Jan. 26, 2026
Architects of the Future: Ali Hartman & Bethany Ayer from Graham Sessions
Two clinicians from different worlds, one vision for the future of rehab. At Graham Sessions, Jimmy sits down with Ali Hartman, DPT and CrossFit enthusiast, and Bethany Ayer, OT and AI strategist, for a wide-ranging conversation about burnout, purpose, and rebuilding the systems we work in.
TAKEAWAYS INCLUDE:
- Why prevention and performance still don’t get the spotlight in PT
- What AI is actually doing in healthcare (not the hype)
- “Conversion factor” of effort vs reward in today’s clinic
- Why doing well and doing good shouldn’t be either/or
- Borrowing solutions from other professions (yes, even engineers!)
???? Featured Guests:
???? Ali Hartman, DPT
- Focus: Prevention, industrial wellness, CrossFit, performance
???? Bethany Ayer, OTR/L, MBA
- Clinical Sales Lead
- Background in EMR strategy, AI, OT clinical practice
Transcript
WEBVTT
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You're listening to the PT Pinecast,
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where smart people in healthcare come to
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make noise.
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Here's your host, Jimmy McKay.
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Live at Graham Sessions again.
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If it looks like we're blurry,
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it's because we are blurry.
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We're not worried about the camera.
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I'm not sure why it's... There we go.
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Now it's focused.
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And there we are.
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And we fixed it.
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Allie, Bethany, superhero backstory.
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I asked you this last night.
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Hmm.
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It was lackluster last night.
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No, it wasn't.
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It was good.
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You said at first, I don't have one.
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And I said, everybody has one.
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And then you gave me one and it
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was great.
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So how do you,
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how do you frame this as we go
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live from Graham sessions here at APT
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headquarters?
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Where, how did,
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where are you in the profession?
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How'd you get there?
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Yeah,
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I am in the profession and I think
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a misfit space.
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Good.
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Island of Misfit Toys was the fun part
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of the movie.
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Definitely Island of Misfit Toys.
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Anyone that knows Mike Eisenhardt,
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I'm one of his misfit toys.
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With Proactivity,
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I found my way there because I did
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not feel like I could tolerate any other
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kind of traditional setting.
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I very much like to be a thousand
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places at once and running around.
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Good.
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And so a traditional setting was not for
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me.
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And so I'm in a direct to employer
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prevention based model.
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So day to day is kind of everything
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from helping my team get around different
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places,
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keep people away from physical therapy as
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much as possible and taking better care of
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themselves in very like dirty jobs,
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micro type of environments.
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I like it.
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I already see an Instagram series for
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productivity in my brain.
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And Bethany,
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you're a clinician working in a role that
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is non-traditional,
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but doesn't mean you don't bring your
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clinical skills to a non-traditional
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place.
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How do you describe what you get to
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do?
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There we go.
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You're good.
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I feel like Chris Collins.
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You're right.
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We're calling things here as we watch
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everybody eat lunch.
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So what do you get to do?
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So I was an OT.
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I practiced for about ten years.
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I worked mostly in acute care in the
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hospital setting.
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And then I always found that I worked
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in like the land of red tape and
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I hate red tape and I felt like
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I was running into walls all the time.
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And I would then bring things to an
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executive team or a finance team and they
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didn't give me the credibility.
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that i felt like we deserved as a
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therapy profession because i think they
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felt like i didn't speak their finance
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language so i went back to get an
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mba specifically with the vendetta feeling
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with both tools to be able to say
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no i speak both languages and i want
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everyone else to speak both languages
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If it's a clinician,
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I want them to be able to speak
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the financial side.
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If it's a finance person,
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I want them to be able to speak
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and understand the clinical side.
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So I do find my job very rewarding
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right now because the primary aspect of my
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job is bridging those two components.
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I already hear the name of this episode
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when I publish it.
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It'll be B for Vendetta.
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Bethany for Vendetta.
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You literally were like, hey,
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if you think I'm not understanding your
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language,
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I'm literally going to go back to school
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and prove it to you and slap you
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across the face with it.
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I think that might be a slight issue
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of my psyche.
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I like it.
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All right, so is this your first?
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How many gram sessions is this for?
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Three gram sessions.
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Me too.
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Three-timers club.
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How many of this is for you?
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This is my first one.
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brand new, brand new, uh, situation.
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So we'll start with Bethany.
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First one,
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what'd you think it was going to be?
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And then what has it actually been like?
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Well,
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I think you did a good job prepping
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me.
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How did I prep you?
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I can't remember.
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I don't remember.
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You said it was like cool kids.
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Yeah.
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And you said it was, um,
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people are more authentic and more open
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and I think willing to have harder
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conversations.
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Yeah.
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so but i would not have i actually
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would have expected it to be a little
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bit more cagey cagey yeah spears later
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don't worry about it i'm waiting for it
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yeah i'm waiting for it two years ago
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i got thrown off the roof really no
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not really but that'd be that'd be a
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great story just always say two years ago
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a guy got thrown off the roof and
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then be like i can't remember who was
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i can't talk about there's legal situation
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um i think the people in this room
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are traditionally people who are um not
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afraid or it's not a fear thing they
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are more apt to make noise and they
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are talking more this is not better this
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is not worse this is just different i
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see you know people next to me i
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won't say who right because it's like
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vegas you can't say who's here i see
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academy president i see another academy
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president i see ceo i see state chapter
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president
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I see he does like fifteen different.
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But these are the people who were like
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they say things that piss you off or
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you agree with on LinkedIn.
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The funny thing is most these people don't
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care if you agree with them or piss.
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Just say something like do something.
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Why did you come to your first Graham
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sessions and why did you come back?
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Good question.
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I came with Mike.
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He said he made you.
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Yeah, he kind of made me.
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He said, I think you'll like this.
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And I had I just read the description
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online.
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I'm like, cool.
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And I came and I shared at the
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end of it that it felt very reminiscent.
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I'm from New Jersey.
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I'm Italian.
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It felt like dinner,
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like a lot of yelling.
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And that was my love language is like
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yelling and cussing at each other.
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which there was both of.
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So I liked that.
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I liked that I had grown kind of
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frustrated with the professional
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conferences because I felt like we just
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talked about the same stuff.
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And nobody had the courage to disagree.
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And I didn't feel that at Graham Sessions.
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So I came back and got more and
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more interested.
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And here I am three years later.
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All right.
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So now we're level set.
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I'll just keep it easy.
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What's one thing...
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that excited you that you've either heard
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already or you've seen on the program that
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we're going to talk about?
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And what's one thing that you're like,
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dude, where's this?
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Like, hey, you're missing this one.
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So we'll start with the thing that's
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there.
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What's something that you're excited to
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that's either already been talked about
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here halfway through the first day or
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something that's coming up that you're
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excited about?
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I can answer the first one.
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I really liked the kind of disparaging the
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myth that it's just data that is going
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to help you with payer negotiations or
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contracts.
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I think we've all fallen, myself included,
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fallen victim to like, oh,
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if we just have enough data instead of,
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no, if we just have enough leverage.
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And so I think the leverage word,
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that has been stuck in my head.
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Yeah,
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and I wasn't in the room for that,
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but someone was explaining,
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is that more along the lines of the
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IPA discussion?
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Like, how do we band together?
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I think I used it as like a
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tubing at Lake Havasu.
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We can remain individual people in our
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individual tubes, but if we all link arms,
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now we can walk into a situation and
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we've got the leverage.
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We have the longer lever.
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Yes, yes.
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We should wake up to that.
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Other people are doing that.
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And by people, I mean professions.
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So there were good examples.
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This has worked.
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This is not just in a vacuum.
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Something that excited you.
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I like the primary care topic a lot.
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Good.
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Why?
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I think that, well, to me, I'm like,
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don't we just all already do this?
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Like, I guess I'm naive.
00:06:51.985 --> 00:06:53.826
Wait, is this a new,
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this was already in the building.
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I just, I'm naive to traditional settings.
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So I kind of just assume that my
00:07:01.851 --> 00:07:02.851
experience is,
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which has been doing that and not having
00:07:05.033 --> 00:07:06.514
to ask someone to get paid for it
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and not having to worry about whether it
00:07:07.894 --> 00:07:08.795
was legal or not,
00:07:08.855 --> 00:07:09.995
or whether there was going to be some
00:07:10.016 --> 00:07:10.916
sort of regular, I'm like,
00:07:11.576 --> 00:07:12.497
this is just all I know.
00:07:12.538 --> 00:07:14.158
So I'm excited to have had that
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conversation and that it's becoming
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something that's being pursued more.
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I'm allowed to talk about what I said
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in the room.
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I said, this is awesome.
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But if you don't message it for literally
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everybody else,
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I made everybody in the room look outside
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the windows from the seventh floor here,
00:07:32.146 --> 00:07:33.608
you can see DC, you can see Alexandria.
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I was like,
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if those people don't understand this very
00:07:35.788 --> 00:07:36.129
clearly,
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this could be awesome and will fail.
00:07:38.730 --> 00:07:38.971
Yeah.
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And I think that's why I feel sometimes
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like a broken record on the direct to
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employer because I don't have to market
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that to them because it's a small social
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network.
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So they just have to experience it and
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then it markets itself.
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They talk to each other.
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Right.
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It's a small social network.
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I don't have to market it to however
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many thousand people live in my community.
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I market it to a group of five
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hundred and they have one experience of
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they helped me with this.
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I didn't know they could do that.
00:08:06.319 --> 00:08:08.480
And the social network markets itself.
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What's your wedge?
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How do you get into...
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Let's say you've got...
00:08:14.605 --> 00:08:15.884
What's a great type of company that you
00:08:15.904 --> 00:08:16.526
like to work with?
00:08:16.865 --> 00:08:17.906
Or give me examples that you work with.
00:08:17.966 --> 00:08:20.487
Yeah, like a grizzled industrial employer.
00:08:20.548 --> 00:08:20.767
Got it.
00:08:20.788 --> 00:08:21.348
Those are my people.
00:08:21.569 --> 00:08:22.608
How do you knock on the door?
00:08:22.649 --> 00:08:23.449
What's the email?
00:08:23.689 --> 00:08:25.651
How do you get the first coffee?
00:08:25.670 --> 00:08:26.771
Yeah, good question.
00:08:26.851 --> 00:08:27.492
At this point,
00:08:27.552 --> 00:08:29.694
it's more like knocking on our door
00:08:29.713 --> 00:08:30.874
because we built a relationship.
00:08:30.915 --> 00:08:31.415
Yeah, yeah, yeah.
00:08:31.435 --> 00:08:32.475
But if you're starting Xero,
00:08:32.875 --> 00:08:34.996
the grizzled industrial has no idea what
00:08:35.017 --> 00:08:35.256
the hell...
00:08:35.277 --> 00:08:36.238
They look at you and they're like...
00:08:36.738 --> 00:08:37.258
What's this girl?
00:08:37.658 --> 00:08:38.778
Why are you all dressed up?
00:08:38.899 --> 00:08:40.279
We make we we you know,
00:08:40.320 --> 00:08:41.321
we make metal here.
00:08:41.341 --> 00:08:42.062
Yeah, that's it.
00:08:42.081 --> 00:08:43.822
Well, that is my exact client.
00:08:43.883 --> 00:08:44.342
OK,
00:08:44.383 --> 00:08:45.283
so how do you get them to go?
00:08:45.344 --> 00:08:45.703
Hey, hey.
00:08:45.884 --> 00:08:47.085
Well, first of all, you don't dress up.
00:08:47.144 --> 00:08:47.885
You look like them.
00:08:48.285 --> 00:08:49.307
When you show up for the meeting,
00:08:49.326 --> 00:08:50.687
you've got your steel toed boots and
00:08:50.706 --> 00:08:52.227
you've got your jeans and you look like
00:08:52.249 --> 00:08:53.870
you could go work in the steel mill.
