$7,000, Six LinkedIn Posts, One New PT Hire

WEBVTT

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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all right jimmy is on the bus the

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train okay you don't have to talk you

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just look pretty uh so dave is on

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his way we've got a a great show

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today here's dave the the objective for

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today is we're going to talk about hiring

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building a team recruiting

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Jimmy, Dave,

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the three of us have been talking about

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this for a while.

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Obviously,

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this is the biggest bottleneck outside of,

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for some reason,

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the therapist community refusal to

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innovate and adopt technology.

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Other than that,

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the biggest barrier I see to growth is

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the lack of employees, people around,

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people we can hire.

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So Dave had some great news.

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I don't know if you can share it

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publicly yet, if you can't just tell us,

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but what's going on, Dave?

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Yeah.

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So we have our next full-time physical

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therapist just signed their offer letter

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early this morning.

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Offer letter was sent yesterday.

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Video interview was yesterday,

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Monday morning at eight AM,

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which by the way,

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we should come back to the doofus test.

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Let's talk about that.

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What's the doofus test?

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That's a hook.

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You got to stick around for the rest

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of the show.

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We'll talk about the doofus test in the

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coming minutes.

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So we just got this commit for Monday,

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November second,

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full time physical therapist to start in

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about four weeks.

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And he's he told me that he's letting

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his full time employer know today.

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So obviously I'm not going to mention the

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therapist's name, but we're very excited.

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Very, very excited.

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And he's got a ton of energy in

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a good way,

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nerding out clinically on the Zoom video

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call, the Zoom video interview.

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So we'll get more into it, but very,

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very excited to continue to grow the team,

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find folks that have...

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interest or you know striving for clinical

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excellence while also having the soft

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skills which definitely is challenging and

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also um we can show if you guys

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want to show those not right now but

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as we get into it the uh the

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posts that i boosted that got in front

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of this therapist that we weren't even

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connected with on linkedin and that was

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the whole point of spending thousands of

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dollars on these boosted posts uh so we

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can get into how much i spent what

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i posted all that

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Yeah.

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So give me some context.

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Anybody who's watching, you know,

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kind of why are you hiring?

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Like what's your objective?

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Are you looking to grow the company or

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what's going on?

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And then kind of what is a little

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bit of your thought process behind who

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you're looking for?

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Who is the ideal candidate?

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Definitely trying to grow.

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God bless my parents,

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but both small business owners that kind

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of had pretty much like a,

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almost like a one man band or like

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smaller teams and with help of coaching

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and with, you know,

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help from you guys and Serti McKee and

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so many others.

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Yeah.

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Just continuing to strive.

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I've gotten a lot of help and support

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on how to navigate that.

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And if you're not,

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if you're not growing,

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I think you're shrinking, right?

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It's like one or the other maybe,

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but that's the plan is for me,

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I'm still just treating two clients a

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week, pretty much one visit each.

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So a very,

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very small caseload of existing clients.

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So continuing to get the team busier,

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keep them busy, keep them happy.

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And at the same time,

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grow the team knowing that we're

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continuing to get more new qualified

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leads, more new referrals, partnerships,

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all that.

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And so

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That, I don't know, that just,

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I don't wanna say that the cliche thing

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of like a growth mindset, right?

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But for me, it just like,

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I don't know, it's like growth or die.

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Like, I don't know, like what,

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if you're in this and you're striving to

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do more and help more people and all

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that, like you need more team members.

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So that's growth.

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Yeah,

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but let's not give shrinkage a bad name.

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I am in a shrinkage kind of mode.

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You guys know, I told you,

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I'll tell everybody else.

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We sold our building here in Middletown.

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Like we closed our second to last clinic

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January of two thousand twenty six

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officially.

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We sold that building.

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We went to closing on Friday.

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You know, we are shrinking.

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But within that, my revenue is growing,

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my profitability is growing.

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So you can consolidate,

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you can get smaller while still optimizing

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for the things that are most important.

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And so my second question to you was

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kind of, what's the background behind,

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who is the ideal candidate for Dave

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Kittle's organization,

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for the culture that you're building?

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What are the soft skills, the traits?

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that really makes somebody stand out?

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Energy.

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Positivity.

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I don't want to say all the cliche

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things like self-starter,

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but you got to be if you're going

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to be making your own schedule and running

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around the city for some of the home

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visits.

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You have to have some amount of confidence

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because we do have some people that our

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clients that are big personalities,

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big egos.

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Sometimes we're celebrities.

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We do have a fairly moderately

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celebrity right now that Dr.

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Crystal has evaluated and treated that

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everyone knows.

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Obviously we can't mention names.

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I would love to just to, you know,

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humble brag all the time, but I,

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you know, privacy and HIPAA, we can't,

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but I wish, I totally wish we could.

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It takes a certain type of person to,

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regardless of even physical therapist,

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right?

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I think it takes a certain type of

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person to,

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to walk into someone's home apartment or a

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hotel room and it's someone who either has

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a high net worth, meaning,

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and sometimes that usually comes with like

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high expectations or it's someone who's

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like a known celebrity or figure or

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something like that.

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how even if not physical therapist,

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but especially a physical therapist in

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this context, how do you greet someone?

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How do you say hello to someone?

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How do you build rapport with someone

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confidently?

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How do you be respectful enough that

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you're in their home or their apartment,

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like their personal space?

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respectful enough, but at the same time,

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have enough confidence to say, hey, okay,

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based off of that,

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we're going to do this next.

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As opposed to like, hey, Tony, so like,

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what do you think?

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Like, we could do like this or this.

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Like, which one do you think is best?

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You know, it's kind of like, I mean,

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you're the expert,

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doctor of physical therapy.

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Like, you're the specialist.

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So it takes a certain type of person.

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So as we go from a one-hour Zoom

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call to a one-hour skills assessment where

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they evaluate me or one of my therapists

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as the fake patient,

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We have a whole bunch of touch points

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where it's hard to fake it or it's

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hard to pretend that you're something that

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you're not.

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Yeah.

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What are some of the things that surprised

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you or maybe

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frustrated you when you're going through

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interviews,

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meeting people and you're like,

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they should have these skills.

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How does somebody survive in two thousand

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twenty six?

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How does this person function in society

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and they can't do X, Y or Z?

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Basic grammar of emails.

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Um, if you send me an email, hi,

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Dave.

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And the D of my first name,

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the first letter of my first name is

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lowercase.

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Like, well,

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like that almost disqualifies you

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altogether.

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Like, here's the thing, Tony.

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So like anyone that I've ever hired over

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the past, like two or three years, um,

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would not make that mistake.

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They would read the email,

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they would draft it,

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they would type it up,

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and there shouldn't be,

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at the end of the sentence,

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there shouldn't be like a space and then

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a period.

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It's just like a basic thing.

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And here's the thing,

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if you do the normal basic stuff well,

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then you can kind of take on more

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roles and responsibilities and then you

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can excel in your career typically.

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You can kind of climb the corporate ladder

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or negotiate higher compensation

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typically.

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But if you don't do the normal stuff,

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the basic stuff properly,

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how to draft a regular email properly,

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how to like, I don't understand.

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Like,

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why would you ever a future employer?

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Why would you ever address them with a

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lowercase letter of their name?

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And then even if you did and you

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send it and you're like, oops, my bad.

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I'm sorry.

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Like, um, you know, I'm speech to text,

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whatever.

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I'm on the go.

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I'm sorry.

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I missed that.

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Whatever.

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Okay.

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Maybe you get a, maybe get a pass.

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And, but there's only,

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there's like so many of those things,

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Tony, where, um,

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I mean, we could get into it,

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but it's all the basic stuff.

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If you don't do the basic stuff well,

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that almost immediately starts to expose

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you that now I probably can't trust you

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to go and evaluate and treat of someone

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who is worth like hundreds of millions of

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dollars or billions of dollars or is a

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busy professional.

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They work in finance.

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I mean,

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that client is going to eat that therapist

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up.

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Yeah.

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Yeah, I agree.

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And you know,

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I am somebody who makes a lot of

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mistakes.

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I am somebody who will transpose letters

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and I'll do things.

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But I also am somebody who realized I

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need help with that.

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So either my wife's gonna review it,

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my wife's gonna make sure that it's

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accurate and it makes sense.

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Last night I was trying to send the

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text regarding the whole closing on the

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real estate deal.

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And my wife was like, stop,

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just give me your phone.

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I will send it from your phone.

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Um,

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or my digital wife chat GPT is going

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to review it.

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So this morning I'm,

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I'm emailing the CPA and I'm like,

00:10:21.379 --> 00:10:23.581
I can't convey this message clearly and

00:10:23.621 --> 00:10:25.663
concisely chat.

00:10:25.724 --> 00:10:27.804
Here's the draft of my email, you know,

00:10:27.945 --> 00:10:28.586
clean it up.

00:10:29.125 --> 00:10:30.827
And don't don't change it.

00:10:30.868 --> 00:10:32.208
Just clean it up for me.

00:10:32.489 --> 00:10:35.130
And it did like we have so many

00:10:35.171 --> 00:10:36.951
tools at our disposal for that.

00:10:36.991 --> 00:10:39.134
I think the thing for me when I

00:10:39.173 --> 00:10:39.975
was interviewing,

00:10:40.014 --> 00:10:41.975
when I was looking for new hires,

00:10:42.417 --> 00:10:44.979
the thing that always struck me as just

00:10:45.019 --> 00:10:47.321
bizarre was the lack of curiosity.

00:10:48.061 --> 00:10:51.543
you know the the lack of genuine curiosity

00:10:51.582 --> 00:10:53.845
to be like yeah i wonder why what's

00:10:53.884 --> 00:10:56.525
going on how what take it deeper whether

00:10:56.546 --> 00:10:58.687
it be on a clinical case like hey

00:10:58.727 --> 00:11:01.389
this person presents with these issues you

00:11:01.428 --> 00:11:04.291
know and and there there's no curiosity on

00:11:04.350 --> 00:11:06.631
going deeper into that like why are they

00:11:06.871 --> 00:11:08.393
presenting like this this doesn't make

00:11:08.452 --> 00:11:08.833
sense

00:11:10.804 --> 00:11:12.524
or curiosity in the personal life.

00:11:12.825 --> 00:11:15.946
It's like, what gets you excited?

00:11:16.285 --> 00:11:17.546
What do you do on the weekends?

00:11:17.806 --> 00:11:19.126
What do you do outside of work?

00:11:19.667 --> 00:11:21.466
Everybody wants to talk about work-life

00:11:21.486 --> 00:11:23.888
balance, but okay, well,

00:11:23.927 --> 00:11:26.008
what are you doing outside of work that

00:11:26.048 --> 00:11:27.087
is interesting?

00:11:27.207 --> 00:11:30.349
And so few people actually had something

00:11:30.808 --> 00:11:31.908
that they were passionate about.

00:11:31.948 --> 00:11:32.948
They weren't musicians,

00:11:32.989 --> 00:11:33.808
they weren't artists,

00:11:33.828 --> 00:11:34.850
they weren't travelers,

00:11:34.889 --> 00:11:36.049
they weren't anything.

00:11:36.754 --> 00:11:38.576
Like they just kind of existed.

00:11:39.498 --> 00:11:40.659
And so, you know,

00:11:40.700 --> 00:11:42.542
those are some of the things if it's

00:11:42.562 --> 00:11:44.364
a new grad listening to this show or

00:11:44.403 --> 00:11:45.245
this episode,

00:11:46.626 --> 00:11:48.448
I really think those are the things that

00:11:48.489 --> 00:11:51.932
need to be harnessed and improved and then

00:11:52.033 --> 00:11:55.116
how you convey it so that if I'm

00:11:55.236 --> 00:11:56.538
interviewing with Dave,

00:11:57.178 --> 00:11:58.739
I want Dave to know like, hey,

00:11:59.038 --> 00:11:59.919
I'm a whole person.

00:12:00.159 --> 00:12:00.940
I've got interests.

00:12:00.980 --> 00:12:01.879
I've got passions.

00:12:01.899 --> 00:12:02.779
I've got desires.

00:12:02.820 --> 00:12:04.100
I'm curious about the world.

00:12:04.139 --> 00:12:05.701
I'm curious about patient care.

