.980
differently so it's

00:35:30.039 --> 00:35:31.581
actually where I use a rake

00:35:32.001 --> 00:35:33.402
and I rake across your back

00:35:33.422 --> 00:35:34.503
and legs promoting blood

00:35:34.523 --> 00:35:35.885
flow and healing so it's

00:35:36.686 --> 00:35:38.007
it's called it's reiki it's

00:35:38.047 --> 00:35:39.027
not sounds not energy

00:35:39.068 --> 00:35:40.108
healing it's very it's

00:35:40.148 --> 00:35:43.211
hands-on reiki that's

00:35:43.271 --> 00:35:44.773
actually spurring some type

00:35:44.833 --> 00:35:47.135
of uh trauma for some micro

00:35:47.255 --> 00:35:48.556
healing and yeah

00:35:50.713 --> 00:35:50.952
where, yeah.

00:35:51.072 --> 00:35:51.693
All right,

00:35:51.713 --> 00:35:53.193
so one of my favorite TED Talks

00:35:53.213 --> 00:35:54.775
that came out years ago,

00:35:55.695 --> 00:35:57.516
and I always go back and find it,

00:35:57.556 --> 00:35:59.538
it takes a little bit of work to find it.

00:36:00.239 --> 00:36:01.980
It was a woman who was

00:36:02.039 --> 00:36:03.541
talking about research that

00:36:03.581 --> 00:36:04.460
was published about

00:36:04.561 --> 00:36:05.862
exercise and the placebo

00:36:05.902 --> 00:36:06.983
effect of exercise.

00:36:07.762 --> 00:36:09.704
And I don't know if you guys remember it.

00:36:09.744 --> 00:36:10.764
Give me a nod if you do.

00:36:10.804 --> 00:36:11.505
But basically,

00:36:11.545 --> 00:36:12.864
there was a study done where

00:36:12.905 --> 00:36:14.666
they took individuals who

00:36:14.706 --> 00:36:16.606
work in the hotel system.

00:36:16.987 --> 00:36:18.108
They clean rooms.

00:36:18.407 --> 00:36:20.728
They broke them up into three groups.

00:36:20.889 --> 00:36:22.028
One was the control group.

00:36:22.550 --> 00:36:23.929
One was an education only

00:36:23.969 --> 00:36:25.150
group where they said, look.

00:36:26.010 --> 00:36:27.831
Based on Surgeon General guidelines,

00:36:27.871 --> 00:36:29.293
the work that you're doing,

00:36:29.572 --> 00:36:31.233
cleaning hotel rooms,

00:36:31.773 --> 00:36:32.994
actually meets or exceeds

00:36:33.014 --> 00:36:35.376
the criteria for exercise.

00:36:35.735 --> 00:36:37.315
And if you were doing this exercise,

00:36:37.335 --> 00:36:38.976
you would experience these benefits,

00:36:39.416 --> 00:36:40.838
lower blood pressure, weight loss,

00:36:40.898 --> 00:36:41.277
all that stuff.

00:36:41.739 --> 00:36:42.739
And then a third group.

00:36:43.159 --> 00:36:44.260
And what they found was the

00:36:44.400 --> 00:36:45.920
education-only group,

00:36:46.601 --> 00:36:48.161
once they told them what

00:36:48.181 --> 00:36:49.481
they were doing should have

00:36:49.521 --> 00:36:50.443
health benefits,

00:36:51.023 --> 00:36:53.103
actually had measurable health benefits.

00:36:53.123 --> 00:36:54.123
They actually lost weight.

00:36:54.164 --> 00:36:55.264
They actually had better performance.

00:36:55.324 --> 00:36:57.525
blood markers, lower blood sugar,

00:36:57.585 --> 00:36:59.246
lower blood pressure.

00:37:00.487 --> 00:37:02.489
And so, you know, this goes back to like,

00:37:02.650 --> 00:37:04.371
I remember being that cocky

00:37:04.610 --> 00:37:05.610
strength and conditioning

00:37:05.630 --> 00:37:06.512
coach who was like,

00:37:06.552 --> 00:37:07.413
what the hell are we doing

00:37:07.452 --> 00:37:08.632
with TheraBands?

00:37:08.652 --> 00:37:09.954
We're not doing strengthening.

00:37:09.994 --> 00:37:11.594
Why are you saying we're strengthening?

00:37:11.635 --> 00:37:12.596
Yellow TheraBand is not

00:37:12.615 --> 00:37:13.376
going to strengthen,

00:37:14.177 --> 00:37:16.257
but we would see benefit in the clinic,

00:37:16.557 --> 00:37:16.938
you know?

00:37:16.998 --> 00:37:17.278
And so

00:37:18.748 --> 00:37:21.331
Whether that is all placebo,

00:37:22.413 --> 00:37:23.554
whether we're doing things

00:37:23.574 --> 00:37:25.295
that we don't fully understand.

00:37:25.797 --> 00:37:26.016
Yeah,

00:37:26.056 --> 00:37:28.398
I sent Dave like this person who is

00:37:28.519 --> 00:37:29.460
non-touch.

00:37:30.581 --> 00:37:32.503
That is such a powerful

00:37:32.623 --> 00:37:34.965
clinical theater experience

00:37:35.527 --> 00:37:36.748
for the right person.

00:37:37.648 --> 00:37:39.088
Even if that person knows

00:37:39.128 --> 00:37:42.269
that it's not technically, quote, real,

00:37:42.670 --> 00:37:45.170
you know, I go to a scary movie,

00:37:45.811 --> 00:37:46.472
I get scared.

00:37:46.851 --> 00:37:47.751
I know it's fake.

00:37:47.931 --> 00:37:48.931
I know it's not real.

00:37:48.992 --> 00:37:50.773
But that night when I'm

00:37:50.913 --> 00:37:53.112
leaving my basement, going up the stairs,

00:37:53.293 --> 00:37:54.554
I don't turn the light off

00:37:54.954 --> 00:37:56.353
until I get to the top step

00:37:56.373 --> 00:37:58.054
because I can imagine the

00:37:58.094 --> 00:37:58.954
feeling of something

00:37:58.974 --> 00:38:00.576
grabbing my ankle and I'm

00:38:00.635 --> 00:38:01.635
forty nine years old.

00:38:03.117 --> 00:38:05.418
These things have got to be accounted for.

00:38:05.458 --> 00:38:08.059
And it drives me crazy when clinicians say,

00:38:08.460 --> 00:38:10.402
well, what's the research behind it?