00:08:54.269 --> 00:08:54.990
I can see you.
00:08:55.009 --> 00:08:55.451
I can see you.
00:08:55.490 --> 00:08:55.770
Yeah.
00:08:55.811 --> 00:08:57.032
You got to wear dress the part.
00:08:57.772 --> 00:08:59.634
Um, it's really pretty simple.
00:08:59.714 --> 00:09:01.054
It's that you have a problem.
00:09:01.154 --> 00:09:02.196
I know you have a problem.
00:09:02.255 --> 00:09:04.118
I know you have a healthcare cost problem.
00:09:04.197 --> 00:09:06.019
And I know musculoskeletal is in the top
00:09:06.099 --> 00:09:07.740
two, probably number one,
00:09:07.780 --> 00:09:09.042
if you're an industrial employer.
00:09:10.023 --> 00:09:11.663
And I'm a profession that knows how to
00:09:11.724 --> 00:09:12.644
solve that problem.
00:09:12.825 --> 00:09:13.605
Oh, and by the way,
00:09:13.645 --> 00:09:14.306
when I do that,
00:09:14.405 --> 00:09:15.567
I can solve your health problems.
00:09:15.687 --> 00:09:16.869
Yeah, I want to rewind there,
00:09:16.948 --> 00:09:18.129
just like we are doing Monday Night
00:09:18.149 --> 00:09:18.769
Football.
00:09:18.809 --> 00:09:21.231
The first three things you said were about
00:09:21.451 --> 00:09:21.732
them.
00:09:22.610 --> 00:09:24.231
And that's when people listen.
00:09:24.272 --> 00:09:25.932
You didn't say, hi, I am Ali.
00:09:26.052 --> 00:09:29.953
I have a doctor and I don't care.
00:09:30.033 --> 00:09:30.715
You were like, hey,
00:09:30.855 --> 00:09:31.674
I see what you're doing.
00:09:31.855 --> 00:09:33.196
And then like when I'm pitching,
00:09:33.235 --> 00:09:34.836
like to do stuff with APTA state chapters,
00:09:34.856 --> 00:09:36.177
I'm like, let me take a guess.
00:09:37.038 --> 00:09:39.038
Do you have this, this and that problem?
00:09:39.058 --> 00:09:40.119
They're like, how did you know that?
00:09:40.198 --> 00:09:40.960
I'm like, first of all,
00:09:40.980 --> 00:09:41.840
you all have the same problems.
00:09:42.779 --> 00:09:44.160
But that's what people want to hear.
00:09:44.321 --> 00:09:45.020
Like, can you solve,
00:09:45.101 --> 00:09:47.142
am I solving your problem or are you
00:09:47.162 --> 00:09:48.222
helping me solve me problem?
00:09:48.263 --> 00:09:49.744
Because I want to talk about me problems.
00:09:50.904 --> 00:09:52.307
And then what are they looking for?
00:09:52.366 --> 00:09:54.269
What's the, I call it the eyebrow test.
00:09:54.450 --> 00:09:55.110
They're like, okay,
00:09:55.152 --> 00:09:56.232
you understand my problems.
00:09:56.293 --> 00:09:57.654
What's the thing that, is it money?
00:09:57.755 --> 00:09:59.057
Is it downtime?
00:09:59.097 --> 00:10:01.400
It's all money, but it equates to money.
00:10:01.562 --> 00:10:03.924
But when do you see them go, ooh.
00:10:05.037 --> 00:10:06.138
I think when you make it clear,
00:10:06.197 --> 00:10:07.759
you know how to fix it and that
00:10:07.798 --> 00:10:08.979
it doesn't look like,
00:10:09.500 --> 00:10:11.921
and this is the exact plan because you
00:10:11.941 --> 00:10:13.001
don't even know my people yet.
00:10:13.022 --> 00:10:14.942
So how do you know what my problem
00:10:15.023 --> 00:10:16.023
is and how to fix it?
00:10:16.624 --> 00:10:18.804
Because my people are different than all
00:10:18.825 --> 00:10:19.765
the people you've ever met.
00:10:20.745 --> 00:10:22.187
Different, just like everybody else.
00:10:22.846 --> 00:10:25.048
Is this like you can curse on here?
00:10:25.067 --> 00:10:25.248
All of it.
00:10:25.268 --> 00:10:26.489
Yeah, there's no FCC.
00:10:26.509 --> 00:10:28.370
When it becomes very clear that you
00:10:28.529 --> 00:10:30.049
understand their problem,
00:10:30.230 --> 00:10:31.730
that you understand the solution,
00:10:31.770 --> 00:10:33.091
maybe not the specifics because you don't
00:10:33.111 --> 00:10:33.892
know the population,
00:10:33.971 --> 00:10:35.092
and you really give a shit,
00:10:35.513 --> 00:10:36.994
like you really give a shit about doing
00:10:37.053 --> 00:10:39.154
it, then it's not hard.
00:10:40.154 --> 00:10:40.754
I was just going to ask,
00:10:40.815 --> 00:10:42.895
are you doing like structural and
00:10:42.916 --> 00:10:44.317
environmental changes within the
00:10:44.356 --> 00:10:45.998
organization or just like direct to
00:10:46.018 --> 00:10:46.398
consumers?
00:10:46.989 --> 00:10:48.931
Sometimes it's all of the above.
00:10:49.010 --> 00:10:49.311
It depends.
00:10:49.331 --> 00:10:50.091
Whatever the population needs.
00:10:50.111 --> 00:10:50.532
That's awesome.
00:10:52.768 --> 00:10:53.028
Yeah,
00:10:53.048 --> 00:10:55.029
I was going to say a quote that
00:10:55.090 --> 00:10:57.292
I've sort of stolen from, I think,
00:10:57.351 --> 00:10:58.192
Eleanor Roosevelt.
00:10:58.212 --> 00:10:58.633
And she said,
00:10:58.693 --> 00:11:01.216
no one cares how much you know until
00:11:01.235 --> 00:11:03.018
they know how much you care.
00:11:03.057 --> 00:11:04.399
And I was like, that's bullshit.
00:11:04.479 --> 00:11:05.058
I love Eleanor.
00:11:05.078 --> 00:11:05.799
I love you, Eleanor.
00:11:05.879 --> 00:11:06.600
She's not with us anymore.
00:11:07.160 --> 00:11:08.822
But I think no one cares how much
00:11:08.842 --> 00:11:10.664
you know or how much you care until
00:11:10.684 --> 00:11:13.346
they know that you know how to understand
00:11:13.386 --> 00:11:14.687
their problem and can solve it.
00:11:15.068 --> 00:11:16.289
Now I'm like, oh,
00:11:16.389 --> 00:11:17.171
how much do you care?
00:11:17.250 --> 00:11:17.551
Cool.
00:11:17.671 --> 00:11:18.552
I want that person with me.
00:11:18.831 --> 00:11:21.374
But make sure you demonstrate, I see you,
00:11:21.514 --> 00:11:22.615
I hear you, I understand you.
00:11:22.654 --> 00:11:24.135
That's what Oprah taught me.
00:11:24.355 --> 00:11:25.537
People want to be seen, heard, understood.
00:11:26.136 --> 00:11:26.937
Do that first.
00:11:27.378 --> 00:11:28.599
I see PTs all the time,
00:11:28.619 --> 00:11:29.220
and I love you,
00:11:29.259 --> 00:11:29.919
and I'm one of you.
00:11:30.500 --> 00:11:31.841
Stop talking about yourself.
00:11:32.062 --> 00:11:33.682
Yes, a hundred percent.
00:11:33.702 --> 00:11:34.663
Stop talking about yourself.
00:11:34.682 --> 00:11:35.323
They don't care about us.
00:11:35.403 --> 00:11:35.844
And to your point,
00:11:35.864 --> 00:11:37.304
they don't care that I'm a PT.
00:11:38.125 --> 00:11:39.326
They don't care about any of that.
00:11:39.486 --> 00:11:41.427
So don't focus on that.
00:11:41.548 --> 00:11:42.269
Focus on the problem.
00:11:42.389 --> 00:11:43.370
You don't do that,
00:11:43.529 --> 00:11:44.830
but you do something similar.
00:11:45.049 --> 00:11:46.630
You're not solving workforce,
00:11:46.671 --> 00:11:48.871
but you are because you work more
00:11:48.932 --> 00:11:49.613
technology.
00:11:49.692 --> 00:11:50.913
These are the things that,
00:11:51.253 --> 00:11:53.494
so you're sitting there pretending like,
00:11:53.754 --> 00:11:54.855
hmm, let me take a wild guess.
00:11:55.514 --> 00:11:57.176
You hate denials.
00:11:57.775 --> 00:11:58.596
Are denials an issue?
00:11:58.616 --> 00:12:00.278
Of course, it's a loaded question,
00:12:00.317 --> 00:12:01.817
but you're doing something similar but not
00:12:01.857 --> 00:12:02.259
the same.
00:12:02.678 --> 00:12:04.779
What's a good wedge for you that makes
00:12:04.799 --> 00:12:06.860
someone go, oh, she, yes, okay,
00:12:06.921 --> 00:12:08.282
sounds like you might understand me.
00:12:08.341 --> 00:12:10.403
What are some things that you throw out
00:12:10.423 --> 00:12:10.982
in the beginning
00:12:12.298 --> 00:12:12.457
Well,
00:12:12.597 --> 00:12:14.841
I always focus on themes over any sort
00:12:14.880 --> 00:12:15.481
of features.
00:12:15.701 --> 00:12:16.042
So like,
00:12:16.143 --> 00:12:18.304
I don't really do anything about like,
00:12:18.365 --> 00:12:20.067
Hey, here's how we solve it.
00:12:20.126 --> 00:12:21.969
I like to figure out like what themes
00:12:22.470 --> 00:12:23.912
are people experiencing.
00:12:24.432 --> 00:12:26.153
And so I would say within the space
00:12:26.173 --> 00:12:28.636
that I work in within like revenue cycle,
00:12:28.657 --> 00:12:29.018
let's say,
00:12:29.522 --> 00:12:32.105
I would say a major theme is ownership,
00:12:32.206 --> 00:12:33.888
autonomy, transparency.
00:12:34.168 --> 00:12:35.049
That's what they're looking,
00:12:35.090 --> 00:12:35.750
that's what they want.
00:12:35.770 --> 00:12:36.451
That's what they want.
00:12:36.471 --> 00:12:39.716
People want to have ownership of their
00:12:39.755 --> 00:12:42.841
money, of their future, of their practice.
00:12:42.860 --> 00:12:43.500
Their day.
00:12:43.621 --> 00:12:44.403
They started a business,
00:12:44.462 --> 00:12:45.804
now they're working for someone else,
00:12:45.884 --> 00:12:46.525
it feels like.
00:12:46.865 --> 00:12:48.126
Yeah, visibility.
00:12:48.287 --> 00:12:50.746
I think oftentimes people outsource
00:12:50.788 --> 00:12:52.967
completely because they know enough to
00:12:53.008 --> 00:12:54.188
say, I don't know about this.
00:12:54.609 --> 00:12:55.969
But then as they start to learn,
00:12:56.028 --> 00:12:56.970
then they realize, oh my gosh,
00:12:56.990 --> 00:12:58.309
I don't know anything about what's
00:12:58.330 --> 00:12:58.850
happening.
00:12:59.370 --> 00:13:01.071
And they don't know what step to take
00:13:01.110 --> 00:13:02.932
to then start to regain control.
00:13:03.371 --> 00:13:04.613
And then they don't know what they don't
00:13:04.633 --> 00:13:04.793
know.
00:13:04.852 --> 00:13:08.053
So just trying to also help uncover where
00:13:08.094 --> 00:13:09.494
the problem is and then being very
00:13:09.514 --> 00:13:11.294
transparent if we are not the right fit.