00:12:06.280 --> 00:12:10.501
I'm excited to be alive in this time

00:12:10.782 --> 00:12:13.121
of infinite access to knowledge and

00:12:13.162 --> 00:12:14.682
resources and everything that we have

00:12:14.722 --> 00:12:18.143
available.

00:12:18.182 --> 00:12:20.264
Where can we take this before Jimmy gets

00:12:20.364 --> 00:12:22.644
on?

00:12:22.744 --> 00:12:23.985
I've got those screenshots.

00:12:24.024 --> 00:12:24.764
You want to pull them up?

00:12:25.264 --> 00:12:26.004
I mean, I can pull them up.

00:12:26.706 --> 00:12:27.748
Yeah, let's do that real quick.

00:12:27.788 --> 00:12:30.589
So I, you guys know, like,

00:12:30.629 --> 00:12:31.750
I think we've all talked about this a

00:12:31.769 --> 00:12:32.309
bunch of times,

00:12:32.330 --> 00:12:38.613
like posting on LinkedIn is just a no

00:12:38.633 --> 00:12:38.972
brainer.

00:12:39.072 --> 00:12:39.712
Like Tony,

00:12:39.732 --> 00:12:41.234
you've done it a ton where it was,

00:12:41.394 --> 00:12:41.995
I don't know if you did it.

00:12:42.034 --> 00:12:42.475
Did you really,

00:12:42.934 --> 00:12:44.096
did you post on LinkedIn for the

00:12:44.155 --> 00:12:45.135
marketing, your,

00:12:45.316 --> 00:12:46.476
your marketing course or no?

00:12:47.833 --> 00:12:49.054
Uh, marketing course.

00:12:49.174 --> 00:12:49.735
I don't know.

00:12:50.014 --> 00:12:51.755
I don't remember.

00:12:51.775 --> 00:12:53.057
You just posted for like general,

00:12:53.116 --> 00:12:54.518
like general PT stuff, right?

00:12:54.798 --> 00:12:55.658
Yeah, pretty much.

00:12:55.739 --> 00:12:57.620
I was just trying to see what LinkedIn

00:12:57.659 --> 00:12:59.801
was going to do for me connecting with

00:12:59.900 --> 00:13:00.981
other PTs.

00:13:01.881 --> 00:13:03.423
Um, it just didn't do much.

00:13:03.462 --> 00:13:06.705
So I kind of fell off the platform.

00:13:06.804 --> 00:13:06.924
Yeah.

00:13:06.945 --> 00:13:08.466
So I know Jimmy's Jimmy's in, uh,

00:13:08.485 --> 00:13:09.466
you're muted.

00:13:09.506 --> 00:13:09.586
Yeah.

00:13:09.606 --> 00:13:11.567
So totally agree with what you're

00:13:14.437 --> 00:13:15.698
You guys are saying, Dave,

00:13:15.899 --> 00:13:17.259
I will counter this though.

00:13:18.000 --> 00:13:19.802
I have seen some websites that make me

00:13:19.841 --> 00:13:20.322
look like,

00:13:20.601 --> 00:13:22.264
that make me think I don't wanna work

00:13:22.303 --> 00:13:22.524
there.

00:13:22.884 --> 00:13:23.985
Like I've seen some,

00:13:24.205 --> 00:13:25.265
I look at a lot of PT clinic

00:13:25.285 --> 00:13:25.725
websites.

00:13:25.785 --> 00:13:26.886
I was looking at some this morning.

00:13:27.307 --> 00:13:28.707
So the flip side is also true.

00:13:28.888 --> 00:13:32.571
If my capital D for Dave is a

00:13:32.610 --> 00:13:33.091
standout,

00:13:33.831 --> 00:13:35.312
having a website that looks like it was

00:13:35.352 --> 00:13:37.313
around since MySpace, red flag and a half,

00:13:37.494 --> 00:13:37.754
right?

00:13:37.815 --> 00:13:40.275
It doesn't look like I have a doctoral

00:13:40.296 --> 00:13:40.697
degree.

00:13:40.956 --> 00:13:41.937
I have a doctoral degree.

00:13:42.673 --> 00:13:44.455
And you're using Wix.

00:13:44.534 --> 00:13:46.196
You're using like the first template on

00:13:46.216 --> 00:13:47.496
Wix can't do it, right?

00:13:47.537 --> 00:13:48.116
So like people,

00:13:48.398 --> 00:13:49.378
but I think the bottom line is you're

00:13:49.398 --> 00:13:50.198
being assessed.

00:13:50.979 --> 00:13:52.759
We're all being assessed, right?

00:13:53.100 --> 00:13:53.500
Both sides.

00:13:53.520 --> 00:13:54.500
The minute you look at someone,

00:13:54.541 --> 00:13:55.761
how they carry themselves, right?

00:13:55.822 --> 00:13:58.043
Digitally or in person, right?

00:13:58.102 --> 00:13:59.104
And you're constantly thinking,

00:13:59.124 --> 00:14:00.664
I'm talking about this before the grunt

00:14:00.684 --> 00:14:01.004
test.

00:14:01.605 --> 00:14:02.225
What do you do?

00:14:02.245 --> 00:14:03.647
How would it make my life better?

00:14:03.907 --> 00:14:04.767
What do I need to do to get

00:14:04.807 --> 00:14:04.888
it?

00:14:05.008 --> 00:14:06.048
You're looking at that for products or

00:14:06.087 --> 00:14:06.568
services.

00:14:06.589 --> 00:14:07.948
You're looking at that from the human

00:14:07.989 --> 00:14:08.210
side.

00:14:08.250 --> 00:14:10.451
So, one hundred and fifty percent,

00:14:11.110 --> 00:14:12.111
we're always being assessed.

00:14:15.249 --> 00:14:18.692
All right, so Dave.

00:14:18.711 --> 00:14:20.833
So yes, I posted, as you guys know,

00:14:20.913 --> 00:14:23.917
I think since even maybe earlier this year

00:14:24.116 --> 00:14:24.738
or last year,

00:14:24.758 --> 00:14:26.700
I've been posting more and more posts like

00:14:26.720 --> 00:14:27.019
this.

00:14:27.600 --> 00:14:28.542
And then I will do,

00:14:28.642 --> 00:14:30.062
this is what Gary Vee teaches.

00:14:30.123 --> 00:14:30.543
He's like,

00:14:31.024 --> 00:14:32.485
post a bunch of organic content,

00:14:33.125 --> 00:14:35.267
And then whichever ones do the best,

00:14:35.668 --> 00:14:38.408
you pay on Facebook or Instagram or

00:14:38.509 --> 00:14:39.450
LinkedIn or wherever,

00:14:39.889 --> 00:14:42.291
you pay for either like a boosted post

00:14:42.331 --> 00:14:43.412
or you turn those into ads.

00:14:43.912 --> 00:14:47.573
So I decided it's just easier on LinkedIn

00:14:48.034 --> 00:14:48.914
to just boost them.

00:14:49.034 --> 00:14:50.296
You set up some targeting,

00:14:50.696 --> 00:14:51.356
believe it or not,

00:14:52.514 --> 00:14:52.975
There's six,

00:14:53.296 --> 00:14:55.740
there's six posts and I opened it up

00:14:55.759 --> 00:14:56.961
for the entire United States.

00:14:57.100 --> 00:14:58.683
I just like any physical therapist.

00:14:58.724 --> 00:15:00.745
So physical therapist, DPT,

00:15:00.826 --> 00:15:01.707
doctor of physical therapy,

00:15:01.748 --> 00:15:03.089
like all the normal keywords of like

00:15:03.109 --> 00:15:04.831
their, either their job, their role,

00:15:04.851 --> 00:15:05.452
their function,

00:15:05.533 --> 00:15:07.014
or what might be in their profile.

00:15:08.191 --> 00:15:10.572
And I took the top six posts over

00:15:10.592 --> 00:15:12.793
the past year or whatever, year or two,

00:15:13.595 --> 00:15:15.375
whichever ones organically got the most

00:15:15.456 --> 00:15:18.118
views, the most engagements, likes,

00:15:18.138 --> 00:15:18.817
comments, whatever.

00:15:19.399 --> 00:15:21.600
I took those, I think, six.

00:15:22.421 --> 00:15:25.403
And I tested by putting anywhere.

00:15:25.423 --> 00:15:27.903
I don't know if I got to see

00:15:27.943 --> 00:15:28.183
Tony's.

00:15:28.384 --> 00:15:29.384
Okay, now I see Tony's face.

00:15:30.086 --> 00:15:32.226
I put over, this was like weeks ago.

00:15:33.427 --> 00:15:35.629
I selected most of these posts for like

00:15:36.190 --> 00:15:37.811
a thousand or two thousand dollars.

00:15:38.311 --> 00:15:42.456
to run for like a thirty day period.

00:15:42.496 --> 00:15:43.136
So I don't know,

00:15:43.157 --> 00:15:44.899
I probably spent what I would pay Sturdy

00:15:44.919 --> 00:15:46.961
McKee for a referral fee anyway.

00:15:47.022 --> 00:15:47.201
Right.

00:15:47.221 --> 00:15:49.184
So just like a different way to,

00:15:49.345 --> 00:15:50.245
you know,

00:15:50.726 --> 00:15:52.369
move those dollars instead of instead of

00:15:52.389 --> 00:15:54.471
paying like a referral service or any

00:15:54.511 --> 00:15:56.274
other like marketing approach.

00:15:58.951 --> 00:16:01.956
I probably put six or seven K into

00:16:01.995 --> 00:16:02.515
these posts.

00:16:02.556 --> 00:16:03.697
And I think they're still running.

00:16:03.717 --> 00:16:06.020
Like I'm not great at like going back

00:16:06.101 --> 00:16:06.962
in and looking at it.

00:16:06.982 --> 00:16:08.043
Cause I think these are still running.

00:16:08.365 --> 00:16:08.825
It doesn't matter.

00:16:09.846 --> 00:16:11.908
I'm putting the dollar amount into the

00:16:11.947 --> 00:16:12.249
system.

00:16:12.308 --> 00:16:13.850
Either I'm paying a recruiter or I'm

00:16:13.889 --> 00:16:16.270
paying with my time or I'm paying to

00:16:16.331 --> 00:16:17.751
have, you know, whatever,

00:16:17.793 --> 00:16:20.094
like access to DPT students for

00:16:20.173 --> 00:16:21.154
affiliations and referrals.

00:16:21.174 --> 00:16:22.696
Then I pay for my time to actually

00:16:22.755 --> 00:16:26.018
do that instead with these LinkedIn posts.

00:16:26.138 --> 00:16:27.739
And then the new candidate who,

00:16:28.759 --> 00:16:31.702
applied last week, didn't connect with me.

00:16:31.964 --> 00:16:33.365
We're not even connected on LinkedIn,

00:16:33.424 --> 00:16:34.966
but they applied on our website.

00:16:35.246 --> 00:16:36.808
Then we did the phone screen last week.

00:16:37.350 --> 00:16:39.011
And then we did the eight AM zoom

00:16:39.032 --> 00:16:40.974
video call the interview yesterday

00:16:41.014 --> 00:16:41.333
morning.

00:16:42.075 --> 00:16:44.437
And then I had asked him, I said,

00:16:44.518 --> 00:16:46.919
how, how did you, you know,

00:16:46.940 --> 00:16:47.760
you said through LinkedIn.

00:16:48.001 --> 00:16:49.062
So then I said, well,

00:16:49.754 --> 00:16:50.936
do you remember which post?

00:16:50.975 --> 00:16:51.996
Cause he was like, oh, he's like,

00:16:52.037 --> 00:16:52.517
I think it was,

00:16:52.576 --> 00:16:53.398
I don't know the algorithm.

00:16:53.437 --> 00:16:54.018
I think it was like a,

00:16:54.418 --> 00:16:55.440
it might've been an ad or like a

00:16:55.480 --> 00:16:56.159
boosted post.

00:16:56.440 --> 00:16:57.260
He said he wasn't sure.

00:16:57.721 --> 00:16:59.482
So then this morning to prepare for this

00:16:59.503 --> 00:17:01.124
show, I said, I texted him,

00:17:01.664 --> 00:17:02.345
do you remember,

00:17:03.005 --> 00:17:04.747
here's the six that I've boosted.