00:38:10.822 --> 00:38:12.063
There's probably more

00:38:12.123 --> 00:38:13.063
research behind

00:38:13.204 --> 00:38:14.704
non-clinical stuff

00:38:15.226 --> 00:38:16.606
affecting and influencing a

00:38:16.666 --> 00:38:18.568
person's behavior than

00:38:18.969 --> 00:38:20.550
actual research against

00:38:20.610 --> 00:38:22.210
clinical stuff that has a

00:38:22.251 --> 00:38:23.231
physiologic effect.

00:38:23.771 --> 00:38:25.032
Yeah,

00:38:25.092 --> 00:38:26.914
I'll go into when this debate comes

00:38:26.994 --> 00:38:28.514
up and I'll be I'll just

00:38:28.534 --> 00:38:29.135
let people know I'm

00:38:29.235 --> 00:38:29.934
completely guilty of

00:38:29.994 --> 00:38:30.914
bringing this debate up

00:38:30.956 --> 00:38:31.715
because I think it's very

00:38:31.735 --> 00:38:32.916
interesting of what things

00:38:33.177 --> 00:38:34.896
need to be added to PT school.

00:38:35.056 --> 00:38:35.858
And like the number one

00:38:35.898 --> 00:38:36.938
thing is and we've

00:38:36.978 --> 00:38:37.878
discussed this before is

00:38:37.958 --> 00:38:38.798
business education.

00:38:39.320 --> 00:38:39.659
Cool.

00:38:39.840 --> 00:38:40.639
OK, great.

00:38:40.719 --> 00:38:42.101
I think a little more is warranted.

00:38:43.481 --> 00:38:44.181
I think I mean,

00:38:44.202 --> 00:38:45.983
we had to take one psychology course,

00:38:46.902 --> 00:38:48.204
one psychology course.

00:38:49.306 --> 00:38:49.487
One?

00:38:49.947 --> 00:38:51.690
And we're in clinic with people all day?

00:38:51.931 --> 00:38:53.092
Are you kidding me?

00:38:53.492 --> 00:38:54.293
And you don't think that

00:38:54.313 --> 00:38:57.777
plays a major part in what

00:38:57.818 --> 00:38:59.860
we do as physical therapists.

00:38:59.960 --> 00:39:01.903
I know there's that tricky naming thing.

00:39:02.184 --> 00:39:03.264
The physical part is

00:39:03.304 --> 00:39:04.547
typically on the patient, right?

00:39:04.586 --> 00:39:05.889
I can't do any squats for you.

00:39:05.969 --> 00:39:07.030
I can guide you to those.

00:39:07.751 --> 00:39:10.052
But psychology being a major

00:39:10.092 --> 00:39:11.293
component of what we do,

00:39:11.893 --> 00:39:12.693
I don't think we need to be

00:39:13.094 --> 00:39:13.875
trained psychotherapists.

00:39:13.894 --> 00:39:15.155
I think that is a completely

00:39:15.195 --> 00:39:15.876
different profession.

00:39:16.255 --> 00:39:17.376
But that is a major,

00:39:17.476 --> 00:39:19.277
major component of what

00:39:19.297 --> 00:39:20.438
goes on in this profession,

00:39:20.579 --> 00:39:21.219
in my opinion.

00:39:21.860 --> 00:39:23.081
So let's bring some

00:39:23.141 --> 00:39:25.141
practical application to

00:39:25.262 --> 00:39:26.603
anybody watching right now.

00:39:27.083 --> 00:39:27.342
Dave,

00:39:27.382 --> 00:39:28.724
think about some of the things that

00:39:28.784 --> 00:39:30.664
you might incorporate into your business.

00:39:30.764 --> 00:39:31.726
I'll tell you for me,

00:39:31.766 --> 00:39:33.126
and I've shared this story before.

00:39:33.726 --> 00:39:34.708
I remember opening my

00:39:34.748 --> 00:39:35.869
physical therapy clinic in

00:39:35.909 --> 00:39:36.789
two thousand one.

00:39:36.831 --> 00:39:37.831
It was a personal training

00:39:37.871 --> 00:39:39.893
studio turned into physical therapy.

00:39:40.675 --> 00:39:41.896
People would walk in the door.

00:39:42.376 --> 00:39:44.599
I had a functional trainer, you know,

00:39:44.639 --> 00:39:45.820
just basically two arms

00:39:45.860 --> 00:39:47.621
cable system and some

00:39:47.661 --> 00:39:49.583
rubberized dumbbells and physio balls.

00:39:49.963 --> 00:39:50.925
Eight hundred square feet.

00:39:50.945 --> 00:39:51.626
That's all I had.

00:39:51.666 --> 00:39:53.108
People would walk in the front door.

00:39:53.530 --> 00:39:55.010
They'd look around and they'd walk out.

00:39:55.050 --> 00:39:56.731
And finally, I'd grab them and be like,

00:39:57.112 --> 00:39:58.172
why are you leaving?

00:39:58.552 --> 00:39:59.393
And they would say, well,

00:39:59.434 --> 00:40:00.313
you can't help me.

00:40:00.534 --> 00:40:01.914
You don't have any equipment.

00:40:02.534 --> 00:40:06.117
So I would intentionally go out to Curves,

00:40:06.217 --> 00:40:08.539
the women's fitness franchise.

00:40:08.659 --> 00:40:10.219
I would buy their circuits

00:40:10.260 --> 00:40:11.000
when they went out of

00:40:11.019 --> 00:40:12.800
business just to put

00:40:12.860 --> 00:40:14.641
equipment in my clinic to

00:40:14.722 --> 00:40:16.063
enhance the clinical

00:40:16.083 --> 00:40:18.764
theater and let people believe, hey,

00:40:18.784 --> 00:40:20.166
this guy's got all this equipment.

00:40:21.106 --> 00:40:22.586
And this is a story that's

00:40:22.626 --> 00:40:25.148
coming back in today's world for me.

00:40:25.467 --> 00:40:26.628
You guys see the treadmill,

00:40:26.668 --> 00:40:27.630
you see the shockwave,

00:40:27.650 --> 00:40:28.530
you see the stuff that I'm

00:40:28.590 --> 00:40:29.771
investing in today because

00:40:29.791 --> 00:40:30.951
I'm taking my business to a

00:40:31.010 --> 00:40:31.891
different level.

00:40:32.492 --> 00:40:35.474
But this is one practical approach.

00:40:36.666 --> 00:40:38.648
The way you dress, the way you smell,

00:40:38.708 --> 00:40:39.927
the equipment you use,

00:40:39.967 --> 00:40:41.369
the things that you bring in,

00:40:42.068 --> 00:40:43.929
it will make your clinical

00:40:43.949 --> 00:40:44.849
care more effective.

00:40:44.909 --> 00:40:46.811
I have zero doubt it will

00:40:46.871 --> 00:40:48.130
make your outcomes better.

00:40:48.150 --> 00:40:49.851
It'll improve the efficacy.