00:13:11.315 --> 00:13:11.754
Yeah, yeah, yeah.
00:13:11.774 --> 00:13:13.096
Try to get to the know as quickly
00:13:13.115 --> 00:13:13.635
as possible.
00:13:13.696 --> 00:13:14.436
Yeah.
00:13:14.475 --> 00:13:15.937
Confused people don't.
00:13:17.235 --> 00:13:18.895
So I know I have a problem,
00:13:18.995 --> 00:13:20.336
but I'm even confused what the next step
00:13:20.417 --> 00:13:20.576
is.
00:13:20.616 --> 00:13:21.116
So what do I do?
00:13:21.456 --> 00:13:21.836
Nothing.
00:13:22.076 --> 00:13:22.756
I just go, you know what?
00:13:22.777 --> 00:13:24.357
I'm going to solve the other problems
00:13:24.378 --> 00:13:25.758
because I at least know how to solve
00:13:25.778 --> 00:13:25.957
them.
00:13:26.298 --> 00:13:27.597
This is what I'm like frustrated with.
00:13:27.837 --> 00:13:29.499
And I try to clean my house as
00:13:29.538 --> 00:13:30.259
little as possible.
00:13:30.339 --> 00:13:31.339
Like when there's people coming over,
00:13:31.359 --> 00:13:31.899
that's when I do it.
00:13:32.359 --> 00:13:34.460
But I find myself like I'm trying to
00:13:34.480 --> 00:13:35.480
do I was trying to change a flight
00:13:35.759 --> 00:13:36.940
and I was using an app and I
00:13:36.960 --> 00:13:37.700
couldn't get my password.
00:13:37.779 --> 00:13:38.780
I tried fourteen different ways.
00:13:39.221 --> 00:13:40.640
So I just stopped and cleaned my house.
00:13:41.120 --> 00:13:42.442
Because I knew I could control that.
00:13:42.581 --> 00:13:44.302
I was like, well, that's not happening.
00:13:44.522 --> 00:13:45.102
I'm going to do this.
00:13:45.123 --> 00:13:46.543
It's the same in business.
00:13:46.663 --> 00:13:48.083
If you're like, I know I'm leaking money.
00:13:48.224 --> 00:13:48.823
What do I do about it?
00:13:48.884 --> 00:13:49.563
I have no idea.
00:13:49.604 --> 00:13:50.365
So what do you do about it?
00:13:50.384 --> 00:13:50.644
Nothing.
00:13:51.225 --> 00:13:55.206
You move on to rearrange the deck chairs
00:13:55.226 --> 00:13:55.866
on my Titanic.
00:13:55.927 --> 00:13:56.126
Why?
00:13:56.386 --> 00:13:57.587
Because I can control that.
00:13:58.148 --> 00:13:59.268
And we're big, dumb animals,
00:13:59.288 --> 00:14:01.989
and we like control.
00:14:02.190 --> 00:14:04.029
This is a cool format, though, I think,
00:14:04.149 --> 00:14:04.831
a presentation.
00:14:04.931 --> 00:14:05.191
And then...
00:14:06.501 --> 00:14:09.283
really dedicated time to hearing from the
00:14:09.342 --> 00:14:10.442
audience, right?
00:14:10.802 --> 00:14:11.962
I do think it's funny though,
00:14:12.802 --> 00:14:14.683
is that most people are falling into the
00:14:14.703 --> 00:14:15.964
trap I just did, right?
00:14:16.043 --> 00:14:17.744
So let's say you gave a presentation and
00:14:17.844 --> 00:14:18.644
I either agree or disagree,
00:14:18.663 --> 00:14:19.804
I'm gonna stand up and ask questions or
00:14:19.825 --> 00:14:20.384
make a statement,
00:14:20.725 --> 00:14:21.605
and then a lot of people spend the
00:14:21.644 --> 00:14:22.924
first forty-five seconds explaining who
00:14:22.945 --> 00:14:23.245
they are.
00:14:23.585 --> 00:14:23.985
And I'm sort of like,
00:14:24.005 --> 00:14:26.225
save that for later.
00:14:26.245 --> 00:14:27.725
Save, I don't care right now,
00:14:27.785 --> 00:14:30.326
unless it's directly in context, right?
00:14:30.386 --> 00:14:31.427
Which is like, I get it,
00:14:31.626 --> 00:14:32.486
but also I'm like,
00:14:32.907 --> 00:14:34.087
skip to the good part.
00:14:37.448 --> 00:14:37.649
All right.
00:14:37.668 --> 00:14:38.749
So third, first.
00:14:39.490 --> 00:14:42.071
And you're going to both speak next year.
00:14:42.270 --> 00:14:43.851
If you were going to speak next year,
00:14:43.912 --> 00:14:45.192
what would your talk be on?
00:14:45.293 --> 00:14:46.072
I'm cheering Allie on.
00:14:46.212 --> 00:14:47.433
That's my role next year.
00:14:47.453 --> 00:14:48.695
We're going to do it together.
00:14:48.715 --> 00:14:49.274
Hold on a second.
00:14:49.294 --> 00:14:49.615
Wait, wait, wait.
00:14:49.654 --> 00:14:50.596
You spoke already.
00:14:50.655 --> 00:14:51.975
You gave a two-minute hot,
00:14:52.596 --> 00:14:53.517
coming in hot statement.
00:14:53.596 --> 00:14:54.136
I did.
00:14:54.177 --> 00:14:54.857
What was the gist?
00:14:54.898 --> 00:14:55.778
Let's just talk about the gist of it.
00:14:55.798 --> 00:14:56.739
Or do you have it memorized?
00:14:57.038 --> 00:14:58.700
No, I don't have it fully memorized.
00:14:58.720 --> 00:15:00.360
But the gist of it, I will say,
00:15:00.500 --> 00:15:02.162
and you tell me if I'm not doing
00:15:02.182 --> 00:15:02.581
this justice.
00:15:02.964 --> 00:15:04.645
But the gist of this is that I
00:15:04.686 --> 00:15:06.347
think in the therapy world specifically,
00:15:06.447 --> 00:15:08.990
we feel this need to either choose between
00:15:09.030 --> 00:15:12.014
doing well or doing good.
00:15:12.115 --> 00:15:13.035
And by that meaning,
00:15:13.677 --> 00:15:15.679
well is like we're financially thriving
00:15:15.740 --> 00:15:17.160
and our clinic's doing financially well.
00:15:17.182 --> 00:15:19.244
And then good meaning we're allocating
00:15:19.283 --> 00:15:21.346
everything we have to our patients and
00:15:21.386 --> 00:15:21.567
that.
00:15:22.105 --> 00:15:23.607
we do not have to choose one or
00:15:23.648 --> 00:15:25.390
the other, that we deserve both.
00:15:25.431 --> 00:15:26.292
But beyond that,
00:15:26.692 --> 00:15:29.115
like the survival of our entire profession
00:15:29.176 --> 00:15:31.919
relies on us having both.
00:15:32.399 --> 00:15:33.962
And that was it.
00:15:33.982 --> 00:15:35.264
I don't need to divulge that.
00:15:35.303 --> 00:15:36.725
It was really good.
00:15:36.986 --> 00:15:38.408
I love the doing well versus doing good.
00:15:38.708 --> 00:15:41.230
And then you brought in also a topic
00:15:41.250 --> 00:15:42.451
that I guess was in last year.
00:15:42.471 --> 00:15:43.211
I wasn't here last year,
00:15:43.231 --> 00:15:44.712
but they were talking about artificial
00:15:44.732 --> 00:15:45.494
intelligence last year.
00:15:45.734 --> 00:15:47.615
It's not on the docket this year because
00:15:47.634 --> 00:15:49.035
apparently we've solved all that.
00:15:49.856 --> 00:15:50.738
I was out of the room when we
00:15:50.758 --> 00:15:51.097
solved AI.
00:15:52.259 --> 00:15:54.961
Your angle was AI is not the thing.
00:15:55.081 --> 00:15:56.221
It's the thing that will help you do
00:15:56.261 --> 00:15:56.662
the thing.
00:15:56.782 --> 00:15:57.623
AI is not the answer.
00:15:57.663 --> 00:15:58.923
It's the vehicle you will get in to
00:15:58.984 --> 00:16:01.144
solve this or this or at least work
00:16:01.205 --> 00:16:02.186
on this or this or this.
00:16:02.500 --> 00:16:03.201
Yes.
00:16:03.221 --> 00:16:04.283
Yes.
00:16:04.303 --> 00:16:04.464
Yeah.
00:16:04.504 --> 00:16:05.524
That was my kind of thought.
00:16:05.706 --> 00:16:06.927
That could be an entire talk, though.
00:16:06.947 --> 00:16:07.788
You did it in two minutes.
00:16:07.908 --> 00:16:09.490
You could go deeper and wider.
00:16:09.510 --> 00:16:10.392
Yeah, I could.
00:16:10.412 --> 00:16:11.714
You might have just accidentally talked
00:16:11.734 --> 00:16:12.615
yourself into a talk.
00:16:13.056 --> 00:16:14.317
Allie, you're on the docket next year.
00:16:14.496 --> 00:16:15.318
What are you talking about?
00:16:15.359 --> 00:16:16.080
With your hands.
00:16:17.926 --> 00:16:20.547
I am this afternoon doing one on
00:16:20.586 --> 00:16:21.347
gentelligence.
00:16:21.408 --> 00:16:22.048
Oh, no, I knew that.
00:16:22.087 --> 00:16:23.168
You are talking this year.
00:16:23.187 --> 00:16:23.248
Yes,
00:16:23.288 --> 00:16:25.489
my head is on that because at a
00:16:25.528 --> 00:16:26.210
lot of conferences,
00:16:26.289 --> 00:16:28.309
I feel like I feel this very emotional
00:16:28.951 --> 00:16:31.591
distress around the younger generation or
00:16:31.611 --> 00:16:33.513
the younger generation against older
00:16:33.533 --> 00:16:34.232
generations.
00:16:34.273 --> 00:16:36.573
And so I feel like honest conversations
00:16:36.594 --> 00:16:37.254
are needed there.
00:16:38.355 --> 00:16:39.355
So that's where my head is at right
00:16:39.414 --> 00:16:39.634
now.
00:16:39.774 --> 00:16:40.615
Next year, I don't know.
00:16:40.676 --> 00:16:43.216
So what do you hope people walk away
00:16:43.277 --> 00:16:44.197
thinking, feeling,
00:16:44.376 --> 00:16:45.977
doing after they listen to your talk
00:16:45.998 --> 00:16:46.357
today?
00:16:46.903 --> 00:16:48.563
I hope that instead of just being
00:16:48.644 --> 00:16:51.086
frustrated and angry and being like,
00:16:51.186 --> 00:16:53.587
they need to change either direction.
00:16:53.607 --> 00:16:54.227
They need to change.
00:16:54.248 --> 00:16:56.408
They need to change either direction.
00:16:56.528 --> 00:16:57.230
It's their fault.
00:16:57.250 --> 00:16:59.130
We come to understand like nobody's
00:16:59.171 --> 00:17:00.231
probably going to change.
00:17:00.272 --> 00:17:01.773
So let's figure out what to do about
00:17:01.832 --> 00:17:03.734
it because otherwise our profession will
00:17:03.754 --> 00:17:04.875
fail to exist.
00:17:05.434 --> 00:17:05.935
In twenty years,
00:17:05.976 --> 00:17:08.057
if we don't make a profession that the
00:17:08.096 --> 00:17:10.038
younger generation wants to be a part of.
00:17:10.058 --> 00:17:11.159
They're going to leave.
00:17:11.278 --> 00:17:12.220
Then they're going to leave and we won't
00:17:12.259 --> 00:17:12.640
have one.