00:17:04.787 --> 00:17:06.528
Here's the six screenshots of the post

00:17:06.548 --> 00:17:08.911
that I boosted just for research and

00:17:08.931 --> 00:17:10.372
marketing attribution and all that.

00:17:10.392 --> 00:17:11.112
Like, can you,

00:17:11.251 --> 00:17:12.814
do you recall which of these six

00:17:13.924 --> 00:17:15.924
you saw that you liked or whatever.

00:17:15.964 --> 00:17:17.625
And then that resulted in you going into

00:17:17.645 --> 00:17:20.165
our website and then applying to work with

00:17:20.226 --> 00:17:20.346
us.

00:17:20.766 --> 00:17:21.885
And then he sent me back this one

00:17:21.905 --> 00:17:22.767
and the other one that I sent you

00:17:22.787 --> 00:17:22.946
guys.

00:17:22.987 --> 00:17:24.886
So he actually saw two,

00:17:24.946 --> 00:17:27.547
he was hit with two posts and he

00:17:27.586 --> 00:17:28.087
liked them.

00:17:28.347 --> 00:17:29.188
And then he was able to go back

00:17:29.208 --> 00:17:31.107
into his LinkedIn and see what are the

00:17:31.468 --> 00:17:33.307
posts that he reacted to,

00:17:33.367 --> 00:17:35.388
meaning a thumbs up or hearted or

00:17:35.689 --> 00:17:35.989
whatever.

00:17:36.489 --> 00:17:37.388
And so this was one of them.

00:17:37.769 --> 00:17:38.269
So it's like,

00:17:39.189 --> 00:17:40.890
I just posted this one week ago

00:17:40.970 --> 00:17:41.630
organically.

00:17:42.526 --> 00:17:45.107
And then I put some money behind it.

00:17:47.308 --> 00:17:50.310
And what's hilarious is the first three

00:17:50.351 --> 00:17:52.952
lines is exactly what I hammered with Dr.

00:17:53.012 --> 00:17:55.855
Ethan Berger back in May or June,

00:17:55.875 --> 00:17:57.415
like when he started with me.

00:17:57.676 --> 00:17:58.537
And I kept saying to him,

00:17:58.876 --> 00:18:00.397
treat less patients, write less notes,

00:18:00.417 --> 00:18:00.979
make more money.

00:18:01.398 --> 00:18:03.059
Treat less patients, write less notes,

00:18:03.119 --> 00:18:03.661
make more money.

00:18:05.343 --> 00:18:06.384
It doesn't flow really well,

00:18:06.403 --> 00:18:07.965
but it is very, very simple.

00:18:08.465 --> 00:18:10.388
Three lines, three words each line.

00:18:10.910 --> 00:18:11.650
Maybe that's it.

00:18:11.750 --> 00:18:13.071
Maybe it's the screenshot, the image.

00:18:13.353 --> 00:18:14.653
We're never going to know why,

00:18:15.095 --> 00:18:16.537
but what do you guys think?

00:18:18.119 --> 00:18:19.580
Jimmy, before you jump in,

00:18:19.840 --> 00:18:21.603
so I'm going to dish it out just

00:18:21.623 --> 00:18:22.103
a little bit.

00:18:22.123 --> 00:18:24.204
And I'm not anyone who's got great

00:18:24.244 --> 00:18:25.665
grammar, I promise.

00:18:26.227 --> 00:18:29.710
But because we said when a candidate uses

00:18:29.750 --> 00:18:30.851
a lowercase d,

00:18:33.113 --> 00:18:33.972
as soon as I saw it,

00:18:34.012 --> 00:18:35.394
the first thing I thought was,

00:18:35.775 --> 00:18:38.537
why is he saying treat less patients?

00:18:38.557 --> 00:18:40.038
Now, less, less, less.

00:18:40.558 --> 00:18:41.318
It should be fewer.

00:18:42.059 --> 00:18:44.142
I ran it through chat GPT just to

00:18:44.182 --> 00:18:44.942
make sure.

00:18:45.123 --> 00:18:45.962
And yes,

00:18:46.282 --> 00:18:48.404
fewer is correct because patients and

00:18:48.505 --> 00:18:51.287
notes are things you can count.

00:18:51.748 --> 00:18:53.308
Treat fewer patients, fewer notes,

00:18:53.469 --> 00:18:54.069
more money.

00:18:55.671 --> 00:18:56.490
Touche.

00:18:56.510 --> 00:18:56.692
Less.

00:18:56.731 --> 00:18:57.992
Touche.

00:18:58.593 --> 00:18:59.433
I have no rebuttal.

00:18:59.894 --> 00:19:00.575
I have no rebuttal.

00:19:02.701 --> 00:19:04.461
But Chad also said, strong hook,

00:19:04.842 --> 00:19:06.943
but the recruiting pitch could be more

00:19:06.983 --> 00:19:07.625
convincing.

00:19:08.325 --> 00:19:11.327
So just for people who aren't watching but

00:19:11.387 --> 00:19:13.490
are listening, the thing says,

00:19:13.809 --> 00:19:15.431
treat less patients, write less notes,

00:19:15.490 --> 00:19:16.271
make more money.

00:19:16.892 --> 00:19:17.452
To me...

00:19:18.894 --> 00:19:21.136
The secondary thing that concerns me is it

00:19:21.156 --> 00:19:22.837
just, I don't want pay.

00:19:22.939 --> 00:19:24.599
I don't want therapists who want to treat

00:19:24.640 --> 00:19:25.500
fewer patients.

00:19:26.061 --> 00:19:28.084
I don't want paid therapists who want to

00:19:28.124 --> 00:19:29.266
write fewer notes,

00:19:29.566 --> 00:19:30.826
but that's my business model.

00:19:31.067 --> 00:19:31.969
You're in a different model.

00:19:32.009 --> 00:19:34.290
You're a different hundred percent.

00:19:34.330 --> 00:19:35.311
Give me, what were you going to say?

00:19:36.133 --> 00:19:38.195
I'm looking for a man in finance trust

00:19:38.236 --> 00:19:40.258
fund, six, five blue eyes.

00:19:40.970 --> 00:19:43.270
Looking for a man in finance, trust fund,

00:19:43.590 --> 00:19:44.932
six, five, blue eyes.

00:19:45.192 --> 00:19:47.093
That's why Dave's post works.

00:19:47.413 --> 00:19:48.814
It's not a recruiting post.

00:19:49.054 --> 00:19:50.315
It's not what it is.

00:19:50.674 --> 00:19:52.175
It's dangling the thing.

00:19:52.276 --> 00:19:54.336
If you've got that, I'm your guy.

00:19:54.396 --> 00:19:56.038
That's why it works, right?

00:19:56.117 --> 00:19:57.659
I'm looking for a man in finance,

00:19:58.038 --> 00:20:00.661
trust fund, six, five, blue eyes.

00:20:00.980 --> 00:20:04.403
Say this thing out loud first.

00:20:04.542 --> 00:20:06.423
Why are we hiding this stuff, right?

00:20:06.864 --> 00:20:09.464
Give me some more mayonnaise to put on

00:20:09.484 --> 00:20:10.404
your job description.

00:20:10.545 --> 00:20:11.605
Oh, competitive salary.

00:20:11.865 --> 00:20:13.326
Competitive with what?

00:20:13.426 --> 00:20:15.267
A lemonade stand out front of my house?

00:20:15.846 --> 00:20:18.208
An orthopedic surgeon, right?

00:20:18.428 --> 00:20:19.449
Flexible environment.

00:20:19.648 --> 00:20:20.769
Can I work four tens?

00:20:21.028 --> 00:20:21.308
No.

00:20:21.509 --> 00:20:23.329
Can I work eight fives?

00:20:24.790 --> 00:20:25.030
No.

00:20:25.111 --> 00:20:26.671
So flexible for whom?

00:20:26.750 --> 00:20:27.751
Define it for me.

00:20:27.811 --> 00:20:29.792
Stop telling me how great you are and

00:20:29.813 --> 00:20:30.732
give me an example.

00:20:30.952 --> 00:20:32.473
If I want to treat less patients,

00:20:32.913 --> 00:20:34.094
if I want to write less notes,

00:20:34.354 --> 00:20:35.394
if I want to make more money,

00:20:35.595 --> 00:20:36.035
Dave's like...

00:20:36.976 --> 00:20:38.696
No, because no one would say that.

00:20:38.757 --> 00:20:39.617
The fact that you had to go to

00:20:39.678 --> 00:20:41.940
chat GPT says it's grammatically correct,

00:20:42.601 --> 00:20:45.682
textually wrong, right?

00:20:45.702 --> 00:20:47.484
Because that would actually put distance.

00:20:47.505 --> 00:20:48.306
It'd be like, viewer,

00:20:48.486 --> 00:20:50.287
this guy sounds too snooty.

00:20:50.667 --> 00:20:50.907
Also,

00:20:50.948 --> 00:20:52.429
you guys are overlooking the fact that,

00:20:52.648 --> 00:20:53.289
let me ask you this.

00:20:53.971 --> 00:20:54.250
Dave,

00:20:54.351 --> 00:20:57.333
where were all the people living that have

00:20:57.374 --> 00:20:58.013
started working with you?

00:20:58.034 --> 00:20:59.634
Were they all already native New Yorkers,

00:20:59.675 --> 00:21:01.217
or did people relocate to work with you?

00:21:04.367 --> 00:21:06.068
Ethan and Crystal and even Andrew,

00:21:06.108 --> 00:21:07.709
who we hired earlier this year,

00:21:07.888 --> 00:21:09.588
all had relocated here.

00:21:09.628 --> 00:21:11.890
The one that we just hired actually grew

00:21:11.930 --> 00:21:13.829
up in Long Island, I believe.

00:21:13.869 --> 00:21:14.651
Wait, say that again.

00:21:14.691 --> 00:21:15.030
I couldn't hear.

00:21:15.050 --> 00:21:17.651
They did relocate or they didn't?

00:21:17.671 --> 00:21:19.112
The three that I've already hired and

00:21:19.211 --> 00:21:20.892
onboarded for this calendar year all

00:21:21.231 --> 00:21:23.051
relocated elsewhere into the New York City

00:21:23.112 --> 00:21:23.333
area.

00:21:24.232 --> 00:21:25.073
Look at the picture.

00:21:25.922 --> 00:21:28.224
You're selling New York, right?

00:21:28.404 --> 00:21:29.326
I know I want to move to New

00:21:29.346 --> 00:21:29.507
York.

00:21:29.547 --> 00:21:30.989
I've always wanted, look, look, look,

00:21:31.009 --> 00:21:31.990
look where the, the,

00:21:32.150 --> 00:21:33.152
I want to move to New York does

00:21:33.211 --> 00:21:33.813
not live here.

00:21:33.833 --> 00:21:34.472
It lives here.

00:21:34.574 --> 00:21:34.733
Right.

00:21:35.233 --> 00:21:36.496
But I don't know how, because what,

00:21:36.536 --> 00:21:37.698
how am I going to make any money?

00:21:37.718 --> 00:21:39.000
I'm going to go work for this place.

00:21:39.019 --> 00:21:39.339
I'm not going to,

00:21:39.740 --> 00:21:40.902
But you did two things.

00:21:41.362 --> 00:21:43.604
You dangled the dream and you showed them

00:21:43.683 --> 00:21:44.584
and you're like, listen.

00:21:44.723 --> 00:21:45.325
So I don't know if this is a

00:21:45.345 --> 00:21:46.826
recruiting pitch as much as this is

00:21:47.486 --> 00:21:49.567
attention over time until you know what?

00:21:50.048 --> 00:21:51.108
This guy keeps saying it.

00:21:51.269 --> 00:21:52.269
I'm going to see.

00:21:52.470 --> 00:21:53.470
Is he lying?

00:21:53.509 --> 00:21:54.990
And I'm going to zoom in and they

00:21:55.010 --> 00:21:55.932
take the next step.

00:21:55.951 --> 00:21:57.393
So I think that's why this was effective.