00:40:50.391 --> 00:40:51.972
What are some things you're doing,

00:40:52.253 --> 00:40:53.293
Dave or Jimmy?

00:40:53.333 --> 00:40:54.813
You know, other people that are doing it.

00:40:55.273 --> 00:40:57.434
that improve the experience

00:40:57.934 --> 00:40:59.436
like a fancy restaurant

00:40:59.456 --> 00:41:01.657
with heavy silverware, white tablecloths,

00:41:01.797 --> 00:41:02.836
and high-quality chairs?

00:41:02.856 --> 00:41:05.398
What are you guys doing?

00:41:05.737 --> 00:41:06.898
I'd be shot if I didn't

00:41:06.918 --> 00:41:07.599
bring up what I'm doing

00:41:07.639 --> 00:41:08.619
with Vestibular First.

00:41:08.778 --> 00:41:09.980
And I went into working with

00:41:10.039 --> 00:41:10.900
Helena and Patrick at

00:41:10.920 --> 00:41:12.300
Vestibular First knowing

00:41:12.360 --> 00:41:14.822
the bare minimum of vestibular care.

00:41:15.262 --> 00:41:16.422
And then once Helena was

00:41:16.461 --> 00:41:17.663
explaining it to me, like, hey, listen.

00:41:19.039 --> 00:41:20.320
To see abnormal eye movements,

00:41:20.340 --> 00:41:21.242
you need to put people's

00:41:21.302 --> 00:41:21.902
eyes in the dark.

00:41:22.083 --> 00:41:22.523
We know that.

00:41:22.563 --> 00:41:23.144
That's science.

00:41:23.164 --> 00:41:23.786
You want your evidence?

00:41:24.065 --> 00:41:24.867
Boom, it's written down.

00:41:25.188 --> 00:41:25.989
We didn't make that up.

00:41:26.409 --> 00:41:28.853
Except you and I cannot see in the dark.

00:41:28.873 --> 00:41:29.873
So when their eyes are in the dark,

00:41:29.914 --> 00:41:31.356
the only way to see it is to have...

00:41:32.293 --> 00:41:33.452
infrared goggles be able to

00:41:33.492 --> 00:41:35.173
look at it and then we went

00:41:35.193 --> 00:41:36.213
beyond this of course I

00:41:36.253 --> 00:41:36.813
asked some probing

00:41:36.853 --> 00:41:38.293
questions to helena like oh

00:41:38.313 --> 00:41:40.454
this is great like where

00:41:40.494 --> 00:41:41.554
that where's the benefit

00:41:41.655 --> 00:41:44.576
and she said when not when

00:41:44.615 --> 00:41:45.856
just helena knows where the

00:41:45.896 --> 00:41:47.177
abnormal eye movements are

00:41:47.637 --> 00:41:48.717
helena says when I can show

00:41:48.757 --> 00:41:50.157
it to the patient you can

00:41:50.217 --> 00:41:51.097
actually almost see their

00:41:51.137 --> 00:41:53.117
shoulders drop like oh it is a thing

00:41:53.717 --> 00:41:55.579
Okay, that shouldn't – God,

00:41:55.659 --> 00:41:56.318
this is normal.

00:41:56.559 --> 00:41:57.599
This is what I'm seeing in you.

00:41:57.800 --> 00:41:58.840
We know what this is.

00:41:59.280 --> 00:42:00.380
Now we're going to treat it appropriately.

00:42:00.400 --> 00:42:01.081
We're not guessing.

00:42:01.121 --> 00:42:02.481
We're not in the dark anymore.

00:42:02.900 --> 00:42:04.021
She said also when you show

00:42:04.061 --> 00:42:05.181
it to someone's spouse.

00:42:06.161 --> 00:42:07.322
See, see, see?

00:42:07.483 --> 00:42:09.824
I'm not making this up, right?

00:42:10.463 --> 00:42:12.025
Can you use this when you

00:42:12.125 --> 00:42:13.304
take a short video with

00:42:13.324 --> 00:42:14.164
these goggles and send them

00:42:14.204 --> 00:42:15.286
to a referring physician?

00:42:15.445 --> 00:42:16.706
Hey, listen, I have this tool.

00:42:17.806 --> 00:42:18.706
I'm not selling the tool.

00:42:18.726 --> 00:42:19.367
I'm just letting you know.

00:42:19.706 --> 00:42:20.606
I'm the right person for

00:42:20.646 --> 00:42:21.608
these types of patients.

00:42:21.768 --> 00:42:23.768
Let me show you instead of tell you.

00:42:24.088 --> 00:42:25.869
So I got news for you.

00:42:26.188 --> 00:42:27.110
As much as you think you're

00:42:27.130 --> 00:42:27.889
in tell business...

00:42:28.652 --> 00:42:30.514
You're in a little bit of show business.

00:42:30.534 --> 00:42:31.454
You'd never tell someone how

00:42:31.474 --> 00:42:32.775
to do an exercise and say, good luck.

00:42:33.016 --> 00:42:34.056
You'd show them, right?

00:42:34.077 --> 00:42:34.697
You want to show,

00:42:35.097 --> 00:42:36.719
show me what this outcome is.

00:42:36.778 --> 00:42:38.201
Here's why I'm using this laser.

00:42:38.280 --> 00:42:39.742
Here's why I'm using these goggles.

00:42:40.141 --> 00:42:43.144
It is about show in a good way, right?

00:42:43.164 --> 00:42:44.706
That spectrum of, you know,

00:42:44.746 --> 00:42:45.487
I don't think we're doing

00:42:45.626 --> 00:42:47.168
Reiki or look out for my,

00:42:47.289 --> 00:42:48.610
I'm selling the Reiki rakes

00:42:48.670 --> 00:42:49.471
for just two hundred and

00:42:49.630 --> 00:42:50.532
forty five dollars.

00:42:51.231 --> 00:42:53.014
But they're especially ergonomic handled.

00:42:54.315 --> 00:42:55.476
So the one thing we'll do in

00:42:55.516 --> 00:42:57.496
New York City for home visits is I will,

00:42:58.376 --> 00:42:59.677
once we get a prospective

00:42:59.717 --> 00:43:01.759
patient or if it's a, again,

00:43:02.159 --> 00:43:03.719
the family member of a previous patient,

00:43:04.159 --> 00:43:05.360
and I'm telling my therapist, like,

00:43:05.380 --> 00:43:06.141
all right, here, you know,

00:43:06.222 --> 00:43:07.782
it's this type of a condition.

00:43:08.143 --> 00:43:09.342
This person's got this issue.

00:43:09.463 --> 00:43:10.403
They live at this building

00:43:10.443 --> 00:43:11.563
or this address or whatever.

00:43:12.025 --> 00:43:13.846
Either I've been to the building before.