00:17:12.700 --> 00:17:15.102
So I guess that's my hope is that
00:17:15.521 --> 00:17:16.682
people think about it differently.
00:17:16.962 --> 00:17:17.262
Yeah.
00:17:17.544 --> 00:17:18.503
I'm in a discussion.
00:17:18.523 --> 00:17:19.525
I'm going to have this guy on,
00:17:19.545 --> 00:17:21.326
but there was a guy on LinkedIn writing
00:17:21.446 --> 00:17:21.987
thoughtfully.
00:17:22.867 --> 00:17:23.928
And essentially he was like,
00:17:24.449 --> 00:17:25.108
I'm paraphrasing.
00:17:25.128 --> 00:17:26.009
I won't put words in his mouth.
00:17:26.170 --> 00:17:27.111
He's going to put words in his mouth.
00:17:27.310 --> 00:17:28.531
I'm paraphrasing, you know,
00:17:28.571 --> 00:17:30.272
like we got to work harder.
00:17:30.492 --> 00:17:31.453
Like people don't want to work hard.
00:17:31.493 --> 00:17:34.056
And I was like, is that it?
00:17:34.236 --> 00:17:35.696
Like this generation just woke up and
00:17:35.737 --> 00:17:36.758
doesn't want to work hard.
00:17:36.998 --> 00:17:38.199
And then I sort of broke it down.
00:17:38.619 --> 00:17:40.760
Maybe I used AI to an equation.
00:17:40.820 --> 00:17:41.721
And I was like, is the,
00:17:41.801 --> 00:17:43.363
is it the conversion factor?
00:17:43.643 --> 00:17:45.125
If I used to work ten hours,
00:17:46.048 --> 00:17:47.749
units of work hard i used to get
00:17:48.068 --> 00:17:51.010
twelve f units of payoff and now i
00:17:51.030 --> 00:17:52.330
do ten efforts of work hard and i
00:17:52.351 --> 00:17:55.432
get six and i'm not stupid that doesn't
00:17:55.452 --> 00:17:57.834
work and then his sort of counter was
00:17:57.854 --> 00:17:59.414
like well you could start your own company
00:17:59.454 --> 00:18:01.236
i said we're talking about the conversion
00:18:01.256 --> 00:18:03.156
factor of this system going outside the
00:18:03.176 --> 00:18:06.498
system is valid i'm a radio dj pt
00:18:06.898 --> 00:18:08.720
i went outside the system i made this
00:18:08.799 --> 00:18:08.940
up
00:18:09.640 --> 00:18:11.981
I'm okay with how much work I do
00:18:12.021 --> 00:18:12.803
for what I get.
00:18:13.123 --> 00:18:13.823
Would I like more?
00:18:14.022 --> 00:18:14.344
Sure.
00:18:14.683 --> 00:18:16.224
So I want to work on two things,
00:18:16.505 --> 00:18:18.006
how much work I do, hard,
00:18:18.386 --> 00:18:19.807
and the conversion factor.
00:18:19.847 --> 00:18:21.509
Because wouldn't it be great if the amount
00:18:21.568 --> 00:18:23.130
I'm doing now could just yield more?
00:18:23.871 --> 00:18:25.672
Clinicians and clinics want that.
00:18:25.852 --> 00:18:26.173
They're like,
00:18:26.212 --> 00:18:27.913
I want to put it in this system.
00:18:28.034 --> 00:18:29.595
I don't want to run my own company.
00:18:29.895 --> 00:18:31.135
Why is that a bad thing?
00:18:31.196 --> 00:18:32.196
Neither good nor bad.
00:18:32.557 --> 00:18:33.999
It's right or wrong for you.
00:18:34.338 --> 00:18:35.539
So I want to focus on the conversion
00:18:35.559 --> 00:18:37.641
factor because it didn't used to be this
00:18:37.681 --> 00:18:38.122
way.
00:18:38.142 --> 00:18:38.342
Right.
00:18:38.868 --> 00:18:40.549
I put that on like Instagram and I
00:18:40.569 --> 00:18:42.151
was waiting for like the younger
00:18:42.171 --> 00:18:43.570
generation to agree with me and the older
00:18:43.590 --> 00:18:44.632
to disagree.
00:18:44.672 --> 00:18:46.553
And the funny part was they both agree.
00:18:46.573 --> 00:18:47.653
They were like, yeah, it didn't use.
00:18:47.792 --> 00:18:49.153
I was there in the eighties.
00:18:49.394 --> 00:18:51.555
It used to be this gotcha that now
00:18:51.595 --> 00:18:52.714
it's this gotcha this.
00:18:52.775 --> 00:18:53.496
And that sucks.
00:18:53.556 --> 00:18:54.875
But I am close to retiring and I'm
00:18:54.895 --> 00:18:55.977
like, that does suck.
00:18:56.196 --> 00:18:57.116
But these people aren't.
00:18:57.537 --> 00:18:58.538
So what are we doing about it?
00:18:58.557 --> 00:18:59.678
Uh,
00:18:59.718 --> 00:19:01.419
so that's what my thing would be is
00:19:01.519 --> 00:19:03.160
what's the conversion factor of hard work?
00:19:03.200 --> 00:19:04.980
What's hard work worth these days?
00:19:05.161 --> 00:19:05.260
Um,
00:19:05.881 --> 00:19:07.402
We have a tradition on the show before
00:19:07.422 --> 00:19:08.561
we end every episode.
00:19:08.662 --> 00:19:09.942
It is called the parting shot.
00:19:09.961 --> 00:19:12.722
This is the parting shot.
00:19:13.262 --> 00:19:14.663
One last mic drop moment.
00:19:15.344 --> 00:19:16.163
No pressure.
00:19:16.584 --> 00:19:18.763
Just your legacy on the line.
00:19:20.085 --> 00:19:23.365
Just you can reiterate an idea, a thought,
00:19:23.425 --> 00:19:24.266
a concept, a quote.
00:19:24.546 --> 00:19:25.066
Doesn't matter.
00:19:25.086 --> 00:19:25.905
It's just whatever you want.
00:19:25.925 --> 00:19:27.686
The last thing the audience hears from
00:19:27.727 --> 00:19:27.946
you.
00:19:28.247 --> 00:19:28.846
What do you want to be?
00:19:29.436 --> 00:19:30.679
I would just say that going to what
00:19:30.699 --> 00:19:33.321
you said about systems that I would just
00:19:33.682 --> 00:19:35.565
reiterate that we aren't just participants
00:19:35.605 --> 00:19:36.286
of a system.
00:19:36.707 --> 00:19:40.152
We are architects of the future for it.
00:19:40.231 --> 00:19:40.751
Architect.
00:19:40.791 --> 00:19:42.875
Look at you dropping crochet that on a
00:19:42.894 --> 00:19:43.175
pillow.
00:19:43.680 --> 00:19:44.421
That was beautiful.
00:19:44.780 --> 00:19:46.001
You look following that.
00:19:46.082 --> 00:19:47.624
I mean, it's a bar.
00:19:47.644 --> 00:19:48.585
You got to get over that bar.
00:19:48.625 --> 00:19:49.184
Yeah, no.
00:19:49.786 --> 00:19:50.946
I'm going to get over it by just
00:19:51.166 --> 00:19:52.167
using one of her lines.
00:19:52.188 --> 00:19:52.567
There you go.
00:19:52.627 --> 00:19:54.089
Smart, smart.
00:19:54.170 --> 00:19:55.431
I'm going to use Bethany's line of,
00:19:55.990 --> 00:19:57.512
I love the concept that you don't have
00:19:57.532 --> 00:19:59.694
to trade doing well for doing good.
00:19:59.994 --> 00:20:01.255
And I think if we just put a
00:20:01.315 --> 00:20:03.236
lot more of our effort on how and
00:20:03.256 --> 00:20:04.936
what are innovative ways to make that
00:20:04.977 --> 00:20:05.436
happen,
00:20:06.156 --> 00:20:08.557
then we would build a better profession
00:20:08.597 --> 00:20:10.038
and one that maybe the next generation
00:20:10.097 --> 00:20:10.377
wants to be in.
00:20:10.417 --> 00:20:11.317
And how do you find those?
00:20:11.417 --> 00:20:12.959
I'll steal words from someone else.
00:20:13.078 --> 00:20:14.679
Good artists borrow, great artists steal.
00:20:14.839 --> 00:20:16.079
Look at what other people are doing.
00:20:16.920 --> 00:20:17.460
In class,
00:20:17.500 --> 00:20:18.381
you weren't allowed to look at other
00:20:18.401 --> 00:20:19.080
people's papers.
00:20:19.938 --> 00:20:21.578
In life, we sort of are.
00:20:21.679 --> 00:20:22.939
We could just be like, I don't know,
00:20:22.999 --> 00:20:24.140
what's OT doing?
00:20:24.200 --> 00:20:24.880
What's dental?
00:20:24.980 --> 00:20:26.941
What are aeronautical engineers doing?
00:20:26.961 --> 00:20:28.582
What can I steal in a good way?
00:20:28.882 --> 00:20:29.682
The essence of,
00:20:29.781 --> 00:20:31.262
and then just plug it in over here.
00:20:31.282 --> 00:20:31.843
Does it work?
00:20:32.064 --> 00:20:32.344
I don't know.
00:20:32.364 --> 00:20:33.003
Let's try it.
00:20:33.544 --> 00:20:35.244
Good artist borrow, great artist steal.
00:20:35.585 --> 00:20:36.526
Allie, Bethany,
00:20:36.566 --> 00:20:37.605
appreciate the time here at Graham
00:20:37.645 --> 00:20:37.905
Sessions.
00:20:37.925 --> 00:20:38.926
We're going to have some graham crackers
00:20:38.967 --> 00:20:41.867
and some s'mores here as we live stream
00:20:41.887 --> 00:20:43.848
from the top of the APTA's venue.
00:20:45.188 --> 00:20:46.268
That's it for this one,
00:20:46.528 --> 00:20:48.189
but we're just getting warmed up.
00:20:48.669 --> 00:20:50.589
Smash follow, send it to a friend,
00:20:50.809 --> 00:20:52.450
or crank up the next episode.
00:20:52.970 --> 00:20:53.911
Want to go deeper?
00:20:54.351 --> 00:20:58.392
Hit us at pgpinecast.com or find us on
00:20:58.432 --> 00:21:00.952
YouTube and socials at pgpinecast.
00:21:01.393 --> 00:21:03.693
And legally, none of this was advice.
00:21:03.733 --> 00:21:05.473
It's for entertainment purposes only.
00:21:05.513 --> 00:21:07.115
Bullshit!
00:21:07.154 --> 00:21:07.734
See, Keith?
00:21:07.954 --> 00:21:09.016
We read the script.
00:21:09.316 --> 00:21:09.955
Happy now?
00:00:01.330 --> 00:00:02.571
You're listening to the PT Pinecast,
00:00:02.591 --> 00:00:04.272
where smart people in healthcare come to
00:00:04.312 --> 00:00:04.892
make noise.
00:00:04.913 --> 00:00:09.836
Here's your host, Jimmy McKay.
00:00:09.875 --> 00:00:10.996
Live at Graham Sessions again.
00:00:11.336 --> 00:00:12.397
If it looks like we're blurry,
00:00:12.417 --> 00:00:13.159
it's because we are blurry.
00:00:13.179 --> 00:00:14.720
We're not worried about the camera.
00:00:14.900 --> 00:00:16.920
I'm not sure why it's... There we go.
00:00:16.981 --> 00:00:17.702
Now it's focused.
00:00:17.861 --> 00:00:18.222
And there we are.
00:00:18.362 --> 00:00:18.983
And we fixed it.
00:00:19.783 --> 00:00:22.225
Allie, Bethany, superhero backstory.