00:21:57.673 --> 00:21:59.074
Bring up the other one, too,

00:21:59.094 --> 00:22:00.075
because there was something I wanted to

00:22:00.095 --> 00:22:00.714
talk about in that one.

00:22:00.755 --> 00:22:01.695
There's two screenshot.

00:22:02.155 --> 00:22:03.416
I love the fact that it starts with

00:22:03.457 --> 00:22:04.718
exactly what people are thinking.

00:22:04.817 --> 00:22:08.079
I know you won't believe this or you'll

00:22:08.099 --> 00:22:09.580
probably think this is fake.

00:22:10.040 --> 00:22:11.321
The hook, right?

00:22:12.482 --> 00:22:13.482
And if you see that enough,

00:22:13.502 --> 00:22:14.064
you're going to go,

00:22:14.263 --> 00:22:16.885
I do think that's fake.

00:22:17.125 --> 00:22:18.787
He knows it sounds too good to be

00:22:18.826 --> 00:22:20.548
true, but he's saying it out loud.

00:22:20.948 --> 00:22:22.808
Therefore, I trust him a little bit.

00:22:22.868 --> 00:22:23.128
You know,

00:22:23.209 --> 00:22:25.010
four milligrams of trust I'll give him.

00:22:25.310 --> 00:22:26.371
That's why when I looked at these two

00:22:26.412 --> 00:22:28.313
screenshots, I said, I get it.

00:22:28.393 --> 00:22:29.973
So the first screenshot made me think of

00:22:30.433 --> 00:22:31.575
looking for a man in finance.

00:22:31.595 --> 00:22:32.375
And the second one said,

00:22:32.654 --> 00:22:34.236
you're saying the quiet thing out loud.

00:22:34.656 --> 00:22:35.176
Look around.

00:22:35.237 --> 00:22:35.958
People look a lot.

00:22:36.057 --> 00:22:37.298
I look at a lot of career pages

00:22:37.337 --> 00:22:38.179
for my role at Prompt.

00:22:39.659 --> 00:22:40.839
The bar is not low.

00:22:41.681 --> 00:22:43.021
The bar is on the floor.

00:22:43.522 --> 00:22:45.304
Just change some of those things.

00:22:45.344 --> 00:22:46.665
I don't care how much traffic you have

00:22:46.685 --> 00:22:47.547
to your careers page.

00:22:47.567 --> 00:22:50.710
If it all looks like, you know, uh,

00:22:50.730 --> 00:22:51.951
you know, word mayonnaise,

00:22:52.050 --> 00:22:58.356
it's not going to get anybody excited.

00:22:58.396 --> 00:23:00.157
We're twelve thousand PT short in the

00:23:00.198 --> 00:23:00.558
country.

00:23:01.148 --> 00:23:02.308
You think you're going to win with the

00:23:02.348 --> 00:23:04.410
thing that worked twenty two years ago

00:23:04.430 --> 00:23:06.050
when we were when the when the when

00:23:06.070 --> 00:23:06.990
the funnel was flipped?

00:23:08.550 --> 00:23:10.571
No, I mean, I freaked someone out.

00:23:10.951 --> 00:23:11.652
I won't say who,

00:23:11.672 --> 00:23:13.073
but I was at the Chad Madden event

00:23:13.772 --> 00:23:14.932
and I was talking to a clinic director.

00:23:14.952 --> 00:23:15.834
I was like, hey, tell me about you.

00:23:15.854 --> 00:23:16.513
Where are you from?

00:23:16.534 --> 00:23:17.534
And she's like, I work here.

00:23:17.973 --> 00:23:18.694
And I was like, that's awesome.

00:23:18.714 --> 00:23:19.694
Like, what's your biggest problem?

00:23:19.714 --> 00:23:20.454
And she says, hire it.

00:23:20.575 --> 00:23:21.615
She says we had three clinics.

00:23:22.036 --> 00:23:23.576
We could hire a PT at all three.

00:23:23.596 --> 00:23:24.556
I said, what are you doing?

00:23:25.237 --> 00:23:26.876
I'm I'm putting ads on Indeed.

00:23:27.136 --> 00:23:27.916
How's that going?

00:23:28.357 --> 00:23:29.718
Worse every single year.

00:23:30.336 --> 00:23:31.836
Do you increase the spend or not?

00:23:32.096 --> 00:23:32.457
Yes.

00:23:32.757 --> 00:23:33.417
So hold on a second.

00:23:33.738 --> 00:23:34.999
I want to sell you a bridge.

00:23:35.058 --> 00:23:36.799
It's in Brooklyn where you're going to

00:23:36.839 --> 00:23:38.881
give me more money every time.

00:23:43.403 --> 00:23:44.904
He was really flowing.

00:23:44.944 --> 00:23:45.785
We were just sitting back.

00:23:45.825 --> 00:23:46.326
Yeah.

00:23:46.705 --> 00:23:48.426
I haven't had it.

00:23:48.446 --> 00:23:49.327
I was going to say, you know,

00:23:49.347 --> 00:23:52.229
what's interesting is, hang on,

00:23:52.269 --> 00:23:52.890
Jimmy's back.

00:23:52.990 --> 00:23:54.049
Yeah, I was going to say.

00:23:54.411 --> 00:23:56.771
What's interesting to me is this one

00:23:57.132 --> 00:23:59.334
doesn't even say physical therapy

00:23:59.394 --> 00:23:59.733
anywhere.

00:24:01.861 --> 00:24:02.961
I didn't even notice.

00:24:03.001 --> 00:24:03.502
It says PT.

00:24:03.522 --> 00:24:04.903
It says concierge pain relief PT.

00:24:04.923 --> 00:24:07.707
Concierge pain relief PT is accepting

00:24:07.767 --> 00:24:08.647
applications.

00:24:09.189 --> 00:24:12.251
To me, if I don't know you,

00:24:12.471 --> 00:24:13.613
if I've never heard of you,

00:24:13.713 --> 00:24:14.994
that doesn't necessarily...

00:24:20.200 --> 00:24:22.402
um that's assuming the person gets to that

00:24:22.821 --> 00:24:25.763
this one the other one does say like

00:24:26.125 --> 00:24:29.487
but we can and do pay physical therapists

00:24:29.586 --> 00:24:32.068
more income right at the top you know

00:24:32.388 --> 00:24:35.050
likely above the fold or as soon as

00:24:35.111 --> 00:24:37.873
you uh need to scroll down at all

00:24:38.753 --> 00:24:41.455
but it what what is the picture down

00:24:41.496 --> 00:24:43.057
below it just because we can't see it

00:24:43.799 --> 00:24:43.880
Oh,

00:24:43.900 --> 00:24:45.741
that was a picture from an Instagram

00:24:45.761 --> 00:24:47.804
video, but like a static of, uh,

00:24:48.023 --> 00:24:49.925
Ethan treating Andrew's hip.

00:24:49.965 --> 00:24:51.186
So it was like a, we were,

00:24:51.347 --> 00:24:51.567
you know,

00:24:51.667 --> 00:24:53.750
doing video content and I just grabbed a

00:24:53.789 --> 00:24:54.730
screenshot from the video.

00:24:55.692 --> 00:24:55.951
Okay.

00:24:56.211 --> 00:24:56.593
All right.

00:24:56.613 --> 00:24:58.213
In our clinic.

00:24:58.295 --> 00:24:59.675
Yeah.

00:24:59.736 --> 00:25:00.636
So when I freaked that,

00:25:00.656 --> 00:25:01.877
when I freaked that woman out before I

00:25:01.978 --> 00:25:03.078
accidentally hit the refresh button and

00:25:03.098 --> 00:25:04.580
got kicked out of my own studio, um,

00:25:05.395 --> 00:25:06.715
I said, listen, you got three openings.

00:25:07.016 --> 00:25:08.057
So I was like, ballpark,

00:25:08.457 --> 00:25:09.096
am I right here?

00:25:09.717 --> 00:25:11.577
You could be bringing in three quarters of

00:25:11.617 --> 00:25:13.657
a million more dollars if you hired those

00:25:13.698 --> 00:25:14.179
three people.

00:25:14.318 --> 00:25:15.679
She's like, yeah, pretty much.

00:25:16.138 --> 00:25:16.519
And I said,

00:25:16.618 --> 00:25:18.059
and what are you doing about it?

00:25:18.440 --> 00:25:18.920
And she's like,

00:25:19.180 --> 00:25:21.059
the same thing we did six years ago,

00:25:21.240 --> 00:25:22.740
the same way we did it six years

00:25:22.760 --> 00:25:23.040
ago.

00:25:23.560 --> 00:25:24.040
And I said,

00:25:24.361 --> 00:25:26.362
do you have bathrooms in your clinic?

00:25:26.382 --> 00:25:27.582
And she's like, well, of course.

00:25:27.662 --> 00:25:28.702
I said, if it's clogged,

00:25:28.722 --> 00:25:29.702
would you call a plumber?

00:25:30.455 --> 00:25:31.115
And she's like, yeah.

00:25:31.135 --> 00:25:32.396
And I go, if that plumber didn't work,

00:25:32.416 --> 00:25:33.076
what would you do?

00:25:33.438 --> 00:25:35.298
Call a different plumber or do something

00:25:35.358 --> 00:25:37.038
differently, right?

00:25:37.078 --> 00:25:39.641
But we're just doing the same thing and

00:25:39.681 --> 00:25:41.241
complaining about it more in terms of

00:25:41.281 --> 00:25:41.642
hiring.

00:25:41.902 --> 00:25:43.482
I'll just do Indeed, right?

00:25:43.502 --> 00:25:46.104
I'll just spend more on Indeed.

00:25:46.344 --> 00:25:47.724
What if you just kept spending more on

00:25:47.825 --> 00:25:50.625
every plumber after that and the toilet

00:25:50.645 --> 00:25:51.967
was still full, right?

00:25:52.106 --> 00:25:52.827
It wouldn't work.

00:25:53.228 --> 00:25:54.067
You wouldn't keep doing it.

00:25:54.107 --> 00:25:55.308
You'd try something different.

00:25:56.044 --> 00:25:56.763
Yeah, exactly.

00:25:56.884 --> 00:25:57.664
You know what the problem is,

00:25:57.704 --> 00:25:58.684
is that person don't,

00:25:58.765 --> 00:26:00.085
don't say their name or practice.

00:26:00.105 --> 00:26:00.965
I don't even know her name.

00:26:00.986 --> 00:26:02.746
I can't remember.

00:26:02.766 --> 00:26:03.547
The problem is,

00:26:03.586 --> 00:26:05.067
is that that individual in my,

00:26:05.287 --> 00:26:06.067
this is just my opinion.

00:26:06.248 --> 00:26:07.228
I'm not talking for you guys,

00:26:07.587 --> 00:26:08.728
but that person,

00:26:09.169 --> 00:26:11.249
their income or their status at the

00:26:11.288 --> 00:26:12.990
company does not change regardless of

00:26:13.029 --> 00:26:15.131
whether she hires the next person or not.

00:26:15.691 --> 00:26:17.832
So you love my incentivize to think

00:26:17.892 --> 00:26:18.432
outside the box.

00:26:18.451 --> 00:26:19.412
She's not going to think of what I

00:26:19.451 --> 00:26:20.711
did, which is okay.

00:26:20.732 --> 00:26:22.192
Let's look at my posts and then I'm

00:26:22.212 --> 00:26:24.574
going to put six thousand dollars into

00:26:25.233 --> 00:26:26.815
into these six posts over the next thirty

00:26:26.835 --> 00:26:27.055
days.

00:26:27.095 --> 00:26:29.317
So whatever dollar amount, you know,

00:26:29.416 --> 00:26:31.238
ad spend for boosted posts on LinkedIn,

00:26:31.459 --> 00:26:32.459
something that I've never done.

00:26:32.519 --> 00:26:33.779
I didn't even I forgot to even tell

00:26:33.799 --> 00:26:34.961
you guys about it because I'm always

00:26:35.000 --> 00:26:35.721
testing new things.

00:26:36.321 --> 00:26:37.982
I am incentivized to do new things.

00:26:38.002 --> 00:26:38.923
And that person,

00:26:38.963 --> 00:26:39.884
that clinic director is not.