00:43:14.326 --> 00:43:16.048
uh or if I've been to the if

00:43:16.088 --> 00:43:16.769
I've treated the patient

00:43:16.789 --> 00:43:17.692
like a year or two ago but

00:43:17.751 --> 00:43:19.936
now it I'm like hey I'm not

00:43:19.976 --> 00:43:21.097
treating anymore my I'm

00:43:21.157 --> 00:43:22.219
sending my therapist to you

00:43:22.780 --> 00:43:24.503
I I coach my therapist and I say hey

00:43:26.206 --> 00:43:27.947
these apartments are gonna blow your mind.

00:43:28.248 --> 00:43:30.969
These are floor to ceiling windows,

00:43:31.389 --> 00:43:33.672
you know, thirtieth floor, fortieth floor,

00:43:34.773 --> 00:43:36.094
ten million dollar apartment,

00:43:36.173 --> 00:43:37.615
twenty million dollar apartment.

00:43:38.757 --> 00:43:39.396
They're gonna be,

00:43:39.797 --> 00:43:41.139
it's gonna actually blow you away.

00:43:41.318 --> 00:43:41.978
You're not gonna believe

00:43:41.998 --> 00:43:43.079
that people live like this

00:43:43.119 --> 00:43:43.621
in New York City.

00:43:44.702 --> 00:43:45.641
I need you to go in there

00:43:45.742 --> 00:43:46.802
and act like it's no big deal.

00:43:47.083 --> 00:43:48.204
Act like you've been there before.

00:43:48.945 --> 00:43:49.965
because that gives the

00:43:50.025 --> 00:43:50.847
patient or client

00:43:50.887 --> 00:43:53.949
reassurance that we are so

00:43:54.050 --> 00:43:55.050
used to treating and

00:43:55.871 --> 00:43:57.132
helping other clients like

00:43:57.172 --> 00:43:58.514
them we you don't want to

00:43:58.534 --> 00:43:59.594
walk in there and be like

00:43:59.934 --> 00:44:00.996
oh my gosh this place is

00:44:01.056 --> 00:44:02.918
huge give me a tour oh my

00:44:02.958 --> 00:44:04.179
god like blown away because

00:44:04.539 --> 00:44:05.641
in terms of status

00:44:06.181 --> 00:44:07.041
It's going to lower your

00:44:07.101 --> 00:44:08.762
status in the dynamic.

00:44:08.822 --> 00:44:10.664
We need to have higher status to be like,

00:44:10.704 --> 00:44:12.463
hey, here's why we're doing this therapy.

00:44:12.503 --> 00:44:13.505
Here's why we're going to do this thing.

00:44:13.684 --> 00:44:15.005
I'm kind of running this visit.

00:44:15.346 --> 00:44:16.447
You are the patient or client.

00:44:16.766 --> 00:44:18.027
These ideal patients and

00:44:18.067 --> 00:44:19.427
clients that we have are

00:44:19.487 --> 00:44:20.548
used to running everything.

00:44:20.588 --> 00:44:21.369
They run their companies.

00:44:21.409 --> 00:44:22.130
They run their lives.

00:44:22.150 --> 00:44:22.730
They do everything.

00:44:22.750 --> 00:44:23.811
They're always in control.

00:44:24.670 --> 00:44:25.931
My therapist, I need to coach them.

00:44:26.251 --> 00:44:27.112
Hey, when you go in there,

00:44:27.431 --> 00:44:28.652
you are the prize.

00:44:29.853 --> 00:44:30.773
You are the prize.

00:44:31.355 --> 00:44:33.516
You, our service, all that, the offering.

00:44:34.365 --> 00:44:35.646
Do not go in there and act

00:44:35.686 --> 00:44:38.206
like this is the Taj Mahal,

00:44:38.527 --> 00:44:39.887
even though I know in your head,

00:44:40.268 --> 00:44:41.628
then the therapist contacts

00:44:41.648 --> 00:44:42.588
me afterwards and they're like, oh,

00:44:42.608 --> 00:44:44.009
my God, I can't believe I saw this.

00:44:44.369 --> 00:44:46.650
I'm looking at this over Central Park.

00:44:46.869 --> 00:44:47.570
I can't believe it.

00:44:47.590 --> 00:44:49.090
I'm like, yeah,

00:44:49.110 --> 00:44:50.271
but you have to act like

00:44:50.291 --> 00:44:50.851
it's no big deal.

00:44:51.170 --> 00:44:52.931
So that maybe is part of the

00:44:53.251 --> 00:44:55.452
non-clinical clinical theater,

00:44:55.472 --> 00:44:56.112
like in terms of the

00:44:56.152 --> 00:44:57.512
theater of like the whole dynamic.

00:44:57.532 --> 00:44:58.273
That's just one thing that

00:44:58.333 --> 00:44:59.233
popped off the top of my head.

00:45:00.733 --> 00:45:01.293
Yeah.

00:45:01.373 --> 00:45:02.715
And I'll say even for us,

00:45:02.755 --> 00:45:05.514
like so right now we're

00:45:05.554 --> 00:45:07.635
rolling out the shockwave therapy.

00:45:08.556 --> 00:45:10.175
We're testing the device.

00:45:10.215 --> 00:45:11.617
I'm figuring out what it feels like.

00:45:11.637 --> 00:45:12.916
We're using it on ourselves.

00:45:13.817 --> 00:45:15.277
But in that process,

00:45:15.398 --> 00:45:17.277
I'm also working through, OK,

00:45:17.418 --> 00:45:19.039
what is the experience going to be?

00:45:19.599 --> 00:45:21.898
Should I should I have some

00:45:21.938 --> 00:45:23.980
sort of white coat or gown?

00:45:24.619 --> 00:45:26.201
Should I wear gloves?

00:45:26.240 --> 00:45:27.561
Should the gloves be colored?

00:45:28.001 --> 00:45:29.362
Should I put on glasses

00:45:29.382 --> 00:45:30.202
because there's a light

00:45:30.222 --> 00:45:31.842
that's associated with the shockwave?

00:45:31.862 --> 00:45:33.264
Should I put on like

00:45:34.385 --> 00:45:36.164
earmuffs or headphones or whatever?

00:45:36.304 --> 00:45:37.545
Should I put it on the patient?

00:45:38.405 --> 00:45:39.407
All of these things.

00:45:40.273 --> 00:45:41.193
are going to improve the

00:45:41.213 --> 00:45:42.554
quality of the experience.

00:45:42.956 --> 00:45:44.516
They should be carefully curated.

00:45:44.556 --> 00:45:45.398
To Jimmy's point,

00:45:45.438 --> 00:45:47.019
when you walk into a restaurant,

00:45:47.059 --> 00:45:48.300
like how you're greeted,

00:45:48.340 --> 00:45:49.722
how people say hello.