00:00:22.304 --> 00:00:25.487
I asked you this last night.
00:00:25.647 --> 00:00:25.728
Hmm.
00:00:26.414 --> 00:00:27.574
It was lackluster last night.
00:00:27.594 --> 00:00:28.076
No, it wasn't.
00:00:28.096 --> 00:00:28.615
It was good.
00:00:28.975 --> 00:00:30.318
You said at first, I don't have one.
00:00:30.358 --> 00:00:31.439
And I said, everybody has one.
00:00:31.478 --> 00:00:32.539
And then you gave me one and it
00:00:32.560 --> 00:00:32.920
was great.
00:00:32.960 --> 00:00:33.420
So how do you,
00:00:33.561 --> 00:00:34.542
how do you frame this as we go
00:00:34.621 --> 00:00:35.982
live from Graham sessions here at APT
00:00:36.003 --> 00:00:36.442
headquarters?
00:00:36.683 --> 00:00:37.164
Where, how did,
00:00:37.183 --> 00:00:37.965
where are you in the profession?
00:00:37.984 --> 00:00:38.465
How'd you get there?
00:00:38.765 --> 00:00:39.125
Yeah,
00:00:39.365 --> 00:00:40.968
I am in the profession and I think
00:00:41.067 --> 00:00:42.329
a misfit space.
00:00:42.529 --> 00:00:42.868
Good.
00:00:43.049 --> 00:00:44.551
Island of Misfit Toys was the fun part
00:00:44.591 --> 00:00:44.892
of the movie.
00:00:44.911 --> 00:00:46.594
Definitely Island of Misfit Toys.
00:00:46.654 --> 00:00:47.914
Anyone that knows Mike Eisenhardt,
00:00:48.034 --> 00:00:49.317
I'm one of his misfit toys.
00:00:49.976 --> 00:00:50.838
With Proactivity,
00:00:51.179 --> 00:00:53.521
I found my way there because I did
00:00:53.581 --> 00:00:56.924
not feel like I could tolerate any other
00:00:57.005 --> 00:00:58.826
kind of traditional setting.
00:00:59.527 --> 00:01:01.149
I very much like to be a thousand
00:01:01.189 --> 00:01:02.671
places at once and running around.
00:01:02.692 --> 00:01:02.792
Good.
00:01:03.771 --> 00:01:05.593
And so a traditional setting was not for
00:01:05.614 --> 00:01:05.793
me.
00:01:05.834 --> 00:01:07.515
And so I'm in a direct to employer
00:01:07.575 --> 00:01:08.754
prevention based model.
00:01:08.814 --> 00:01:11.777
So day to day is kind of everything
00:01:11.837 --> 00:01:13.378
from helping my team get around different
00:01:13.397 --> 00:01:13.899
places,
00:01:14.179 --> 00:01:16.400
keep people away from physical therapy as
00:01:16.459 --> 00:01:18.400
much as possible and taking better care of
00:01:18.421 --> 00:01:20.882
themselves in very like dirty jobs,
00:01:20.962 --> 00:01:22.924
micro type of environments.
00:01:23.024 --> 00:01:23.403
I like it.
00:01:23.424 --> 00:01:25.385
I already see an Instagram series for
00:01:25.426 --> 00:01:26.546
productivity in my brain.
00:01:27.828 --> 00:01:28.328
And Bethany,
00:01:28.347 --> 00:01:30.549
you're a clinician working in a role that
00:01:30.590 --> 00:01:31.689
is non-traditional,
00:01:31.750 --> 00:01:33.171
but doesn't mean you don't bring your
00:01:33.212 --> 00:01:34.632
clinical skills to a non-traditional
00:01:34.673 --> 00:01:34.912
place.
00:01:35.093 --> 00:01:36.733
How do you describe what you get to
00:01:36.754 --> 00:01:36.853
do?
00:01:36.873 --> 00:01:38.796
There we go.
00:01:38.995 --> 00:01:40.856
You're good.
00:01:40.956 --> 00:01:41.718
I feel like Chris Collins.
00:01:41.737 --> 00:01:42.018
You're right.
00:01:42.037 --> 00:01:43.599
We're calling things here as we watch
00:01:43.618 --> 00:01:44.400
everybody eat lunch.
00:01:44.420 --> 00:01:45.781
So what do you get to do?
00:01:46.280 --> 00:01:47.861
So I was an OT.
00:01:47.921 --> 00:01:49.540
I practiced for about ten years.
00:01:50.161 --> 00:01:51.981
I worked mostly in acute care in the
00:01:52.001 --> 00:01:52.742
hospital setting.
00:01:53.242 --> 00:01:55.503
And then I always found that I worked
00:01:55.563 --> 00:01:56.903
in like the land of red tape and
00:01:57.004 --> 00:01:59.165
I hate red tape and I felt like
00:01:59.325 --> 00:02:01.305
I was running into walls all the time.
00:02:01.926 --> 00:02:03.885
And I would then bring things to an
00:02:03.926 --> 00:02:06.587
executive team or a finance team and they
00:02:06.606 --> 00:02:07.828
didn't give me the credibility.
00:02:08.307 --> 00:02:09.848
that i felt like we deserved as a
00:02:10.049 --> 00:02:12.129
therapy profession because i think they
00:02:12.169 --> 00:02:13.770
felt like i didn't speak their finance
00:02:13.790 --> 00:02:15.752
language so i went back to get an
00:02:15.812 --> 00:02:18.693
mba specifically with the vendetta feeling
00:02:19.794 --> 00:02:22.556
with both tools to be able to say
00:02:22.735 --> 00:02:24.977
no i speak both languages and i want
00:02:25.037 --> 00:02:26.518
everyone else to speak both languages
00:02:26.957 --> 00:02:27.900
If it's a clinician,
00:02:28.020 --> 00:02:29.161
I want them to be able to speak
00:02:29.200 --> 00:02:30.143
the financial side.
00:02:30.682 --> 00:02:32.044
If it's a finance person,
00:02:32.145 --> 00:02:33.546
I want them to be able to speak
00:02:33.567 --> 00:02:35.008
and understand the clinical side.
00:02:35.830 --> 00:02:38.373
So I do find my job very rewarding
00:02:38.413 --> 00:02:40.516
right now because the primary aspect of my
00:02:40.556 --> 00:02:43.260
job is bridging those two components.
00:02:43.735 --> 00:02:45.294
I already hear the name of this episode
00:02:45.314 --> 00:02:45.836
when I publish it.
00:02:45.855 --> 00:02:47.395
It'll be B for Vendetta.
00:02:47.996 --> 00:02:49.176
Bethany for Vendetta.
00:02:49.616 --> 00:02:50.516
You literally were like, hey,
00:02:51.257 --> 00:02:52.437
if you think I'm not understanding your
00:02:52.478 --> 00:02:52.818
language,
00:02:52.918 --> 00:02:54.598
I'm literally going to go back to school
00:02:54.737 --> 00:02:56.139
and prove it to you and slap you
00:02:56.158 --> 00:02:56.699
across the face with it.
00:02:56.718 --> 00:02:57.479
I think that might be a slight issue
00:02:57.498 --> 00:02:59.960
of my psyche.
00:02:59.979 --> 00:03:00.379
I like it.
00:03:00.500 --> 00:03:02.561
All right, so is this your first?
00:03:02.721 --> 00:03:05.201
How many gram sessions is this for?
00:03:05.562 --> 00:03:05.981
Three gram sessions.
00:03:06.002 --> 00:03:06.122
Me too.
00:03:06.141 --> 00:03:06.861
Three-timers club.
00:03:08.002 --> 00:03:08.742
How many of this is for you?
00:03:08.763 --> 00:03:09.883
This is my first one.
00:03:10.795 --> 00:03:13.138
brand new, brand new, uh, situation.
00:03:13.217 --> 00:03:15.259
So we'll start with Bethany.
00:03:15.340 --> 00:03:15.960
First one,
00:03:16.741 --> 00:03:18.141
what'd you think it was going to be?
00:03:18.362 --> 00:03:20.664
And then what has it actually been like?
00:03:21.525 --> 00:03:21.645
Well,
00:03:21.705 --> 00:03:23.106
I think you did a good job prepping
00:03:23.127 --> 00:03:23.167
me.
00:03:23.187 --> 00:03:24.168
How did I prep you?
00:03:24.247 --> 00:03:24.728
I can't remember.
00:03:24.907 --> 00:03:25.588
I don't remember.
00:03:25.628 --> 00:03:26.930
You said it was like cool kids.
00:03:26.949 --> 00:03:27.050
Yeah.
00:03:27.730 --> 00:03:28.912
And you said it was, um,
00:03:28.931 --> 00:03:30.973
people are more authentic and more open
00:03:31.073 --> 00:03:32.675
and I think willing to have harder
00:03:32.715 --> 00:03:33.536
conversations.
00:03:33.556 --> 00:03:33.776
Yeah.
00:03:34.175 --> 00:03:37.038
so but i would not have i actually
00:03:37.058 --> 00:03:38.800
would have expected it to be a little
00:03:38.820 --> 00:03:41.724
bit more cagey cagey yeah spears later
00:03:41.745 --> 00:03:44.007
don't worry about it i'm waiting for it
00:03:44.046 --> 00:03:45.549
yeah i'm waiting for it two years ago
00:03:45.669 --> 00:03:47.491
i got thrown off the roof really no
00:03:47.550 --> 00:03:48.812
not really but that'd be that'd be a
00:03:48.852 --> 00:03:51.014
great story just always say two years ago
00:03:51.034 --> 00:03:52.256
a guy got thrown off the roof and
00:03:52.276 --> 00:03:53.858
then be like i can't remember who was
00:03:53.877 --> 00:03:55.340
i can't talk about there's legal situation
00:03:55.860 --> 00:03:57.760
um i think the people in this room
00:03:57.841 --> 00:04:01.364
are traditionally people who are um not
00:04:01.383 --> 00:04:04.026
afraid or it's not a fear thing they
00:04:04.066 --> 00:04:06.467
are more apt to make noise and they
00:04:06.486 --> 00:04:08.868
are talking more this is not better this
00:04:08.889 --> 00:04:11.009
is not worse this is just different i
00:04:11.069 --> 00:04:12.570
see you know people next to me i
00:04:12.591 --> 00:04:13.651
won't say who right because it's like
00:04:13.692 --> 00:04:15.252
vegas you can't say who's here i see
00:04:15.713 --> 00:04:17.595
academy president i see another academy
00:04:17.634 --> 00:04:21.096
president i see ceo i see state chapter
00:04:21.137 --> 00:04:21.598
president
00:04:23.129 --> 00:04:24.771
I see he does like fifteen different.
00:04:24.831 --> 00:04:25.894
But these are the people who were like
00:04:26.435 --> 00:04:27.976
they say things that piss you off or
00:04:28.016 --> 00:04:29.298
you agree with on LinkedIn.
00:04:29.639 --> 00:04:30.961
The funny thing is most these people don't
00:04:30.980 --> 00:04:32.423
care if you agree with them or piss.
00:04:32.463 --> 00:04:34.185
Just say something like do something.
00:04:35.307 --> 00:04:36.850
Why did you come to your first Graham
00:04:36.889 --> 00:04:38.391
sessions and why did you come back?
00:04:39.536 --> 00:04:40.197
Good question.
00:04:40.338 --> 00:04:41.379
I came with Mike.
00:04:41.819 --> 00:04:42.560
He said he made you.
00:04:42.680 --> 00:04:43.800
Yeah, he kind of made me.
00:04:44.281 --> 00:04:45.581
He said, I think you'll like this.
00:04:45.682 --> 00:04:47.384
And I had I just read the description
00:04:47.423 --> 00:04:47.704
online.
00:04:47.723 --> 00:04:48.384
I'm like, cool.