00:26:40.505 --> 00:26:42.787
i said who if this doesn't get solved

00:26:42.826 --> 00:26:44.667
in six months who gets in trouble and

00:26:44.708 --> 00:26:46.009
she gave me the exact answer i was

00:26:46.048 --> 00:26:48.611
expecting well you know we talk about it

00:26:48.651 --> 00:26:50.992
at our quarterly meeting so you know it's

00:26:51.012 --> 00:26:54.134
a shared responsibility my man i learned

00:26:54.174 --> 00:26:55.635
leadership from my dad who was a new

00:26:55.655 --> 00:26:57.877
york city firefighter if the hose ain't on

00:26:57.897 --> 00:26:59.818
the third floor who's in trouble someone

00:26:59.858 --> 00:27:03.102
dies someone dies right like act as if

00:27:03.922 --> 00:27:05.143
And my final question to her,

00:27:05.583 --> 00:27:07.243
are you acting as if this is a

00:27:07.284 --> 00:27:08.204
real problem or not?

00:27:08.285 --> 00:27:09.746
You just told me it was not a

00:27:09.806 --> 00:27:10.346
problem.

00:27:10.685 --> 00:27:12.386
You told me it was the biggest problem

00:27:12.767 --> 00:27:15.108
in your business and you are solving it

00:27:15.368 --> 00:27:17.150
with, I'll just,

00:27:17.309 --> 00:27:20.511
let me click three more hundred dollars,

00:27:20.612 --> 00:27:20.971
I guess.

00:27:21.872 --> 00:27:22.232
On Indeed,

00:27:22.252 --> 00:27:24.273
you're buried under twenty other job

00:27:24.314 --> 00:27:24.993
posts.

00:27:25.134 --> 00:27:25.775
Also, I said,

00:27:26.634 --> 00:27:28.016
if I go to Indeed right now and

00:27:28.096 --> 00:27:29.757
screenshot ten job posts,

00:27:30.511 --> 00:27:31.592
and I remove the names,

00:27:31.632 --> 00:27:32.692
could you find yours?

00:27:32.792 --> 00:27:33.653
And she said, no,

00:27:33.673 --> 00:27:34.653
I don't even know what it looks like.

00:27:35.314 --> 00:27:37.255
What are we talking about?

00:27:37.654 --> 00:27:39.976
You don't know what you're saying about

00:27:40.076 --> 00:27:43.037
yourself to get the most important problem

00:27:43.076 --> 00:27:45.018
at your clinic solved, right?

00:27:45.077 --> 00:27:45.958
You have no idea.

00:27:46.218 --> 00:27:49.160
This also bothers me when people say our

00:27:49.200 --> 00:27:51.661
biggest referral method for hiring or for

00:27:51.760 --> 00:27:52.221
patients

00:27:52.757 --> 00:27:55.116
is word of mouth and I say what

00:27:55.178 --> 00:27:58.018
words and whose mouths and how are you

00:27:58.057 --> 00:28:00.137
putting better words into more people's

00:28:00.598 --> 00:28:03.638
mouths and their answer is um I don't

00:28:03.659 --> 00:28:04.878
know how it got there in the first

00:28:04.919 --> 00:28:10.721
place that's a problem so I'm gonna share

00:28:10.740 --> 00:28:12.961
my screen real quick let's take a look

00:28:13.000 --> 00:28:15.821
at this but on that same note Jimmy

00:28:17.923 --> 00:28:18.664
Whose fault is it?

00:28:18.765 --> 00:28:19.525
Is it her fault?

00:28:19.664 --> 00:28:21.386
Is it management's fault?

00:28:21.507 --> 00:28:22.627
Is it the way the company?

00:28:22.647 --> 00:28:25.009
Yeah, I don't know.

00:28:25.088 --> 00:28:27.070
I would say it's got hired a position

00:28:27.111 --> 00:28:28.551
with the with the job description.

00:28:28.951 --> 00:28:29.112
Right.

00:28:29.192 --> 00:28:32.154
It's the highest person's possible unless

00:28:32.694 --> 00:28:34.076
that highest person can say,

00:28:34.316 --> 00:28:35.656
I tasked you with this and told you

00:28:35.676 --> 00:28:36.958
with responsibility and I held you

00:28:36.998 --> 00:28:38.138
accountable.

00:28:38.179 --> 00:28:39.619
But my guess is if she couldn't answer

00:28:39.700 --> 00:28:39.740
it,

00:28:39.760 --> 00:28:41.761
she she looked she looked like I hit

00:28:41.781 --> 00:28:42.583
her across the face.

00:28:43.262 --> 00:28:44.544
with a wet towel.

00:28:44.584 --> 00:28:46.284
Like she looked dumbfounded that I was

00:28:46.364 --> 00:28:47.345
asking these simple questions.

00:28:47.625 --> 00:28:49.345
And did I ask any questions that I

00:28:49.365 --> 00:28:50.365
could have got that he needed to get

00:28:50.405 --> 00:28:51.625
an MBA to answer?

00:28:51.965 --> 00:28:52.166
No.

00:28:52.426 --> 00:28:54.366
I was an idiot radio DJ asking you

00:28:54.406 --> 00:28:56.208
those questions because I faced those

00:28:56.228 --> 00:28:56.708
questions.

00:28:57.769 --> 00:28:59.409
I needed to sell thirty five cars.

00:28:59.429 --> 00:29:00.970
We gave you a million dollars in ad

00:29:00.990 --> 00:29:01.289
spend.

00:29:01.609 --> 00:29:02.911
How come we're not getting the traffic?

00:29:03.070 --> 00:29:04.570
I needed to answer for that or that

00:29:04.651 --> 00:29:06.031
money would go away next quarter.

00:29:06.592 --> 00:29:08.752
I understood and I was on the hook

00:29:08.792 --> 00:29:09.173
for that.

00:29:09.413 --> 00:29:11.054
So I acted as if.

00:29:12.987 --> 00:29:14.607
So let's take a look at what Dave's

00:29:14.647 --> 00:29:15.468
competing with.

00:29:15.647 --> 00:29:18.009
I just did physical therapist, Manhattan,

00:29:18.028 --> 00:29:18.509
New York.

00:29:18.528 --> 00:29:19.769
I don't know if I should have done

00:29:19.808 --> 00:29:20.910
Brooklyn or whatever.

00:29:22.809 --> 00:29:26.291
So hospital, special surgery,

00:29:27.051 --> 00:29:28.011
posting salary,

00:29:28.192 --> 00:29:30.893
one twenty seven to one forty seven.

00:29:31.833 --> 00:29:34.193
We've got another one,

00:29:34.554 --> 00:29:36.214
NYC Health Hospital,

00:29:36.654 --> 00:29:38.895
one to one salary offer.

00:29:40.145 --> 00:29:41.967
One thirty three to one sixty eight.

00:29:42.307 --> 00:29:44.528
And these are one hundred and thirty three

00:29:44.548 --> 00:29:46.587
thousand for those of us not living in

00:29:46.627 --> 00:29:47.108
New York.

00:29:47.689 --> 00:29:50.410
One hundred and twenty two thousand.

00:29:51.970 --> 00:29:53.570
Sixty five an hour per diem.

00:29:56.564 --> 00:29:57.285
PT match.

00:29:57.305 --> 00:30:01.627
Don't we know who's that?

00:30:01.667 --> 00:30:02.409
That's my job post.

00:30:02.469 --> 00:30:02.888
Click on that.

00:30:03.049 --> 00:30:03.630
Don't click on it.

00:30:03.650 --> 00:30:04.451
It'll cost your money.

00:30:04.951 --> 00:30:05.171
I know.

00:30:05.571 --> 00:30:06.172
I'm kidding.

00:30:06.511 --> 00:30:07.113
I'm kidding.

00:30:07.173 --> 00:30:07.553
I'm kidding.

00:30:07.593 --> 00:30:08.794
I'm kidding.

00:30:08.814 --> 00:30:09.414
So read that.

00:30:09.454 --> 00:30:10.615
Yeah, this should be ours.

00:30:10.635 --> 00:30:10.715
Yeah.

00:30:10.736 --> 00:30:10.836
Okay.

00:30:12.698 --> 00:30:14.538
Easy, easily apply.

00:30:14.618 --> 00:30:17.182
So the bold across the top,

00:30:17.842 --> 00:30:18.962
one hundred and twenty thousand,

00:30:19.042 --> 00:30:20.503
one hundred and fifty six thousand.

00:30:20.564 --> 00:30:21.684
So you're in the range.

00:30:23.625 --> 00:30:25.088
You may be the right fit for this

00:30:25.150 --> 00:30:28.017
role if you love being trusted to do

00:30:28.057 --> 00:30:28.939
your job well.

00:30:29.917 --> 00:30:32.278
You like meeting people where they are

00:30:32.378 --> 00:30:33.680
literally and personally.

00:30:34.119 --> 00:30:35.019
You're curious.

00:30:35.320 --> 00:30:36.740
That was what Dave and I were talking

00:30:36.760 --> 00:30:37.401
about earlier.

00:30:37.480 --> 00:30:39.682
I said people aren't curious anymore.

00:30:40.143 --> 00:30:42.624
You're curious about how people work,

00:30:42.703 --> 00:30:44.424
live and move through the world.

00:30:44.884 --> 00:30:47.605
You enjoy helping a wide range of people

00:30:48.026 --> 00:30:50.086
from athletes to executives to older

00:30:50.146 --> 00:30:51.728
adults with families who want.

00:30:52.307 --> 00:30:54.528
None of this is what I'm sure the

00:30:54.568 --> 00:30:55.990
hospital post is.

00:30:56.029 --> 00:30:57.009
So exactly.

00:30:57.490 --> 00:30:57.931
Exactly.

00:30:58.549 --> 00:30:59.330
You want autonomy.

00:30:59.351 --> 00:31:00.171
You want freedom.

00:31:00.771 --> 00:31:02.173
Schedule in your practice.

00:31:02.212 --> 00:31:04.994
You value one-on-one care and time with

00:31:05.015 --> 00:31:05.836
your patients.

00:31:06.596 --> 00:31:08.698
If that sounds like you, keep reading.

00:31:10.459 --> 00:31:12.260
We're representing an established

00:31:12.401 --> 00:31:14.623
concierge physical therapy practice

00:31:14.643 --> 00:31:15.743
serving Manhattan.

00:31:16.384 --> 00:31:18.786
Growing team, highly independent,

00:31:18.826 --> 00:31:20.847
patient-centered PT, great fit.

00:31:21.621 --> 00:31:21.881
You know,

00:31:21.921 --> 00:31:23.561
something that I've also noticed just for

00:31:23.622 --> 00:31:23.942
me,

00:31:24.201 --> 00:31:25.542
and I'm sure you guys probably do it

00:31:25.583 --> 00:31:25.883
too.

00:31:26.823 --> 00:31:28.044
I skip a lot of words.

00:31:28.124 --> 00:31:29.324
I do it intentionally,

00:31:29.963 --> 00:31:31.565
but it's because I read so slow.

00:31:31.605 --> 00:31:34.165
Guys in general just read slow, I think.

00:31:34.846 --> 00:31:37.367
And so when you're writing the ad,

00:31:37.387 --> 00:31:39.647
when you're creating the ad,

00:31:40.368 --> 00:31:41.608
I would keep that in mind.

00:31:41.828 --> 00:31:44.269
Like, I'm not going to read every word.

00:31:44.289 --> 00:31:45.191
I'm going to skip around.

00:31:46.131 --> 00:31:48.354
Uh, you'll go patients, offices, homes,

00:31:48.433 --> 00:31:51.297
gyms, convenience, download location.

00:31:51.336 --> 00:31:51.857
Yeah.

00:31:51.877 --> 00:31:53.219
Can you copy and paste that?

00:31:53.880 --> 00:31:54.000
Yeah.

00:31:54.019 --> 00:31:55.622
Put it in chat GPT and I want

00:31:55.642 --> 00:31:56.522
to give you a prompt.

00:31:57.284 --> 00:31:57.924
Okay.

00:31:57.964 --> 00:31:58.526
Let's go.

00:31:58.726 --> 00:31:59.606
Let's go live.

00:31:59.906 --> 00:32:00.468
Let's do this.