00:45:50.623 --> 00:45:52.605
When we were on a more simple level,

00:45:52.684 --> 00:45:54.786
when I've said this before,

00:45:54.887 --> 00:45:56.027
my receptionist,

00:45:56.208 --> 00:45:58.530
I position the desk so that

00:45:58.630 --> 00:46:00.313
when somebody comes in,

00:46:00.353 --> 00:46:01.554
it's impossible for my

00:46:01.614 --> 00:46:03.456
receptionist to be facing the wrong way.

00:46:04.036 --> 00:46:05.577
And we set up the clinical

00:46:05.617 --> 00:46:06.237
records and the

00:46:06.257 --> 00:46:07.898
documentation in such a way

00:46:07.938 --> 00:46:09.518
that it improves and

00:46:09.579 --> 00:46:11.420
enhances the clinical experience.

00:46:12.059 --> 00:46:13.740
I love that stuff so much.

00:46:13.840 --> 00:46:15.601
I love building the theater

00:46:15.661 --> 00:46:17.003
around the treatment that's

00:46:17.043 --> 00:46:18.784
received that I could spend

00:46:18.943 --> 00:46:19.784
all of my time.

00:46:19.804 --> 00:46:23.166
And I find fulfillment in doing that.

00:46:23.626 --> 00:46:24.766
And I think that's one of

00:46:24.806 --> 00:46:26.768
the things that we've always been able to

00:46:27.248 --> 00:46:28.528
relatively stay small,

00:46:28.628 --> 00:46:30.409
stay relatively inefficient,

00:46:30.730 --> 00:46:33.130
but profitable because we

00:46:33.150 --> 00:46:35.192
could figure out how to improve value,

00:46:35.271 --> 00:46:36.693
how to improve outcomes,

00:46:36.733 --> 00:46:38.054
how to do all these things

00:46:38.833 --> 00:46:41.275
without ever worrying about like, yeah,

00:46:41.335 --> 00:46:42.755
my therapists are good enough.

00:46:43.076 --> 00:46:44.956
I am good enough to Jimmy's point.

00:46:45.157 --> 00:46:46.838
I am not an amazing clinician.

00:46:46.978 --> 00:46:48.278
I can't cite the research.

00:46:48.378 --> 00:46:50.059
I can't use the clinical

00:46:50.099 --> 00:46:51.119
terms at this point.

00:46:51.159 --> 00:46:52.260
I've forgotten half of them.

00:46:52.920 --> 00:46:55.206
but I'm good enough not to hurt somebody.

00:46:55.606 --> 00:46:57.552
What makes me great is the

00:46:57.632 --> 00:46:58.813
experience that I can

00:46:58.875 --> 00:47:00.978
package around the physical

00:47:00.998 --> 00:47:02.001
therapy we're delivering.

00:47:02.574 --> 00:47:03.675
You don't hire the best

00:47:03.875 --> 00:47:04.675
pretty much anything.

00:47:04.835 --> 00:47:06.177
You hire the best one you know.

00:47:06.597 --> 00:47:08.117
And then once you have a,

00:47:08.338 --> 00:47:09.318
I call it a jump ball.

00:47:09.599 --> 00:47:10.880
Like once you have a phone call with me,

00:47:11.380 --> 00:47:13.141
like right now I'm sort of

00:47:13.181 --> 00:47:14.402
in the negotiation phase

00:47:14.422 --> 00:47:15.864
with an organization to

00:47:15.905 --> 00:47:17.706
produce a series of podcasts for them,

00:47:17.965 --> 00:47:18.166
right?

00:47:18.887 --> 00:47:19.967
And they came to me and they were like,

00:47:20.047 --> 00:47:20.307
help.

00:47:20.568 --> 00:47:22.829
They came to me with like a pile of words.

00:47:22.989 --> 00:47:24.170
Well, we want a thing.

00:47:24.190 --> 00:47:25.572
And I'm like, hang on, help me understand.

00:47:25.592 --> 00:47:26.293
What does it look like?

00:47:26.373 --> 00:47:27.673
Okay, so we got a structure.

00:47:28.193 --> 00:47:29.454
And then I said, here's what I'll do.

00:47:29.635 --> 00:47:30.715
Here's the price for that.

00:47:31.556 --> 00:47:32.719
And I'm fully prepared if

00:47:32.739 --> 00:47:33.800
they come back to me and say,

00:47:34.221 --> 00:47:35.222
we want to pay less.

00:47:35.402 --> 00:47:37.686
I will absolutely say there

00:47:37.726 --> 00:47:39.067
are other people you can do,

00:47:39.208 --> 00:47:40.289
you can hire to do this.

00:47:41.168 --> 00:47:41.949
I'm going to push back

00:47:42.050 --> 00:47:43.851
because that is my rate, right?

00:47:44.572 --> 00:47:46.313
My guess is most people hire

00:47:46.333 --> 00:47:46.994
the person they know.

00:47:47.474 --> 00:47:48.494
If you're still talking,

00:47:48.514 --> 00:47:49.615
this was great advice.

00:47:49.896 --> 00:47:50.876
If we're still talking,

00:47:51.157 --> 00:47:52.137
we're still negotiating.

00:47:52.458 --> 00:47:53.478
Even if we're not saying,

00:47:53.818 --> 00:47:55.579
fifty dollars less, fifty dollars more,

00:47:55.739 --> 00:47:56.380
fifty dollars less,

00:47:56.400 --> 00:47:57.521
that's not negotiating.

00:47:57.762 --> 00:47:58.663
If you're still talking,

00:47:58.682 --> 00:47:59.963
if you haven't walked out the door,

00:48:00.244 --> 00:48:01.184
you're still negotiating.

00:48:01.204 --> 00:48:02.686
Your butt is still there, right?

00:48:03.085 --> 00:48:04.987
Understand that people want

00:48:05.027 --> 00:48:06.108
the solution and if you're

00:48:06.128 --> 00:48:06.748
in front of them,

00:48:07.269 --> 00:48:09.010
you still have a chance there, right?

00:48:09.030 --> 00:48:09.891
So explain

00:48:10.552 --> 00:48:14.012
Explain the outcome.