00:04:48.904 --> 00:04:51.747
And I came and I shared at the
00:04:51.867 --> 00:04:53.949
end of it that it felt very reminiscent.
00:04:53.990 --> 00:04:54.870
I'm from New Jersey.
00:04:54.911 --> 00:04:55.531
I'm Italian.
00:04:55.571 --> 00:04:57.593
It felt like dinner,
00:04:57.653 --> 00:04:59.334
like a lot of yelling.
00:04:59.375 --> 00:05:01.016
And that was my love language is like
00:05:01.076 --> 00:05:02.598
yelling and cussing at each other.
00:05:03.017 --> 00:05:03.877
which there was both of.
00:05:04.819 --> 00:05:05.559
So I liked that.
00:05:05.619 --> 00:05:07.199
I liked that I had grown kind of
00:05:07.240 --> 00:05:08.680
frustrated with the professional
00:05:08.721 --> 00:05:10.201
conferences because I felt like we just
00:05:10.242 --> 00:05:11.862
talked about the same stuff.
00:05:12.382 --> 00:05:15.084
And nobody had the courage to disagree.
00:05:15.144 --> 00:05:17.045
And I didn't feel that at Graham Sessions.
00:05:17.084 --> 00:05:20.687
So I came back and got more and
00:05:20.706 --> 00:05:21.586
more interested.
00:05:21.666 --> 00:05:23.148
And here I am three years later.
00:05:23.507 --> 00:05:23.687
All right.
00:05:23.728 --> 00:05:26.369
So now we're level set.
00:05:26.449 --> 00:05:27.750
I'll just keep it easy.
00:05:27.850 --> 00:05:28.850
What's one thing...
00:05:29.610 --> 00:05:32.012
that excited you that you've either heard
00:05:32.052 --> 00:05:34.235
already or you've seen on the program that
00:05:34.454 --> 00:05:35.175
we're going to talk about?
00:05:35.536 --> 00:05:36.838
And what's one thing that you're like,
00:05:36.877 --> 00:05:37.538
dude, where's this?
00:05:37.697 --> 00:05:39.000
Like, hey, you're missing this one.
00:05:39.360 --> 00:05:41.040
So we'll start with the thing that's
00:05:41.081 --> 00:05:41.422
there.
00:05:41.701 --> 00:05:42.923
What's something that you're excited to
00:05:42.942 --> 00:05:44.144
that's either already been talked about
00:05:44.184 --> 00:05:46.326
here halfway through the first day or
00:05:46.766 --> 00:05:47.666
something that's coming up that you're
00:05:47.687 --> 00:05:48.168
excited about?
00:05:50.086 --> 00:05:51.166
I can answer the first one.
00:05:52.627 --> 00:05:55.189
I really liked the kind of disparaging the
00:05:55.249 --> 00:05:57.870
myth that it's just data that is going
00:05:57.889 --> 00:05:59.771
to help you with payer negotiations or
00:05:59.810 --> 00:06:00.351
contracts.
00:06:01.232 --> 00:06:03.132
I think we've all fallen, myself included,
00:06:03.173 --> 00:06:04.194
fallen victim to like, oh,
00:06:04.213 --> 00:06:06.935
if we just have enough data instead of,
00:06:07.196 --> 00:06:08.896
no, if we just have enough leverage.
00:06:09.076 --> 00:06:10.838
And so I think the leverage word,
00:06:12.278 --> 00:06:13.358
that has been stuck in my head.
00:06:13.559 --> 00:06:13.819
Yeah,
00:06:14.098 --> 00:06:15.779
and I wasn't in the room for that,
00:06:15.899 --> 00:06:16.961
but someone was explaining,
00:06:17.060 --> 00:06:18.521
is that more along the lines of the
00:06:18.601 --> 00:06:19.401
IPA discussion?
00:06:19.461 --> 00:06:20.822
Like, how do we band together?
00:06:22.764 --> 00:06:23.783
I think I used it as like a
00:06:23.863 --> 00:06:24.925
tubing at Lake Havasu.
00:06:25.524 --> 00:06:26.985
We can remain individual people in our
00:06:27.026 --> 00:06:28.747
individual tubes, but if we all link arms,
00:06:28.826 --> 00:06:30.127
now we can walk into a situation and
00:06:30.148 --> 00:06:31.048
we've got the leverage.
00:06:31.088 --> 00:06:31.988
We have the longer lever.
00:06:32.009 --> 00:06:33.108
Yes, yes.
00:06:33.149 --> 00:06:33.990
We should wake up to that.
00:06:34.029 --> 00:06:34.870
Other people are doing that.
00:06:34.889 --> 00:06:35.951
And by people, I mean professions.
00:06:36.071 --> 00:06:37.091
So there were good examples.
00:06:37.351 --> 00:06:38.211
This has worked.
00:06:38.271 --> 00:06:39.692
This is not just in a vacuum.
00:06:40.833 --> 00:06:41.613
Something that excited you.
00:06:43.000 --> 00:06:44.762
I like the primary care topic a lot.
00:06:44.942 --> 00:06:45.242
Good.
00:06:45.482 --> 00:06:45.882
Why?
00:06:46.163 --> 00:06:47.843
I think that, well, to me, I'm like,
00:06:48.363 --> 00:06:50.504
don't we just all already do this?
00:06:50.524 --> 00:06:51.745
Like, I guess I'm naive.
00:06:51.985 --> 00:06:53.826
Wait, is this a new,
00:06:53.846 --> 00:06:56.468
this was already in the building.
00:06:56.809 --> 00:06:59.831
I just, I'm naive to traditional settings.
00:06:59.891 --> 00:07:01.812
So I kind of just assume that my
00:07:01.851 --> 00:07:02.851
experience is,
00:07:03.291 --> 00:07:05.012
which has been doing that and not having
00:07:05.033 --> 00:07:06.514
to ask someone to get paid for it
00:07:06.574 --> 00:07:07.875
and not having to worry about whether it
00:07:07.894 --> 00:07:08.795
was legal or not,
00:07:08.855 --> 00:07:09.995
or whether there was going to be some
00:07:10.016 --> 00:07:10.916
sort of regular, I'm like,
00:07:11.576 --> 00:07:12.497
this is just all I know.
00:07:12.538 --> 00:07:14.158
So I'm excited to have had that
00:07:14.177 --> 00:07:16.819
conversation and that it's becoming
00:07:16.860 --> 00:07:19.821
something that's being pursued more.
00:07:19.841 --> 00:07:21.141
I'm allowed to talk about what I said
00:07:21.182 --> 00:07:21.661
in the room.
00:07:21.942 --> 00:07:23.062
I said, this is awesome.
00:07:24.262 --> 00:07:27.545
But if you don't message it for literally
00:07:27.805 --> 00:07:28.805
everybody else,
00:07:28.946 --> 00:07:30.427
I made everybody in the room look outside
00:07:30.447 --> 00:07:32.127
the windows from the seventh floor here,
00:07:32.146 --> 00:07:33.608
you can see DC, you can see Alexandria.
00:07:33.627 --> 00:07:33.908
I was like,
00:07:33.987 --> 00:07:35.749
if those people don't understand this very
00:07:35.788 --> 00:07:36.129
clearly,
00:07:36.589 --> 00:07:38.651
this could be awesome and will fail.
00:07:38.730 --> 00:07:38.971
Yeah.
00:07:39.511 --> 00:07:41.752
And I think that's why I feel sometimes
00:07:41.771 --> 00:07:43.132
like a broken record on the direct to
00:07:43.151 --> 00:07:44.992
employer because I don't have to market
00:07:45.012 --> 00:07:47.293
that to them because it's a small social
00:07:47.334 --> 00:07:47.694
network.
00:07:48.053 --> 00:07:49.694
So they just have to experience it and
00:07:49.714 --> 00:07:50.454
then it markets itself.
00:07:50.475 --> 00:07:51.475
They talk to each other.
00:07:51.795 --> 00:07:52.115
Right.
00:07:52.154 --> 00:07:53.475
It's a small social network.
00:07:53.495 --> 00:07:56.677
I don't have to market it to however
00:07:56.697 --> 00:07:58.958
many thousand people live in my community.
00:07:59.117 --> 00:08:01.197
I market it to a group of five
00:08:01.237 --> 00:08:04.079
hundred and they have one experience of
00:08:04.279 --> 00:08:05.180
they helped me with this.
00:08:05.240 --> 00:08:06.259
I didn't know they could do that.
00:08:06.319 --> 00:08:08.480
And the social network markets itself.
00:08:08.620 --> 00:08:09.482
What's your wedge?
00:08:10.041 --> 00:08:12.322
How do you get into...
00:08:13.043 --> 00:08:13.684
Let's say you've got...
00:08:14.605 --> 00:08:15.884
What's a great type of company that you
00:08:15.904 --> 00:08:16.526
like to work with?
00:08:16.865 --> 00:08:17.906
Or give me examples that you work with.
00:08:17.966 --> 00:08:20.487
Yeah, like a grizzled industrial employer.
00:08:20.548 --> 00:08:20.767
Got it.
00:08:20.788 --> 00:08:21.348
Those are my people.
00:08:21.569 --> 00:08:22.608
How do you knock on the door?
00:08:22.649 --> 00:08:23.449
What's the email?
00:08:23.689 --> 00:08:25.651
How do you get the first coffee?
00:08:25.670 --> 00:08:26.771
Yeah, good question.
00:08:26.851 --> 00:08:27.492
At this point,
00:08:27.552 --> 00:08:29.694
it's more like knocking on our door
00:08:29.713 --> 00:08:30.874
because we built a relationship.
00:08:30.915 --> 00:08:31.415
Yeah, yeah, yeah.
00:08:31.435 --> 00:08:32.475
But if you're starting Xero,
00:08:32.875 --> 00:08:34.996
the grizzled industrial has no idea what
00:08:35.017 --> 00:08:35.256
the hell...
00:08:35.277 --> 00:08:36.238
They look at you and they're like...
00:08:36.738 --> 00:08:37.258
What's this girl?
00:08:37.658 --> 00:08:38.778
Why are you all dressed up?
00:08:38.899 --> 00:08:40.279
We make we we you know,
00:08:40.320 --> 00:08:41.321
we make metal here.
00:08:41.341 --> 00:08:42.062
Yeah, that's it.
00:08:42.081 --> 00:08:43.822
Well, that is my exact client.
00:08:43.883 --> 00:08:44.342
OK,
00:08:44.383 --> 00:08:45.283
so how do you get them to go?
00:08:45.344 --> 00:08:45.703
Hey, hey.
00:08:45.884 --> 00:08:47.085
Well, first of all, you don't dress up.
00:08:47.144 --> 00:08:47.885
You look like them.
00:08:48.285 --> 00:08:49.307
When you show up for the meeting,
00:08:49.326 --> 00:08:50.687
you've got your steel toed boots and
00:08:50.706 --> 00:08:52.227
you've got your jeans and you look like
00:08:52.249 --> 00:08:53.870
you could go work in the steel mill.
00:08:54.269 --> 00:08:54.990
I can see you.
00:08:55.009 --> 00:08:55.451
I can see you.
00:08:55.490 --> 00:08:55.770
Yeah.
00:08:55.811 --> 00:08:57.032
You got to wear dress the part.
00:08:57.772 --> 00:08:59.634
Um, it's really pretty simple.
00:08:59.714 --> 00:09:01.054
It's that you have a problem.
00:09:01.154 --> 00:09:02.196
I know you have a problem.
00:09:02.255 --> 00:09:04.118
I know you have a healthcare cost problem.
00:09:04.197 --> 00:09:06.019
And I know musculoskeletal is in the top
00:09:06.099 --> 00:09:07.740
two, probably number one,
00:09:07.780 --> 00:09:09.042
if you're an industrial employer.