00:32:02.266 --> 00:32:04.326
By the way, Sturdy wrote all of this.

00:32:05.247 --> 00:32:06.727
Obviously, I approved it at some point.

00:32:06.767 --> 00:32:07.606
I don't know how long ago.

00:32:08.247 --> 00:32:09.268
I haven't seen this in a long time

00:32:09.288 --> 00:32:10.567
because I just don't go on Indeed.

00:32:11.688 --> 00:32:14.009
But yeah, anything with Jimmy's prompt,

00:32:14.028 --> 00:32:15.689
I'd obviously be curious to...

00:32:16.128 --> 00:32:18.509
Maybe I go in and I make my

00:32:18.569 --> 00:32:21.069
own competing Indeed job post to compete

00:32:21.089 --> 00:32:21.670
with Sturdy's.

00:32:21.690 --> 00:32:23.009
We do it with Jimmy's prompt,

00:32:23.029 --> 00:32:24.310
but it's going to depend on what it

00:32:24.330 --> 00:32:24.990
spits out right here.

00:32:25.911 --> 00:32:26.931
It's a very simple prompt.

00:32:27.030 --> 00:32:30.511
Rewrite this using the BLUF format.

00:32:32.571 --> 00:32:33.491
V-L what?

00:32:34.071 --> 00:32:34.471
U-F.

00:32:34.571 --> 00:32:35.593
Bottom line up front.

00:32:38.792 --> 00:32:41.192
All right.

00:32:41.212 --> 00:32:42.854
By the way, there's no right format.

00:32:42.933 --> 00:32:43.433
There isn't.

00:32:43.554 --> 00:32:44.973
Because as soon as everybody starts using

00:32:45.173 --> 00:32:45.334
one,

00:32:45.394 --> 00:32:47.173
that becomes the wrong format because it

00:32:47.194 --> 00:32:47.855
becomes mayonnaise.

00:32:47.875 --> 00:32:48.015
Right.

00:32:48.035 --> 00:32:49.095
All right.

00:32:50.875 --> 00:32:51.194
Let's see.

00:32:51.255 --> 00:32:53.055
We've got physical therapist,

00:32:53.075 --> 00:32:54.895
concierge practice, Manhattan.

00:32:54.955 --> 00:32:56.836
It's got that.

00:32:57.155 --> 00:32:58.316
Provide one-on-one.

00:32:59.777 --> 00:33:01.717
How similar is it to what's already there?

00:33:03.422 --> 00:33:03.701
I can't.

00:33:03.801 --> 00:33:05.482
I can't zoom in without refreshing my

00:33:05.502 --> 00:33:05.742
screen.

00:33:05.762 --> 00:33:07.022
Full time,

00:33:07.143 --> 00:33:08.824
one twenty to one fifty six per year.

00:33:08.884 --> 00:33:09.544
First of all, look,

00:33:09.564 --> 00:33:10.984
look what it does when you say bottom

00:33:11.025 --> 00:33:12.505
line up front was did the previous post

00:33:12.525 --> 00:33:13.625
have the salary that high?

00:33:13.644 --> 00:33:14.605
I don't I can't remember.

00:33:15.425 --> 00:33:19.527
Let me see if I can pull up

00:33:19.567 --> 00:33:20.228
the indeed.

00:33:20.468 --> 00:33:21.647
The indeed post had the salary.

00:33:22.268 --> 00:33:24.009
Indeed is probably smart enough to know,

00:33:24.068 --> 00:33:24.308
like,

00:33:24.548 --> 00:33:26.869
you have to put that first because what

00:33:26.950 --> 00:33:27.690
are we doing here?

00:33:27.710 --> 00:33:29.270
Like, what are we doing?

00:33:29.851 --> 00:33:29.971
Yeah.

00:33:32.271 --> 00:33:34.334
I'm going to, I closed it by accident,

00:33:34.374 --> 00:33:35.655
but I'm going to pull it back up

00:33:35.756 --> 00:33:36.156
here.

00:33:36.257 --> 00:33:38.960
So Jason Silvernail is a military PT.

00:33:39.000 --> 00:33:40.741
He and I love the bluff.

00:33:40.761 --> 00:33:43.486
Bluff is a military format, right?

00:33:44.518 --> 00:33:46.619
I feel like if a physical therapist was

00:33:47.019 --> 00:33:48.240
in the field of the military,

00:33:49.041 --> 00:33:50.423
they'd write their note by saying,

00:33:50.782 --> 00:33:52.144
you know, it's sixty eight degrees.

00:33:52.183 --> 00:33:53.665
The wind is out of the southwest.

00:33:54.346 --> 00:33:55.326
It's very sunny.

00:33:56.107 --> 00:33:56.448
By the way,

00:33:56.468 --> 00:33:57.689
the enemy is shooting at us.

00:33:57.729 --> 00:33:58.549
Please send help.

00:33:59.769 --> 00:34:00.990
You do not have the bottom line up

00:34:01.051 --> 00:34:01.352
front.

00:34:01.491 --> 00:34:01.731
Right.

00:34:01.811 --> 00:34:03.993
The military would say under fire,

00:34:04.134 --> 00:34:05.234
send assistance.

00:34:05.694 --> 00:34:05.894
Right.

00:34:05.954 --> 00:34:07.435
And I feel like that is the same

00:34:07.476 --> 00:34:08.556
for job descriptions.

00:34:08.956 --> 00:34:10.235
Why are we burying?

00:34:10.376 --> 00:34:12.697
Why is the bottom line not the first

00:34:12.976 --> 00:34:13.317
line?

00:34:13.396 --> 00:34:13.577
Right.

00:34:13.717 --> 00:34:14.657
We even call it that.

00:34:15.016 --> 00:34:16.978
Listen, we're going to sell me this car.

00:34:17.038 --> 00:34:18.018
What's the bottom line?

00:34:18.177 --> 00:34:18.338
Right.

00:34:18.378 --> 00:34:18.838
What's the bottom line?

00:34:18.878 --> 00:34:19.518
What's wrong with it?

00:34:19.539 --> 00:34:20.539
It's got two hundred fifty thousand.

00:34:20.559 --> 00:34:21.739
But what's the what's the bottom line?

00:34:21.778 --> 00:34:23.260
What's the price and what's the problems?

00:34:23.539 --> 00:34:26.019
But we bury that in job descriptions.

00:34:26.539 --> 00:34:28.221
And this is worth more than a car

00:34:28.280 --> 00:34:29.141
in terms of revenue.

00:34:29.360 --> 00:34:31.402
This confuses people like me.

00:34:31.442 --> 00:34:32.461
My head wants to explode.

00:34:33.364 --> 00:34:34.847
So at the top of the show before

00:34:34.887 --> 00:34:36.047
Jimmy came in, Tony,

00:34:36.068 --> 00:34:37.130
you were asking me about what are some

00:34:37.150 --> 00:34:38.251
of the things that almost like

00:34:38.391 --> 00:34:40.793
disqualifies people upfront and in that

00:34:40.813 --> 00:34:41.514
job description,

00:34:41.635 --> 00:34:43.797
even if after it was reworked with the

00:34:43.838 --> 00:34:45.760
prompt and also from what Sturdy posted

00:34:46.041 --> 00:34:47.121
and even what I put in like the

00:34:47.242 --> 00:34:48.885
FAQ and all the stuff that I send

00:34:48.905 --> 00:34:51.106
to people when they reach out to get

00:34:51.148 --> 00:34:51.708
more information.

00:34:52.509 --> 00:34:54.971
It will say in all the documentation and

00:34:55.010 --> 00:34:57.492
in Sturdy's initial job posts and our job

00:34:57.532 --> 00:35:01.153
posts that this is not home health and

00:35:01.173 --> 00:35:03.436
that this is not Medicare Part B.

00:35:04.135 --> 00:35:06.557
And there's no Oasis requirements.

00:35:06.717 --> 00:35:08.239
So some therapists know what Oasis is,

00:35:08.278 --> 00:35:08.759
some don't.

00:35:09.059 --> 00:35:09.960
But the ones that know about it,

00:35:09.980 --> 00:35:10.639
they're like, oh, good,

00:35:10.659 --> 00:35:12.101
because the Oasis is horrible.

00:35:12.121 --> 00:35:12.942
It takes like an hour,

00:35:12.981 --> 00:35:14.483
hour and a half to write an Oasis

00:35:14.523 --> 00:35:15.222
evaluation.

00:35:15.623 --> 00:35:16.423
So we have that in there.

00:35:16.503 --> 00:35:17.605
I know that was just on the screen

00:35:17.625 --> 00:35:20.485
where it said this role is not Medicare

00:35:20.525 --> 00:35:20.786
Part B.

00:35:21.806 --> 00:35:23.507
and no Oasis requirements, right?

00:35:23.527 --> 00:35:24.387
So then when someone,

00:35:24.688 --> 00:35:26.148
when we do a fifteen minute phone screen,

00:35:26.248 --> 00:35:27.550
and that is why the first step is

00:35:27.570 --> 00:35:28.889
a fifteen minute call only,

00:35:29.130 --> 00:35:31.371
because it's meant to qualify you.

00:35:31.931 --> 00:35:33.112
Does it make sense for both of us

00:35:33.132 --> 00:35:34.532
to spend time and effort on the next

00:35:34.572 --> 00:35:36.313
step as a sixty minute Zoom call and

00:35:36.393 --> 00:35:38.313
lock our schedules in for sixty minutes

00:35:38.574 --> 00:35:39.074
with each other?

00:35:39.835 --> 00:35:42.097
First, first call less than fifty minutes.

00:35:42.737 --> 00:35:43.938
If they say if they ask,

00:35:43.978 --> 00:35:44.679
the candidate asked,

00:35:45.358 --> 00:35:46.500
is this so this is like, yeah,

00:35:46.539 --> 00:35:47.481
it's like home health, right?

00:35:47.521 --> 00:35:49.681
Like and you like so is this Medicare

00:35:49.722 --> 00:35:50.603
Part A or Part B?

00:35:50.882 --> 00:35:52.764
They ask that they are literally done,

00:35:52.804 --> 00:35:53.085
Tony.

00:35:53.304 --> 00:35:54.485
They are literally done.

00:35:55.786 --> 00:35:57.447
completely a hundred percent disqualified.

00:35:57.987 --> 00:35:59.269
Is this Medicare part A or part B?

00:35:59.309 --> 00:36:01.652
It's like, well, if you read the FAQ,

00:36:01.891 --> 00:36:02.452
it actually,

00:36:02.472 --> 00:36:04.153
that means you didn't read it.

00:36:04.173 --> 00:36:05.735
That means you're not that serious about a

00:36:05.795 --> 00:36:06.996
high level opportunity.

00:36:07.418 --> 00:36:08.619
Here's your response, Dave.

00:36:09.539 --> 00:36:10.239
I'm going to be Dave.

00:36:10.260 --> 00:36:11.842
You be the candidate asking if it's which

00:36:11.882 --> 00:36:12.722
part of Medicare it is.

00:36:13.744 --> 00:36:13.884
Yeah.

00:36:13.963 --> 00:36:15.686
Is that Medicare part A or Medicare part

00:36:15.706 --> 00:36:15.905
B?

00:36:16.206 --> 00:36:18.088
It's part C. Yourself out of here.

00:36:18.128 --> 00:36:18.929
Cause you're done.

00:36:20.864 --> 00:36:22.005
You're out of here.

00:36:22.085 --> 00:36:23.106
You're out of here.

00:36:23.407 --> 00:36:24.927
Hey, is my dial tone working?

00:36:25.007 --> 00:36:25.327
What?

00:36:25.387 --> 00:36:25.809
Click.

00:36:26.108 --> 00:36:26.969
That's what you're doing.

00:36:27.130 --> 00:36:29.030
It's like instead of three strikes,

00:36:29.070 --> 00:36:31.313
it's like some of these questions and some

00:36:31.333 --> 00:36:33.594
of these responses,

00:36:33.695 --> 00:36:36.376
you're out in one question or comment.

00:36:38.597 --> 00:36:38.898
You're out.

00:36:38.918 --> 00:36:39.778
To go full baseball,

00:36:39.898 --> 00:36:41.320
you just made contact with the ball while

00:36:41.340 --> 00:36:42.501
your foot was out of the batter's box.