00:48:14.052 --> 00:48:18.574
So Tony, with Shockwave, so if you treat,

00:48:18.614 --> 00:48:18.835
you know,

00:48:18.855 --> 00:48:20.996
a hundred patients and if you

00:48:21.056 --> 00:48:23.137
wear a white coat for the

00:48:23.177 --> 00:48:24.117
first fifty and then you

00:48:24.157 --> 00:48:24.956
don't wear a white coat for

00:48:24.976 --> 00:48:26.177
the second fifty patients,

00:48:27.172 --> 00:48:28.293
OK, arguably,

00:48:28.655 --> 00:48:29.476
you're you're probably going

00:48:29.496 --> 00:48:30.677
to get a little bit like

00:48:30.717 --> 00:48:31.757
better reports and better

00:48:31.777 --> 00:48:32.659
effectiveness and better

00:48:32.699 --> 00:48:33.559
outcomes or whatever,

00:48:33.619 --> 00:48:34.820
potentially just because of

00:48:34.860 --> 00:48:35.501
the white coat,

00:48:35.521 --> 00:48:36.242
because the white coat

00:48:36.262 --> 00:48:38.445
signifies competence, authority,

00:48:38.485 --> 00:48:39.186
all that type of stuff.

00:48:39.246 --> 00:48:39.465
Right.

00:48:41.027 --> 00:48:42.248
But for the fifty patients

00:48:42.268 --> 00:48:43.751
that you treat without the white coat,

00:48:44.550 --> 00:48:45.672
it might not it might be

00:48:45.753 --> 00:48:47.514
less than the white coat group.

00:48:48.376 --> 00:48:49.677
But they're still going to

00:48:49.717 --> 00:48:50.659
get improvements.

00:48:51.440 --> 00:48:52.400
This shockwave has these

00:48:52.460 --> 00:48:53.623
supersonic sound waves,

00:48:53.702 --> 00:48:55.244
and they're going to have

00:48:55.324 --> 00:48:57.148
some impedance or whatever

00:48:57.168 --> 00:48:58.289
the words are in terms of

00:48:58.329 --> 00:48:59.289
the actual sound waves

00:48:59.309 --> 00:49:00.972
going into the tissue, the joint,

00:49:00.992 --> 00:49:01.413
whatever,

00:49:02.273 --> 00:49:05.018
and improving blood flow and improving...

00:49:06.786 --> 00:49:08.389
decreasing pain whatever it

00:49:08.409 --> 00:49:09.168
might be those types of

00:49:09.208 --> 00:49:10.309
effects from the actual

00:49:10.331 --> 00:49:12.172
shockwave so it's like

00:49:12.211 --> 00:49:12.652
we're talking about

00:49:12.672 --> 00:49:14.313
clinical theater and yeah

00:49:15.054 --> 00:49:16.916
it clinical theater could

00:49:17.257 --> 00:49:19.699
shift some of the results

00:49:20.420 --> 00:49:21.481
but not all the results

00:49:23.510 --> 00:49:23.931
Agreed.

00:49:24.130 --> 00:49:25.771
And I would also take it a

00:49:25.811 --> 00:49:26.711
step further and I would

00:49:26.751 --> 00:49:28.452
think I could probably do

00:49:28.492 --> 00:49:30.012
things that produce

00:49:30.152 --> 00:49:31.813
negative outcomes because

00:49:31.893 --> 00:49:32.974
of the words that I say,

00:49:33.014 --> 00:49:34.114
because of the environment

00:49:34.134 --> 00:49:34.875
that I put them in,

00:49:34.894 --> 00:49:36.235
because of the way I react

00:49:36.755 --> 00:49:38.436
to what's happening.

00:49:40.335 --> 00:49:41.315
The point of all of this

00:49:41.356 --> 00:49:43.657
really is just we need to be mindful.

00:49:44.317 --> 00:49:45.878
And every time we say, well,

00:49:45.898 --> 00:49:47.838
there's no research behind it,

00:49:47.898 --> 00:49:49.458
we're being very particular about

00:49:49.978 --> 00:49:51.539
what research we're talking about,

00:49:51.981 --> 00:49:53.222
because let's talk about

00:49:53.262 --> 00:49:55.382
the research around placebo.

00:49:55.422 --> 00:49:56.083
Let's talk about the

00:49:56.123 --> 00:49:58.005
research around patient care experience.

00:49:58.025 --> 00:50:00.686
Let's talk about buyer psychology pricing.

00:50:01.146 --> 00:50:02.047
Again, back to,

00:50:02.108 --> 00:50:03.429
we've said it a hundred times.

00:50:04.028 --> 00:50:05.791
If I want to improve my

00:50:05.951 --> 00:50:09.132
outcomes clinically, charge more money,

00:50:09.492 --> 00:50:11.054
make it painfully expensive.

00:50:11.574 --> 00:50:13.135
If the person is willing to

00:50:13.175 --> 00:50:14.757
pay a painful price,

00:50:15.197 --> 00:50:16.898
they have already sold

00:50:16.958 --> 00:50:18.760
their own cells and

00:50:18.960 --> 00:50:20.380
into believing that what

00:50:20.440 --> 00:50:22.302
this is is so valuable,

00:50:22.362 --> 00:50:24.664
they're willing to pay more

00:50:24.724 --> 00:50:26.184
money than they want to pay,

00:50:26.626 --> 00:50:27.405
they are going to have a

00:50:27.445 --> 00:50:28.666
better clinical outcome

00:50:29.067 --> 00:50:30.248
than the person who doesn't

00:50:30.288 --> 00:50:31.789
want to pay a fifteen dollar copay.

00:50:32.210 --> 00:50:32.530
You know,

00:50:32.570 --> 00:50:34.311
they're just there's so many

00:50:34.550 --> 00:50:36.293
other opportunities to quote,

00:50:36.393 --> 00:50:38.434
cite research to improve

00:50:38.474 --> 00:50:39.994
patient outcome that has

00:50:40.074 --> 00:50:42.336
nothing to do with true, you know,

00:50:42.416 --> 00:50:43.358
clinical care,

00:50:43.398 --> 00:50:45.039
the actual intervention itself.

00:50:47.398 --> 00:50:47.577
All right,

00:50:47.597 --> 00:50:49.039
we were going to talk about batting cages,

00:50:49.059 --> 00:50:49.619
but I don't know if we have

00:50:49.639 --> 00:50:50.619
enough time for that, do we?

00:50:50.639 --> 00:50:51.260
Or do we want to rip through

00:50:51.280 --> 00:50:51.880
this real quick?

00:50:52.041 --> 00:50:53.141
I don't think we need an hour on this.

00:50:53.181 --> 00:50:54.103
This was a good example.

00:50:54.463 --> 00:50:54.623
Yeah.

00:50:54.702 --> 00:50:55.324
Do you want to talk about this?

00:50:55.344 --> 00:50:56.724
Let's hit it real quick.

00:50:56.804 --> 00:50:58.365
All right, D-Bat, what is this?

00:51:01.597 --> 00:51:02.416
I just hit in one of these

00:51:02.436 --> 00:51:03.818
cages last week.