00:09:10.023 --> 00:09:11.663
And I'm a profession that knows how to
00:09:11.724 --> 00:09:12.644
solve that problem.
00:09:12.825 --> 00:09:13.605
Oh, and by the way,
00:09:13.645 --> 00:09:14.306
when I do that,
00:09:14.405 --> 00:09:15.567
I can solve your health problems.
00:09:15.687 --> 00:09:16.869
Yeah, I want to rewind there,
00:09:16.948 --> 00:09:18.129
just like we are doing Monday Night
00:09:18.149 --> 00:09:18.769
Football.
00:09:18.809 --> 00:09:21.231
The first three things you said were about
00:09:21.451 --> 00:09:21.732
them.
00:09:22.610 --> 00:09:24.231
And that's when people listen.
00:09:24.272 --> 00:09:25.932
You didn't say, hi, I am Ali.
00:09:26.052 --> 00:09:29.953
I have a doctor and I don't care.
00:09:30.033 --> 00:09:30.715
You were like, hey,
00:09:30.855 --> 00:09:31.674
I see what you're doing.
00:09:31.855 --> 00:09:33.196
And then like when I'm pitching,
00:09:33.235 --> 00:09:34.836
like to do stuff with APTA state chapters,
00:09:34.856 --> 00:09:36.177
I'm like, let me take a guess.
00:09:37.038 --> 00:09:39.038
Do you have this, this and that problem?
00:09:39.058 --> 00:09:40.119
They're like, how did you know that?
00:09:40.198 --> 00:09:40.960
I'm like, first of all,
00:09:40.980 --> 00:09:41.840
you all have the same problems.
00:09:42.779 --> 00:09:44.160
But that's what people want to hear.
00:09:44.321 --> 00:09:45.020
Like, can you solve,
00:09:45.101 --> 00:09:47.142
am I solving your problem or are you
00:09:47.162 --> 00:09:48.222
helping me solve me problem?
00:09:48.263 --> 00:09:49.744
Because I want to talk about me problems.
00:09:50.904 --> 00:09:52.307
And then what are they looking for?
00:09:52.366 --> 00:09:54.269
What's the, I call it the eyebrow test.
00:09:54.450 --> 00:09:55.110
They're like, okay,
00:09:55.152 --> 00:09:56.232
you understand my problems.
00:09:56.293 --> 00:09:57.654
What's the thing that, is it money?
00:09:57.755 --> 00:09:59.057
Is it downtime?
00:09:59.097 --> 00:10:01.400
It's all money, but it equates to money.
00:10:01.562 --> 00:10:03.924
But when do you see them go, ooh.
00:10:05.037 --> 00:10:06.138
I think when you make it clear,
00:10:06.197 --> 00:10:07.759
you know how to fix it and that
00:10:07.798 --> 00:10:08.979
it doesn't look like,
00:10:09.500 --> 00:10:11.921
and this is the exact plan because you
00:10:11.941 --> 00:10:13.001
don't even know my people yet.
00:10:13.022 --> 00:10:14.942
So how do you know what my problem
00:10:15.023 --> 00:10:16.023
is and how to fix it?
00:10:16.624 --> 00:10:18.804
Because my people are different than all
00:10:18.825 --> 00:10:19.765
the people you've ever met.
00:10:20.745 --> 00:10:22.187
Different, just like everybody else.
00:10:22.846 --> 00:10:25.048
Is this like you can curse on here?
00:10:25.067 --> 00:10:25.248
All of it.
00:10:25.268 --> 00:10:26.489
Yeah, there's no FCC.
00:10:26.509 --> 00:10:28.370
When it becomes very clear that you
00:10:28.529 --> 00:10:30.049
understand their problem,
00:10:30.230 --> 00:10:31.730
that you understand the solution,
00:10:31.770 --> 00:10:33.091
maybe not the specifics because you don't
00:10:33.111 --> 00:10:33.892
know the population,
00:10:33.971 --> 00:10:35.092
and you really give a shit,
00:10:35.513 --> 00:10:36.994
like you really give a shit about doing
00:10:37.053 --> 00:10:39.154
it, then it's not hard.
00:10:40.154 --> 00:10:40.754
I was just going to ask,
00:10:40.815 --> 00:10:42.895
are you doing like structural and
00:10:42.916 --> 00:10:44.317
environmental changes within the
00:10:44.356 --> 00:10:45.998
organization or just like direct to
00:10:46.018 --> 00:10:46.398
consumers?
00:10:46.989 --> 00:10:48.931
Sometimes it's all of the above.
00:10:49.010 --> 00:10:49.311
It depends.
00:10:49.331 --> 00:10:50.091
Whatever the population needs.
00:10:50.111 --> 00:10:50.532
That's awesome.
00:10:52.768 --> 00:10:53.028
Yeah,
00:10:53.048 --> 00:10:55.029
I was going to say a quote that
00:10:55.090 --> 00:10:57.292
I've sort of stolen from, I think,
00:10:57.351 --> 00:10:58.192
Eleanor Roosevelt.
00:10:58.212 --> 00:10:58.633
And she said,
00:10:58.693 --> 00:11:01.216
no one cares how much you know until
00:11:01.235 --> 00:11:03.018
they know how much you care.
00:11:03.057 --> 00:11:04.399
And I was like, that's bullshit.
00:11:04.479 --> 00:11:05.058
I love Eleanor.
00:11:05.078 --> 00:11:05.799
I love you, Eleanor.
00:11:05.879 --> 00:11:06.600
She's not with us anymore.
00:11:07.160 --> 00:11:08.822
But I think no one cares how much
00:11:08.842 --> 00:11:10.664
you know or how much you care until
00:11:10.684 --> 00:11:13.346
they know that you know how to understand
00:11:13.386 --> 00:11:14.687
their problem and can solve it.
00:11:15.068 --> 00:11:16.289
Now I'm like, oh,
00:11:16.389 --> 00:11:17.171
how much do you care?
00:11:17.250 --> 00:11:17.551
Cool.
00:11:17.671 --> 00:11:18.552
I want that person with me.
00:11:18.831 --> 00:11:21.374
But make sure you demonstrate, I see you,
00:11:21.514 --> 00:11:22.615
I hear you, I understand you.
00:11:22.654 --> 00:11:24.135
That's what Oprah taught me.
00:11:24.355 --> 00:11:25.537
People want to be seen, heard, understood.
00:11:26.136 --> 00:11:26.937
Do that first.
00:11:27.378 --> 00:11:28.599
I see PTs all the time,
00:11:28.619 --> 00:11:29.220
and I love you,
00:11:29.259 --> 00:11:29.919
and I'm one of you.
00:11:30.500 --> 00:11:31.841
Stop talking about yourself.
00:11:32.062 --> 00:11:33.682
Yes, a hundred percent.
00:11:33.702 --> 00:11:34.663
Stop talking about yourself.
00:11:34.682 --> 00:11:35.323
They don't care about us.
00:11:35.403 --> 00:11:35.844
And to your point,
00:11:35.864 --> 00:11:37.304
they don't care that I'm a PT.
00:11:38.125 --> 00:11:39.326
They don't care about any of that.
00:11:39.486 --> 00:11:41.427
So don't focus on that.
00:11:41.548 --> 00:11:42.269
Focus on the problem.
00:11:42.389 --> 00:11:43.370
You don't do that,
00:11:43.529 --> 00:11:44.830
but you do something similar.
00:11:45.049 --> 00:11:46.630
You're not solving workforce,
00:11:46.671 --> 00:11:48.871
but you are because you work more
00:11:48.932 --> 00:11:49.613
technology.
00:11:49.692 --> 00:11:50.913
These are the things that,
00:11:51.253 --> 00:11:53.494
so you're sitting there pretending like,
00:11:53.754 --> 00:11:54.855
hmm, let me take a wild guess.
00:11:55.514 --> 00:11:57.176
You hate denials.
00:11:57.775 --> 00:11:58.596
Are denials an issue?
00:11:58.616 --> 00:12:00.278
Of course, it's a loaded question,
00:12:00.317 --> 00:12:01.817
but you're doing something similar but not
00:12:01.857 --> 00:12:02.259
the same.
00:12:02.678 --> 00:12:04.779
What's a good wedge for you that makes
00:12:04.799 --> 00:12:06.860
someone go, oh, she, yes, okay,
00:12:06.921 --> 00:12:08.282
sounds like you might understand me.
00:12:08.341 --> 00:12:10.403
What are some things that you throw out
00:12:10.423 --> 00:12:10.982
in the beginning
00:12:12.298 --> 00:12:12.457
Well,
00:12:12.597 --> 00:12:14.841
I always focus on themes over any sort
00:12:14.880 --> 00:12:15.481
of features.
00:12:15.701 --> 00:12:16.042
So like,
00:12:16.143 --> 00:12:18.304
I don't really do anything about like,
00:12:18.365 --> 00:12:20.067
Hey, here's how we solve it.
00:12:20.126 --> 00:12:21.969
I like to figure out like what themes
00:12:22.470 --> 00:12:23.912
are people experiencing.
00:12:24.432 --> 00:12:26.153
And so I would say within the space
00:12:26.173 --> 00:12:28.636
that I work in within like revenue cycle,
00:12:28.657 --> 00:12:29.018
let's say,
00:12:29.522 --> 00:12:32.105
I would say a major theme is ownership,
00:12:32.206 --> 00:12:33.888
autonomy, transparency.
00:12:34.168 --> 00:12:35.049
That's what they're looking,
00:12:35.090 --> 00:12:35.750
that's what they want.
00:12:35.770 --> 00:12:36.451
That's what they want.
00:12:36.471 --> 00:12:39.716
People want to have ownership of their
00:12:39.755 --> 00:12:42.841
money, of their future, of their practice.
00:12:42.860 --> 00:12:43.500
Their day.
00:12:43.621 --> 00:12:44.403
They started a business,
00:12:44.462 --> 00:12:45.804
now they're working for someone else,
00:12:45.884 --> 00:12:46.525
it feels like.
00:12:46.865 --> 00:12:48.126
Yeah, visibility.
00:12:48.287 --> 00:12:50.746
I think oftentimes people outsource
00:12:50.788 --> 00:12:52.967
completely because they know enough to
00:12:53.008 --> 00:12:54.188
say, I don't know about this.
00:12:54.609 --> 00:12:55.969
But then as they start to learn,
00:12:56.028 --> 00:12:56.970
then they realize, oh my gosh,
00:12:56.990 --> 00:12:58.309
I don't know anything about what's
00:12:58.330 --> 00:12:58.850
happening.
00:12:59.370 --> 00:13:01.071
And they don't know what step to take
00:13:01.110 --> 00:13:02.932
to then start to regain control.
00:13:03.371 --> 00:13:04.613
And then they don't know what they don't
00:13:04.633 --> 00:13:04.793
know.
00:13:04.852 --> 00:13:08.053
So just trying to also help uncover where
00:13:08.094 --> 00:13:09.494
the problem is and then being very
00:13:09.514 --> 00:13:11.294
transparent if we are not the right fit.
00:13:11.315 --> 00:13:11.754
Yeah, yeah, yeah.
00:13:11.774 --> 00:13:13.096
Try to get to the know as quickly
00:13:13.115 --> 00:13:13.635
as possible.
00:13:13.696 --> 00:13:14.436
Yeah.
00:13:14.475 --> 00:13:15.937
Confused people don't.
00:13:17.235 --> 00:13:18.895
So I know I have a problem,
00:13:18.995 --> 00:13:20.336
but I'm even confused what the next step
00:13:20.417 --> 00:13:20.576
is.
00:13:20.616 --> 00:13:21.116
So what do I do?
00:13:21.456 --> 00:13:21.836
Nothing.
00:13:22.076 --> 00:13:22.756
I just go, you know what?