00:36:42.541 --> 00:36:44.943
You can strike out without ever actually

00:36:44.963 --> 00:36:45.724
getting three strikes.

00:36:46.797 --> 00:36:47.619
Here's the thing, though.

00:36:47.719 --> 00:36:49.760
So what most of the rest of the

00:36:49.780 --> 00:36:50.842
world, including me,

00:36:50.902 --> 00:36:53.264
is going to say is we don't have

00:36:53.284 --> 00:36:54.025
that luxury.

00:36:54.065 --> 00:36:56.827
We don't have the ability to take somebody

00:36:56.987 --> 00:37:00.351
out of circulation so easily for such a

00:37:00.391 --> 00:37:01.170
low threshold.

00:37:03.182 --> 00:37:05.043
A lot of places are going to be

00:37:05.083 --> 00:37:06.905
skilled nursing, hospitals,

00:37:06.925 --> 00:37:08.244
they're going to be organizations.

00:37:08.565 --> 00:37:10.585
And I'm going to go back to when

00:37:10.706 --> 00:37:12.626
I was operating five locations,

00:37:13.166 --> 00:37:15.027
I wasn't even meeting the people.

00:37:15.728 --> 00:37:17.507
I had no idea who was getting hired.

00:37:17.527 --> 00:37:18.568
They were just getting hired.

00:37:18.608 --> 00:37:19.429
They filled a role.

00:37:19.469 --> 00:37:20.208
They did a job.

00:37:20.248 --> 00:37:22.789
There were CPT code vending machines,

00:37:22.829 --> 00:37:24.150
if you guys remember that post from a

00:37:24.250 --> 00:37:24.730
while back.

00:37:26.490 --> 00:37:28.614
They just needed a pulse and they needed

00:37:28.713 --> 00:37:30.074
not to hurt people,

00:37:30.476 --> 00:37:31.936
not to offend patients.

00:37:32.338 --> 00:37:33.960
It didn't matter if they were doing three

00:37:34.000 --> 00:37:36.001
sets of ten glute set or they were

00:37:36.121 --> 00:37:37.784
actually doing something useful.

00:37:38.083 --> 00:37:38.385
Jimmy.

00:37:38.465 --> 00:37:38.704
Right.

00:37:38.985 --> 00:37:41.007
But isn't that why we're like some people

00:37:41.027 --> 00:37:42.550
are in this position is because you took

00:37:42.630 --> 00:37:44.771
anybody and then they then they churn and

00:37:45.313 --> 00:37:45.452
like,

00:37:45.492 --> 00:37:46.833
wouldn't it be better to find better

00:37:46.875 --> 00:37:47.114
people?

00:37:49.717 --> 00:37:51.518
It depends on the business model, right?

00:37:51.557 --> 00:37:52.757
What's the business you're in?

00:37:54.079 --> 00:37:56.019
McDonald's doesn't have to make a better

00:37:56.079 --> 00:37:56.500
burger.

00:37:56.960 --> 00:37:58.179
I don't have to.

00:37:58.701 --> 00:38:00.641
Yeah, I don't have to build a better,

00:38:01.621 --> 00:38:03.461
more knowledgeable, higher,

00:38:03.822 --> 00:38:06.362
a highly skilled therapist who's going to

00:38:06.402 --> 00:38:07.744
make two hundred thousand a year.

00:38:08.543 --> 00:38:11.527
so i i've chosen that route now we've

00:38:11.547 --> 00:38:14.108
consolidated we've downsized i can be the

00:38:14.268 --> 00:38:16.530
one who delivers delivers an exceptional

00:38:16.570 --> 00:38:19.233
experience but it also ties it to me

00:38:19.474 --> 00:38:20.934
my question is and where i want to

00:38:20.954 --> 00:38:22.476
take the conversation in the last

00:38:22.556 --> 00:38:25.358
twenty-ish minutes so people will say

00:38:26.626 --> 00:38:29.668
I'm just wasting money on Indeed because

00:38:29.768 --> 00:38:31.409
I'm competing with everybody else.

00:38:32.068 --> 00:38:34.349
I'm spending money, I'm getting bad leads,

00:38:34.369 --> 00:38:35.831
you know, all this kind of stuff.

00:38:36.451 --> 00:38:37.992
What I still don't understand,

00:38:38.052 --> 00:38:40.432
and certainly I'm biased to social medias,

00:38:41.052 --> 00:38:42.954
aren't the people you want to hire.

00:38:42.994 --> 00:38:45.594
And we've said the best therapists are not

00:38:45.635 --> 00:38:47.135
looking for jobs on Indeed.

00:38:47.456 --> 00:38:48.996
They're happy, they're working,

00:38:49.016 --> 00:38:50.436
they're doing what they want,

00:38:50.536 --> 00:38:52.117
what they do best.

00:38:53.242 --> 00:38:56.304
Why are these individuals not focusing

00:38:56.344 --> 00:38:59.206
their social media leverage to put out

00:38:59.246 --> 00:39:02.409
content focused on recruiting their ideal

00:39:03.228 --> 00:39:03.748
therapist?

00:39:04.130 --> 00:39:05.170
Which answer do you want?

00:39:05.230 --> 00:39:07.090
I've got, hey,

00:39:07.391 --> 00:39:08.552
I have many Dave is on the line.

00:39:09.833 --> 00:39:11.333
I've got several answers for this.

00:39:11.434 --> 00:39:12.173
Number one,

00:39:12.355 --> 00:39:14.275
because the recruiting department opens

00:39:14.295 --> 00:39:16.856
their laptop and their first bookmark is

00:39:16.876 --> 00:39:19.039
in Indeed because that is the job

00:39:19.059 --> 00:39:19.619
description.

00:39:19.978 --> 00:39:21.960
Because we tell people we have so many

00:39:22.201 --> 00:39:22.760
SOPs

00:39:23.766 --> 00:39:25.407
that tell people exactly how to do each

00:39:25.427 --> 00:39:27.568
thing that it's, we do indeed,

00:39:27.728 --> 00:39:29.509
we do this, we do that.

00:39:29.610 --> 00:39:31.971
So I'm not,

00:39:32.431 --> 00:39:33.831
I don't feel like it's my purview.

00:39:33.911 --> 00:39:35.032
Some people don't feel like the recruiting

00:39:35.072 --> 00:39:36.313
department doesn't have access to the

00:39:36.353 --> 00:39:37.034
LinkedIn account.

00:39:37.353 --> 00:39:39.135
They don't have access to Instagram.

00:39:39.275 --> 00:39:39.795
I can't read that.

00:39:39.815 --> 00:39:40.235
What does that say?

00:39:42.431 --> 00:39:44.211
I used Vistaprint to go off of the

00:39:44.251 --> 00:39:44.693
recruiting.

00:39:44.972 --> 00:39:47.793
I am sending out what Sturdy McKee calls

00:39:47.913 --> 00:39:49.333
a savage note.

00:39:49.514 --> 00:39:52.355
I'm sending out mailers to staff physical

00:39:52.375 --> 00:39:52.554
therapy.

00:39:52.574 --> 00:39:53.675
This goes back to Indeed.

00:39:54.255 --> 00:39:55.715
The best candidates are not on Indeed.

00:39:55.755 --> 00:39:57.416
The best candidates are typically happy.

00:39:57.755 --> 00:39:59.115
Tony has mentioned this multiple times

00:39:59.155 --> 00:40:00.115
over the past two or three years.

00:40:00.597 --> 00:40:01.677
Some of the best physical therapist

00:40:01.697 --> 00:40:04.677
candidates are either happy or they're

00:40:04.717 --> 00:40:06.518
comfortable enough where they're at and

00:40:06.538 --> 00:40:07.557
they're not always on Indeed.

00:40:07.637 --> 00:40:09.438
So I am now sending out

00:40:10.398 --> 00:40:13.800
uh paper letters that say tired of

00:40:13.840 --> 00:40:15.240
treating fifteen to twenty four patients

00:40:15.260 --> 00:40:18.121
per day income feels capped and then they

00:40:18.222 --> 00:40:21.943
open it up and it's concierge pain relief

00:40:22.023 --> 00:40:24.385
and the whole body is the dm post

00:40:24.405 --> 00:40:26.865
that already has worked on linkedin so i

00:40:26.905 --> 00:40:29.126
will write their name dear jimmy and then

00:40:29.166 --> 00:40:31.086
sign my name dave at the bottom and

00:40:31.126 --> 00:40:31.867
i'm sending out

00:40:32.782 --> 00:40:34.947
These letters to...

00:40:35.148 --> 00:40:36.030
These are three by fives.

00:40:36.070 --> 00:40:39.257
If you're listening on Spotify or iTunes,

00:40:39.619 --> 00:40:40.621
these are three by five...

00:40:42.027 --> 00:40:44.590
thank you note size from Vistaprint and

00:40:44.710 --> 00:40:46.851
I'm mailing them to their office.

00:40:46.971 --> 00:40:48.731
I use ChatGPT to confirm which of the

00:40:48.773 --> 00:40:49.893
physical therapists in all these

00:40:49.932 --> 00:40:50.773
in-network practices.

00:40:51.474 --> 00:40:52.934
You're mailing it to their job?

00:40:53.456 --> 00:40:54.155
To their job.

00:40:54.596 --> 00:40:54.896
Yes.

00:40:55.356 --> 00:40:57.878
Because if they're another physical

00:40:57.898 --> 00:40:58.918
therapist, I don't know where they live,

00:40:58.958 --> 00:40:59.139
right?

00:40:59.159 --> 00:41:00.820
What apartment they live in.

00:41:01.320 --> 00:41:03.322
Without me being able to zoom in,

00:41:03.621 --> 00:41:05.043
can you open that back up?

00:41:05.623 --> 00:41:07.105
I will say I can't read it.

00:41:07.224 --> 00:41:07.945
I don't have to.

00:41:08.204 --> 00:41:10.306
Lose fifty percent of the words because

00:41:10.347 --> 00:41:11.648
that looks like a wall of text.

00:41:12.467 --> 00:41:14.489
I know the inside of this letter is

00:41:14.528 --> 00:41:17.449
the exact word for word cold DM that

00:41:17.510 --> 00:41:18.550
already works on LinkedIn.

00:41:18.610 --> 00:41:20.570
It gets some of the candidates like,

00:41:20.710 --> 00:41:21.851
like this isn't LinkedIn.

00:41:22.490 --> 00:41:23.211
This isn't LinkedIn.

00:41:23.231 --> 00:41:24.092
This is a piece of paper.

00:41:24.351 --> 00:41:24.931
I like that.

00:41:25.052 --> 00:41:26.052
What I'm saying is if I,

00:41:26.393 --> 00:41:27.992
when people see that much text,

00:41:28.052 --> 00:41:28.614
it's a word of,

00:41:28.833 --> 00:41:29.793
it's a wall of text.

00:41:30.905 --> 00:41:31.125
I know.

00:41:31.324 --> 00:41:31.726
Well, I mean,

00:41:31.766 --> 00:41:33.226
it's meant to be a little spaced out,

00:41:33.246 --> 00:41:35.568
but I got my first ninety here, Jimmy,

00:41:35.648 --> 00:41:37.088
and maybe when I do the next run,

00:41:37.429 --> 00:41:39.210
maybe I'll take fifty percent of the text

00:41:39.311 --> 00:41:39.471
out.

00:41:39.751 --> 00:41:40.851
Yeah, I mean, it's different.

00:41:40.891 --> 00:41:42.112
It's a different different method,

00:41:42.152 --> 00:41:43.492
different mode, different place.

00:41:43.653 --> 00:41:43.833
Right.

00:41:43.853 --> 00:41:45.715
You're mailing it to their job like you're

00:41:45.755 --> 00:41:46.976
poking the bear a little bit, too,

00:41:46.996 --> 00:41:48.376
because the boss is eventually someone's

00:41:48.396 --> 00:41:50.277
going to go check this out, get recruited.

00:41:51.007 --> 00:41:52.067
They might or they might.

00:41:52.246 --> 00:41:52.867
That's what you want.

00:41:53.807 --> 00:41:54.027
Yeah.