00:51:04.838 --> 00:51:06.639
We drove two hours from Blue Ridge,

00:51:06.679 --> 00:51:08.019
Georgia to, I forget,

00:51:08.059 --> 00:51:09.181
somewhere in Tennessee.

00:51:10.021 --> 00:51:12.202
And I don't know how they make money.

00:51:12.362 --> 00:51:14.264
I mean, we spent twenty five dollars.

00:51:14.384 --> 00:51:15.485
We were there for like an hour,

00:51:15.525 --> 00:51:16.025
hour and a half.

00:51:16.085 --> 00:51:17.106
It was twenty five bucks to

00:51:17.126 --> 00:51:20.947
get fifteen rounds of either hardball,

00:51:21.007 --> 00:51:23.289
baseball or and or softball

00:51:23.489 --> 00:51:24.170
batting cages.

00:51:24.650 --> 00:51:27.391
Each round has like about fifteen pitches.

00:51:28.192 --> 00:51:30.452
So it was twenty five bucks.

00:51:32.293 --> 00:51:34.155
And I do need to make sure

00:51:35.036 --> 00:51:36.657
my wife paid for it because

00:51:36.677 --> 00:51:37.257
of my birthday.

00:51:37.317 --> 00:51:38.998
So they said something like

00:51:39.297 --> 00:51:40.298
and maybe it was an intro offer.

00:51:40.318 --> 00:51:41.239
I don't know, because I'm saying, yeah,

00:51:41.278 --> 00:51:42.639
I'm seeing forty eight and

00:51:42.820 --> 00:51:43.500
seventy eight here.

00:51:46.365 --> 00:51:47.547
They did say something about a membership.

00:51:47.586 --> 00:51:48.568
So now I need to make sure

00:51:48.588 --> 00:51:49.690
that she's not signed up

00:51:49.730 --> 00:51:51.532
for like twenty five bucks next month.

00:51:51.572 --> 00:51:52.833
And like we're not even in Tennessee.

00:51:53.454 --> 00:51:55.157
So if it's a membership and

00:51:55.197 --> 00:51:57.760
you're hooked in, then it makes sense.

00:51:58.081 --> 00:51:59.141
Is twenty five bucks even on

00:51:59.161 --> 00:52:01.244
this this rate sheet?

00:52:01.724 --> 00:52:03.266
So this is the rate sheet

00:52:03.286 --> 00:52:05.126
for mine here next to me.

00:52:06.547 --> 00:52:08.786
I took my kids up there, you know,

00:52:08.867 --> 00:52:10.748
before the fall ball season.

00:52:11.947 --> 00:52:12.768
It's awesome.

00:52:12.849 --> 00:52:13.829
I mean, it's a warehouse,

00:52:13.869 --> 00:52:15.168
so they're paying very low

00:52:15.208 --> 00:52:16.130
per square foot.

00:52:16.730 --> 00:52:20.210
But like Dave said, hardball, softball,

00:52:20.291 --> 00:52:21.530
they're using real balls.

00:52:21.570 --> 00:52:24.411
They have video in one of

00:52:24.472 --> 00:52:25.952
the batting cages where, like,

00:52:25.972 --> 00:52:27.032
when you hit the ball,

00:52:27.072 --> 00:52:28.452
you can see it on the video

00:52:28.532 --> 00:52:30.114
and it shows you where you hit it on.

00:52:31.193 --> 00:52:33.275
It's very similar to Topgolf,

00:52:33.434 --> 00:52:35.016
but it's for baseball, you know,

00:52:35.076 --> 00:52:37.597
and they do private lessons.

00:52:37.956 --> 00:52:39.197
They have the memberships.

00:52:39.217 --> 00:52:41.478
They have punch cards that you can use.

00:52:42.838 --> 00:52:43.898
I think it's awesome.

00:52:44.039 --> 00:52:47.019
And we see this in the therapy world.

00:52:47.101 --> 00:52:48.420
There's a franchise called

00:52:48.661 --> 00:52:50.161
We Rock the Spectrum.

00:52:51.101 --> 00:52:51.822
And it's a really

00:52:51.882 --> 00:52:53.445
interesting story behind it.

00:52:53.485 --> 00:52:56.349
So as a woman, her son, I believe,

00:52:56.509 --> 00:52:57.751
was autistic.

00:52:57.791 --> 00:52:58.612
She was looking for

00:52:58.652 --> 00:53:00.054
additional services more

00:53:00.094 --> 00:53:01.856
than what her insurance was covering.

00:53:02.416 --> 00:53:04.179
There was equipment that she

00:53:04.199 --> 00:53:05.221
wanted access to.

00:53:06.161 --> 00:53:06.943
Did I get lost?

00:53:07.003 --> 00:53:07.784
I'm not on the screen.

00:53:12.286 --> 00:53:13.126
There was equipment she

00:53:13.146 --> 00:53:14.347
wanted access to and she

00:53:14.367 --> 00:53:15.489
couldn't afford paying

00:53:15.548 --> 00:53:17.289
therapy rates to get, you know,

00:53:17.309 --> 00:53:19.630
the trapeze and the trampoline and stuff.

00:53:20.132 --> 00:53:22.193
So she started We Rock the Spectrum.

00:53:22.853 --> 00:53:24.054
And it's basically the same thing.

00:53:24.094 --> 00:53:24.253
Like,

00:53:24.373 --> 00:53:26.175
I think it's fifteen or twenty dollar

00:53:26.376 --> 00:53:27.235
access pass.

00:53:27.255 --> 00:53:28.456
You go in, you can use it.

00:53:28.856 --> 00:53:29.097
like,

00:53:29.217 --> 00:53:31.538
ten or eleven pieces of equipment

00:53:31.557 --> 00:53:33.018
that the OTs and PTs were

00:53:33.099 --> 00:53:33.978
using with their kids.

00:53:34.920 --> 00:53:35.380
Originally,

00:53:35.400 --> 00:53:36.501
she bought them for the house

00:53:36.541 --> 00:53:37.541
and then she put them in a

00:53:37.661 --> 00:53:38.942
retail center and then she

00:53:39.081 --> 00:53:40.202
opened access to people.

00:53:40.842 --> 00:53:42.043
And it's a growing franchise.

00:53:42.143 --> 00:53:43.384
It's not therapy,

00:53:44.244 --> 00:53:45.364
But it gives you access to

00:53:45.405 --> 00:53:46.465
the therapy equipment.

00:53:46.865 --> 00:53:48.807
You know, DBAT, it's not baseball,

00:53:48.847 --> 00:53:50.188
but it gives you access to

00:53:50.309 --> 00:53:51.789
the equipment to improve

00:53:51.809 --> 00:53:53.530
your ability to play baseball.

00:53:55.012 --> 00:53:56.853
I think any of us could do this.