00:41:54.268 --> 00:41:54.487
Yeah.

00:41:54.507 --> 00:41:55.148
What are you going to do?

00:41:55.168 --> 00:41:55.528
I'm here.

00:41:55.548 --> 00:41:57.329
What are you going to do about it?

00:41:57.429 --> 00:41:58.068
It's fair game.

00:41:58.110 --> 00:41:59.949
It's legal for me to send some letter

00:41:59.989 --> 00:42:01.871
to any physical therapist at their job

00:42:01.911 --> 00:42:02.510
street address.

00:42:02.550 --> 00:42:04.132
It's breaking walls.

00:42:05.411 --> 00:42:05.911
I like it.

00:42:06.612 --> 00:42:08.333
It is a little savage or aggressive,

00:42:08.713 --> 00:42:10.313
but it's also like no different than,

00:42:10.393 --> 00:42:11.454
I don't know,

00:42:11.494 --> 00:42:13.155
spending thousands of dollars on LinkedIn

00:42:13.195 --> 00:42:13.775
boosted posts.

00:42:13.835 --> 00:42:14.394
Like the same thing.

00:42:14.414 --> 00:42:14.695
If you were,

00:42:14.815 --> 00:42:15.896
if you were going to do that and

00:42:15.956 --> 00:42:17.655
if you're going to repeatedly send the

00:42:17.715 --> 00:42:19.297
same address letters,

00:42:20.197 --> 00:42:22.177
I hope you change them each time and

00:42:22.217 --> 00:42:24.199
say something like something like,

00:42:24.280 --> 00:42:24.559
you know,

00:42:24.599 --> 00:42:25.880
where they're going to be reading it now.

00:42:26.260 --> 00:42:27.581
Like very rarely do you know,

00:42:27.641 --> 00:42:29.103
is this person like in their car?

00:42:29.143 --> 00:42:30.224
Is this person in the living room?

00:42:30.264 --> 00:42:31.684
Is this person right now?

00:42:31.724 --> 00:42:32.625
You can say like, you know,

00:42:33.065 --> 00:42:34.065
you've been sitting in the seat.

00:42:34.085 --> 00:42:35.606
You've been sitting on the same stool for

00:42:35.806 --> 00:42:36.628
five years.

00:42:37.849 --> 00:42:39.349
When's the last time you got a raise?

00:42:39.710 --> 00:42:40.510
Give yourself one.

00:42:42.532 --> 00:42:43.612
Call me, Dave.

00:42:44.233 --> 00:42:45.094
I like it.

00:42:45.134 --> 00:42:45.574
I like it.

00:42:48.244 --> 00:42:49.806
I haven't done this in forever,

00:42:49.905 --> 00:42:53.990
but you you're sending those mailers.

00:42:55.152 --> 00:42:57.074
Where are you getting the email or the

00:42:57.213 --> 00:42:58.255
mailing address list?

00:42:58.275 --> 00:42:59.956
Zoom info.

00:43:01.849 --> 00:43:03.811
Every outpatient ortho office is on Google

00:43:03.831 --> 00:43:04.010
Maps.

00:43:04.030 --> 00:43:04.391
What do you mean?

00:43:04.411 --> 00:43:06.210
Oh, so yeah,

00:43:06.251 --> 00:43:07.670
you go to the staff page and you

00:43:07.710 --> 00:43:08.791
see who's there.

00:43:10.311 --> 00:43:10.492
Got it.

00:43:11.012 --> 00:43:11.211
Yeah.

00:43:11.251 --> 00:43:12.391
I use ChatGPT and I said,

00:43:13.311 --> 00:43:15.632
use the URL of their practice website,

00:43:15.652 --> 00:43:17.632
their Google reviews, their Yelp reviews,

00:43:18.213 --> 00:43:19.954
what their profile says on LinkedIn,

00:43:20.034 --> 00:43:20.974
any public data.

00:43:21.193 --> 00:43:22.534
You're going to give me a score of

00:43:22.554 --> 00:43:24.014
the likelihood that this staff physical

00:43:24.054 --> 00:43:25.494
therapist still works at this place.

00:43:25.894 --> 00:43:27.054
And I'm only sending them to...

00:43:27.974 --> 00:43:29.356
the therapists that are ninety five or

00:43:29.396 --> 00:43:30.695
ninety eight or ninety nine percent

00:43:30.735 --> 00:43:32.195
likelihood that they still work there

00:43:32.697 --> 00:43:34.376
because they're listed still on the about

00:43:34.436 --> 00:43:36.478
us page of that physical therapy practice.

00:43:37.077 --> 00:43:38.478
I can look at reviews.

00:43:38.818 --> 00:43:39.219
I mean,

00:43:39.318 --> 00:43:40.838
if some patient wrote a Google review

00:43:40.858 --> 00:43:42.179
about them two weeks ago or two months

00:43:42.219 --> 00:43:42.639
ago, whatever,

00:43:42.980 --> 00:43:46.141
they probably still work there.

00:43:46.161 --> 00:43:46.822
I got a dip early,

00:43:46.842 --> 00:43:47.902
so I'm gonna do my parting shot.

00:43:48.282 --> 00:43:49.262
If you've got the choice between

00:43:49.302 --> 00:43:50.302
mayonnaise or hot sauce,

00:43:50.643 --> 00:43:51.963
I hope that this and a lot of

00:43:52.003 --> 00:43:53.204
my other posts in the last couple of

00:43:53.224 --> 00:43:53.943
weeks have shown you

00:43:55.043 --> 00:43:56.664
You are putting out a lot of mayonnaise.

00:43:56.724 --> 00:43:58.405
And if it's an actual problem that you

00:43:58.445 --> 00:43:59.224
need to solve,

00:43:59.385 --> 00:44:00.706
I need you to start reaching for the

00:44:00.726 --> 00:44:02.405
hot sauce and put it on there because

00:44:02.945 --> 00:44:05.126
you want to actually exclude as many

00:44:05.146 --> 00:44:05.987
people as possible.

00:44:06.027 --> 00:44:07.068
But in doing that,

00:44:07.407 --> 00:44:10.429
you might attract a person or at least

00:44:10.469 --> 00:44:13.610
stand out above the sea of sameness on

00:44:13.811 --> 00:44:15.391
Indeed and the other websites.

00:44:16.271 --> 00:44:16.572
All right.

00:44:16.632 --> 00:44:17.092
See you, Jimmy.

00:44:18.213 --> 00:44:20.452
Let's just do our parting shots as well.

00:44:20.532 --> 00:44:20.873
Dave,

00:44:20.934 --> 00:44:24.114
I commend you for continuing to grow even

00:44:24.175 --> 00:44:25.454
at this stage because you've been in

00:44:25.494 --> 00:44:26.275
business a while.

00:44:26.315 --> 00:44:27.356
You're not brand new.

00:44:29.016 --> 00:44:30.257
I don't know how you keep the energy

00:44:30.297 --> 00:44:32.297
going, but congratulations.

00:44:32.336 --> 00:44:36.778
What's your parting shot?

00:44:36.818 --> 00:44:39.900
You can only grow, expand.

00:44:40.527 --> 00:44:42.048
or shrink right we talked about the pros

00:44:42.068 --> 00:44:44.251
and cons of that uh so i obviously

00:44:44.331 --> 00:44:47.153
i'm completely focused on growing and yes

00:44:47.173 --> 00:44:48.474
i've been in business for a while but

00:44:48.835 --> 00:44:51.177
it used to it was a different approach

00:44:51.217 --> 00:44:51.838
it was like

00:44:52.878 --> 00:44:53.038
For me,

00:44:53.057 --> 00:44:54.398
it was like I was taking less risk.

00:44:54.458 --> 00:44:56.119
I was doing I was piecing it together

00:44:56.139 --> 00:44:57.199
with a whole bunch of like independent

00:44:57.239 --> 00:44:57.800
contractors.

00:44:57.840 --> 00:44:58.860
And now it's like, OK,

00:44:58.920 --> 00:44:59.940
I got to pony up more money.

00:45:00.021 --> 00:45:00.940
I got to, you know,

00:45:01.340 --> 00:45:04.461
get think about health insurance and base

00:45:04.501 --> 00:45:05.782
salaries and, you know,

00:45:05.802 --> 00:45:07.543
cash flow to cover payroll and all that.

00:45:07.744 --> 00:45:08.963
And that's only going to get bigger and

00:45:09.224 --> 00:45:11.525
more of responsibility.

00:45:11.565 --> 00:45:11.724
Right.

00:45:12.125 --> 00:45:13.565
So I see the upside.

00:45:13.606 --> 00:45:15.146
I see the consistency of having full time

00:45:15.186 --> 00:45:15.967
therapists with.

00:45:16.646 --> 00:45:18.527
a full schedule available that now I can

00:45:18.588 --> 00:45:18.987
have the,

00:45:19.509 --> 00:45:20.789
our care coordinator like book new

00:45:21.108 --> 00:45:23.831
evaluations onto the therapist schedules

00:45:23.871 --> 00:45:25.431
without even having to speak with a

00:45:25.452 --> 00:45:25.972
therapist, right?

00:45:26.012 --> 00:45:28.492
So just like more efficiencies and I can

00:45:28.512 --> 00:45:29.474
see faster growth.

00:45:29.673 --> 00:45:32.215
And two or three months ago was our

00:45:32.536 --> 00:45:33.856
highest revenue month ever.

00:45:34.336 --> 00:45:37.038
And then September, we just beat that.

00:45:37.057 --> 00:45:38.659
So September was highest revenue month

00:45:38.699 --> 00:45:38.918
ever.

00:45:40.000 --> 00:45:41.740
And so it'll just continue that way.

00:45:42.101 --> 00:45:42.820
And I see the path.

00:45:42.840 --> 00:45:44.902
I have the recruiting and hiring and

00:45:44.922 --> 00:45:45.682
onboarding figured out.

00:45:46.563 --> 00:45:51.585
And I have a lot of the mentorship,

00:45:51.605 --> 00:45:54.166
coaching, support part of it figured out.

00:45:54.626 --> 00:45:54.827
You know,

00:45:54.887 --> 00:45:56.606
I have the avatar ideal client figured

00:45:56.666 --> 00:45:56.807
out.

00:45:57.288 --> 00:45:59.349
And so really now it's just continuing to

00:45:59.469 --> 00:46:00.889
find more great candidates.

00:46:01.208 --> 00:46:02.170
And that's kind of what we talked about

00:46:02.190 --> 00:46:02.449
today.

00:46:03.449 --> 00:46:04.010
Awesome, guys.

00:46:04.030 --> 00:46:06.112
Come back and watch us Thursday, Tuesday,

00:46:06.132 --> 00:46:08.032
Thursday mornings, eight thirty Eastern.

00:46:08.172 --> 00:46:09.932
We'll see you on the next episode.

00:46:10.233 --> 00:46:11.233
See you, Dave.

00:46:11.273 --> 00:46:11.514
Thank you.

00:46:13.344 --> 00:46:13.543
That's it.

00:46:13.563 --> 00:46:13.784
We're out.

00:46:13.804 --> 00:46:15.324
Boys, what the hell are you doing?

00:46:15.364 --> 00:46:18.186
Follow Tony Meritato on YouTube at Total

00:46:18.226 --> 00:46:19.288
Therapy Solution.

00:46:19.327 --> 00:46:20.329
Find Dave Kittle at

00:46:20.349 --> 00:46:23.530
conciergepainrelief.com and on YouTube at

00:46:23.550 --> 00:46:24.831
The Dave Kittle Show.

00:46:25.072 --> 00:46:27.954
And follow Jimmy McKay at PT Podcasts on

00:46:28.094 --> 00:46:29.355
YouTube, the socials,

00:46:29.454 --> 00:46:31.235
and wherever you binge podcasts you

00:46:31.275 --> 00:46:32.936
pretend are for CEUs.

00:46:33.237 --> 00:46:34.677
And hey, just a reminder,

00:46:35.159 --> 00:46:36.460
none of this was for advice.

00:46:36.519 --> 00:46:37.800
This was for entertainment only.

00:46:37.820 --> 00:46:39.661
Our lawyers say that counts.

00:46:39.722 --> 00:46:40.481
Thanks, Keith.