00:53:57.414 --> 00:53:58.574
And it's a business model

00:53:58.594 --> 00:53:59.775
that's been proven to be

00:53:59.835 --> 00:54:01.157
successful so far.

00:54:01.956 --> 00:54:03.798
So, yeah, I just think it's awesome.

00:54:06.231 --> 00:54:07.253
Real quick,

00:54:07.273 --> 00:54:09.315
we see it in the form of recovery rooms.

00:54:09.856 --> 00:54:12.780
So a recovery room, like here,

00:54:13.001 --> 00:54:16.005
I've got the leg compression devices.

00:54:16.465 --> 00:54:17.306
I've got, you know,

00:54:17.347 --> 00:54:18.588
now I've got Shockwave.

00:54:18.989 --> 00:54:20.751
I've got the RSD treadmill.

00:54:20.911 --> 00:54:22.012
I've got eSIM.

00:54:22.052 --> 00:54:23.675
I've got all of these things.

00:54:24.155 --> 00:54:26.197
that insurance doesn't pay for,

00:54:26.297 --> 00:54:28.940
but patients or clients want access to.

00:54:29.561 --> 00:54:30.981
And so for a monthly

00:54:31.021 --> 00:54:33.264
membership or a per use case,

00:54:33.643 --> 00:54:35.726
they can buy access to the recovery room.

00:54:35.746 --> 00:54:36.545
They can get in there and

00:54:36.565 --> 00:54:37.766
play with all the toys.

00:54:39.027 --> 00:54:40.710
I turn a profit on the backside,

00:54:40.730 --> 00:54:41.690
but then I also have the

00:54:41.731 --> 00:54:43.331
opportunity to upsell,

00:54:43.371 --> 00:54:44.753
cross sell into other

00:54:44.793 --> 00:54:46.574
services that are higher

00:54:46.614 --> 00:54:47.956
profit margin that are

00:54:48.175 --> 00:54:49.456
likely more effective and

00:54:50.557 --> 00:54:51.458
I just think it's a great

00:54:51.498 --> 00:54:53.300
opportunity to monetize

00:54:53.360 --> 00:54:55.702
what we own in different ways.

00:54:55.802 --> 00:54:57.023
The question is how does a

00:54:57.083 --> 00:54:58.264
mobile therapist do it?

00:55:00.686 --> 00:55:02.068
That is the challenge of mobile.

00:55:02.429 --> 00:55:04.231
Yeah.

00:55:04.271 --> 00:55:04.490
All right.

00:55:04.510 --> 00:55:05.632
We've got five minutes left

00:55:06.012 --> 00:55:06.652
and I don't know if anybody

00:55:06.693 --> 00:55:08.074
wants to hear the saw going

00:55:08.094 --> 00:55:08.974
off in the background of my,

00:55:09.054 --> 00:55:09.775
my house anymore,

00:55:09.815 --> 00:55:10.695
but eventually I'll be able

00:55:10.715 --> 00:55:11.898
to come to you live from a new studio.

00:55:12.137 --> 00:55:13.099
You want to do parting shots now?

00:55:13.871 --> 00:55:14.672
Yeah, let's do it.

00:55:14.831 --> 00:55:16.614
So I'll start parting shot.

00:55:17.335 --> 00:55:19.458
Happy birthday to the most

00:55:19.498 --> 00:55:22.141
amazing podcaster in the profession.

00:55:23.021 --> 00:55:24.623
Jimmy, outstanding.

00:55:24.704 --> 00:55:25.565
Happy birthday, buddy.

00:55:27.585 --> 00:55:28.585
That's it.

00:55:28.606 --> 00:55:28.865
I mean, I mean,

00:55:28.885 --> 00:55:30.186
that is that is good enough, man.

00:55:30.487 --> 00:55:32.088
The goat of podcasting for

00:55:32.128 --> 00:55:32.829
physical therapy.

00:55:32.869 --> 00:55:33.648
Happy birthday.

00:55:35.150 --> 00:55:36.791
Hey, best birthday present.

00:55:37.211 --> 00:55:38.492
Go to Jimmy's podcast.

00:55:38.532 --> 00:55:39.132
Go to P.T.

00:55:39.152 --> 00:55:42.356
Pinecast on YouTube, on Apple, iTunes.

00:55:42.856 --> 00:55:43.637
Subscribe.

00:55:43.697 --> 00:55:45.137
Do all the things you have to do.

00:55:45.197 --> 00:55:45.398
Like,

00:55:45.438 --> 00:55:47.059
let's give him a big boost for his

00:55:47.119 --> 00:55:47.440
birthday.

00:55:47.460 --> 00:55:48.219
That would be nice.

00:55:48.300 --> 00:55:48.740
Thank you.

00:55:48.981 --> 00:55:50.181
I would say party shot would be.

00:55:52.050 --> 00:55:53.512
To tie this thing in a knot,

00:55:53.793 --> 00:55:55.974
I spent more with the guy

00:55:55.994 --> 00:55:57.036
in my basement than I

00:55:57.056 --> 00:55:57.976
thought I was going to,

00:55:58.297 --> 00:56:02.141
and I feel happier about it.

00:56:02.262 --> 00:56:03.222
Wrap your head around that.

00:56:03.282 --> 00:56:03.983
He didn't rob me.

00:56:04.103 --> 00:56:04.864
He didn't stick me up.

00:56:05.425 --> 00:56:06.527
I'm spending more,

00:56:07.367 --> 00:56:08.688
but whatever I spent more,

00:56:08.748 --> 00:56:10.490
I feel like I got so much more.

00:56:11.231 --> 00:56:12.152
You're telling me – I feel

00:56:12.172 --> 00:56:13.054
like the scene from

00:56:13.875 --> 00:56:15.396
Swingers where Vince Vaughn

00:56:15.456 --> 00:56:16.858
is explaining to Jon Favre, like,

00:56:17.478 --> 00:56:18.960
with these claws, the bear,

00:56:19.059 --> 00:56:20.282
you can't kill the bunny with the bear.

00:56:20.322 --> 00:56:21.722
I'm like, with your PT degree,

00:56:21.742 --> 00:56:22.483
with what you know,

00:56:22.784 --> 00:56:25.226
you can't ask for this but deliver this?

00:56:25.947 --> 00:56:26.768
You know you can.

00:56:27.009 --> 00:56:27.668
You know you can.

00:56:27.748 --> 00:56:28.710
Now go do that.

00:56:29.670 --> 00:56:31.532
Gentlemen, appreciate the birthday love,

00:56:31.552 --> 00:56:32.273
and we'll see you guys back

00:56:32.293 --> 00:56:33.815
here live on Thursday.

5 Shocking Ways Clinical Theater is Changing the Face of Patient Care

Follow:

Recent Episodes