00:13:22.777 --> 00:13:24.357
I'm going to solve the other problems
00:13:24.378 --> 00:13:25.758
because I at least know how to solve
00:13:25.778 --> 00:13:25.957
them.
00:13:26.298 --> 00:13:27.597
This is what I'm like frustrated with.
00:13:27.837 --> 00:13:29.499
And I try to clean my house as
00:13:29.538 --> 00:13:30.259
little as possible.
00:13:30.339 --> 00:13:31.339
Like when there's people coming over,
00:13:31.359 --> 00:13:31.899
that's when I do it.
00:13:32.359 --> 00:13:34.460
But I find myself like I'm trying to
00:13:34.480 --> 00:13:35.480
do I was trying to change a flight
00:13:35.759 --> 00:13:36.940
and I was using an app and I
00:13:36.960 --> 00:13:37.700
couldn't get my password.
00:13:37.779 --> 00:13:38.780
I tried fourteen different ways.
00:13:39.221 --> 00:13:40.640
So I just stopped and cleaned my house.
00:13:41.120 --> 00:13:42.442
Because I knew I could control that.
00:13:42.581 --> 00:13:44.302
I was like, well, that's not happening.
00:13:44.522 --> 00:13:45.102
I'm going to do this.
00:13:45.123 --> 00:13:46.543
It's the same in business.
00:13:46.663 --> 00:13:48.083
If you're like, I know I'm leaking money.
00:13:48.224 --> 00:13:48.823
What do I do about it?
00:13:48.884 --> 00:13:49.563
I have no idea.
00:13:49.604 --> 00:13:50.365
So what do you do about it?
00:13:50.384 --> 00:13:50.644
Nothing.
00:13:51.225 --> 00:13:55.206
You move on to rearrange the deck chairs
00:13:55.226 --> 00:13:55.866
on my Titanic.
00:13:55.927 --> 00:13:56.126
Why?
00:13:56.386 --> 00:13:57.587
Because I can control that.
00:13:58.148 --> 00:13:59.268
And we're big, dumb animals,
00:13:59.288 --> 00:14:01.989
and we like control.
00:14:02.190 --> 00:14:04.029
This is a cool format, though, I think,
00:14:04.149 --> 00:14:04.831
a presentation.
00:14:04.931 --> 00:14:05.191
And then...
00:14:06.501 --> 00:14:09.283
really dedicated time to hearing from the
00:14:09.342 --> 00:14:10.442
audience, right?
00:14:10.802 --> 00:14:11.962
I do think it's funny though,
00:14:12.802 --> 00:14:14.683
is that most people are falling into the
00:14:14.703 --> 00:14:15.964
trap I just did, right?
00:14:16.043 --> 00:14:17.744
So let's say you gave a presentation and
00:14:17.844 --> 00:14:18.644
I either agree or disagree,
00:14:18.663 --> 00:14:19.804
I'm gonna stand up and ask questions or
00:14:19.825 --> 00:14:20.384
make a statement,
00:14:20.725 --> 00:14:21.605
and then a lot of people spend the
00:14:21.644 --> 00:14:22.924
first forty-five seconds explaining who
00:14:22.945 --> 00:14:23.245
they are.
00:14:23.585 --> 00:14:23.985
And I'm sort of like,
00:14:24.005 --> 00:14:26.225
save that for later.
00:14:26.245 --> 00:14:27.725
Save, I don't care right now,
00:14:27.785 --> 00:14:30.326
unless it's directly in context, right?
00:14:30.386 --> 00:14:31.427
Which is like, I get it,
00:14:31.626 --> 00:14:32.486
but also I'm like,
00:14:32.907 --> 00:14:34.087
skip to the good part.
00:14:37.448 --> 00:14:37.649
All right.
00:14:37.668 --> 00:14:38.749
So third, first.
00:14:39.490 --> 00:14:42.071
And you're going to both speak next year.
00:14:42.270 --> 00:14:43.851
If you were going to speak next year,
00:14:43.912 --> 00:14:45.192
what would your talk be on?
00:14:45.293 --> 00:14:46.072
I'm cheering Allie on.
00:14:46.212 --> 00:14:47.433
That's my role next year.
00:14:47.453 --> 00:14:48.695
We're going to do it together.
00:14:48.715 --> 00:14:49.274
Hold on a second.
00:14:49.294 --> 00:14:49.615
Wait, wait, wait.
00:14:49.654 --> 00:14:50.596
You spoke already.
00:14:50.655 --> 00:14:51.975
You gave a two-minute hot,
00:14:52.596 --> 00:14:53.517
coming in hot statement.
00:14:53.596 --> 00:14:54.136
I did.
00:14:54.177 --> 00:14:54.857
What was the gist?
00:14:54.898 --> 00:14:55.778
Let's just talk about the gist of it.
00:14:55.798 --> 00:14:56.739
Or do you have it memorized?
00:14:57.038 --> 00:14:58.700
No, I don't have it fully memorized.
00:14:58.720 --> 00:15:00.360
But the gist of it, I will say,
00:15:00.500 --> 00:15:02.162
and you tell me if I'm not doing
00:15:02.182 --> 00:15:02.581
this justice.
00:15:02.964 --> 00:15:04.645
But the gist of this is that I
00:15:04.686 --> 00:15:06.347
think in the therapy world specifically,
00:15:06.447 --> 00:15:08.990
we feel this need to either choose between
00:15:09.030 --> 00:15:12.014
doing well or doing good.
00:15:12.115 --> 00:15:13.035
And by that meaning,
00:15:13.677 --> 00:15:15.679
well is like we're financially thriving
00:15:15.740 --> 00:15:17.160
and our clinic's doing financially well.
00:15:17.182 --> 00:15:19.244
And then good meaning we're allocating
00:15:19.283 --> 00:15:21.346
everything we have to our patients and
00:15:21.386 --> 00:15:21.567
that.
00:15:22.105 --> 00:15:23.607
we do not have to choose one or
00:15:23.648 --> 00:15:25.390
the other, that we deserve both.
00:15:25.431 --> 00:15:26.292
But beyond that,
00:15:26.692 --> 00:15:29.115
like the survival of our entire profession
00:15:29.176 --> 00:15:31.919
relies on us having both.
00:15:32.399 --> 00:15:33.962
And that was it.
00:15:33.982 --> 00:15:35.264
I don't need to divulge that.
00:15:35.303 --> 00:15:36.725
It was really good.
00:15:36.986 --> 00:15:38.408
I love the doing well versus doing good.
00:15:38.708 --> 00:15:41.230
And then you brought in also a topic
00:15:41.250 --> 00:15:42.451
that I guess was in last year.
00:15:42.471 --> 00:15:43.211
I wasn't here last year,
00:15:43.231 --> 00:15:44.712
but they were talking about artificial
00:15:44.732 --> 00:15:45.494
intelligence last year.
00:15:45.734 --> 00:15:47.615
It's not on the docket this year because
00:15:47.634 --> 00:15:49.035
apparently we've solved all that.
00:15:49.856 --> 00:15:50.738
I was out of the room when we
00:15:50.758 --> 00:15:51.097
solved AI.
00:15:52.259 --> 00:15:54.961
Your angle was AI is not the thing.
00:15:55.081 --> 00:15:56.221
It's the thing that will help you do
00:15:56.261 --> 00:15:56.662
the thing.
00:15:56.782 --> 00:15:57.623
AI is not the answer.
00:15:57.663 --> 00:15:58.923
It's the vehicle you will get in to
00:15:58.984 --> 00:16:01.144
solve this or this or at least work
00:16:01.205 --> 00:16:02.186
on this or this or this.
00:16:02.500 --> 00:16:03.201
Yes.
00:16:03.221 --> 00:16:04.283
Yes.
00:16:04.303 --> 00:16:04.464
Yeah.
00:16:04.504 --> 00:16:05.524
That was my kind of thought.
00:16:05.706 --> 00:16:06.927
That could be an entire talk, though.
00:16:06.947 --> 00:16:07.788
You did it in two minutes.
00:16:07.908 --> 00:16:09.490
You could go deeper and wider.
00:16:09.510 --> 00:16:10.392
Yeah, I could.
00:16:10.412 --> 00:16:11.714
You might have just accidentally talked
00:16:11.734 --> 00:16:12.615
yourself into a talk.
00:16:13.056 --> 00:16:14.317
Allie, you're on the docket next year.
00:16:14.496 --> 00:16:15.318
What are you talking about?
00:16:15.359 --> 00:16:16.080
With your hands.
00:16:17.926 --> 00:16:20.547
I am this afternoon doing one on
00:16:20.586 --> 00:16:21.347
gentelligence.
00:16:21.408 --> 00:16:22.048
Oh, no, I knew that.
00:16:22.087 --> 00:16:23.168
You are talking this year.
00:16:23.187 --> 00:16:23.248
Yes,
00:16:23.288 --> 00:16:25.489
my head is on that because at a
00:16:25.528 --> 00:16:26.210
lot of conferences,
00:16:26.289 --> 00:16:28.309
I feel like I feel this very emotional
00:16:28.951 --> 00:16:31.591
distress around the younger generation or
00:16:31.611 --> 00:16:33.513
the younger generation against older
00:16:33.533 --> 00:16:34.232
generations.
00:16:34.273 --> 00:16:36.573
And so I feel like honest conversations
00:16:36.594 --> 00:16:37.254
are needed there.
00:16:38.355 --> 00:16:39.355
So that's where my head is at right
00:16:39.414 --> 00:16:39.634
now.
00:16:39.774 --> 00:16:40.615
Next year, I don't know.
00:16:40.676 --> 00:16:43.216
So what do you hope people walk away
00:16:43.277 --> 00:16:44.197
thinking, feeling,
00:16:44.376 --> 00:16:45.977
doing after they listen to your talk
00:16:45.998 --> 00:16:46.357
today?
00:16:46.903 --> 00:16:48.563
I hope that instead of just being
00:16:48.644 --> 00:16:51.086
frustrated and angry and being like,
00:16:51.186 --> 00:16:53.587
they need to change either direction.
00:16:53.607 --> 00:16:54.227
They need to change.
00:16:54.248 --> 00:16:56.408
They need to change either direction.
00:16:56.528 --> 00:16:57.230
It's their fault.
00:16:57.250 --> 00:16:59.130
We come to understand like nobody's
00:16:59.171 --> 00:17:00.231
probably going to change.
00:17:00.272 --> 00:17:01.773
So let's figure out what to do about
00:17:01.832 --> 00:17:03.734
it because otherwise our profession will
00:17:03.754 --> 00:17:04.875
fail to exist.
00:17:05.434 --> 00:17:05.935
In twenty years,
00:17:05.976 --> 00:17:08.057
if we don't make a profession that the
00:17:08.096 --> 00:17:10.038
younger generation wants to be a part of.
00:17:10.058 --> 00:17:11.159
They're going to leave.
00:17:11.278 --> 00:17:12.220
Then they're going to leave and we won't
00:17:12.259 --> 00:17:12.640
have one.
00:17:12.700 --> 00:17:15.102
So I guess that's my hope is that
00:17:15.521 --> 00:17:16.682
people think about it differently.
00:17:16.962 --> 00:17:17.262
Yeah.
00:17:17.544 --> 00:17:18.503
I'm in a discussion.
00:17:18.523 --> 00:17:19.525
I'm going to have this guy on,
00:17:19.545 --> 00:17:21.326
but there was a guy on LinkedIn writing
00:17:21.446 --> 00:17:21.987
thoughtfully.
00:17:22.867 --> 00:17:23.928
And essentially he was like,
00:17:24.449 --> 00:17:25.108
I'm paraphrasing.
00:17:25.128 --> 00:17:26.009
I won't put words in his mouth.
00:17:26.170 --> 00:17:27.111
He's going to put words in his mouth.
00:17:27.310 --> 00:17:28.531
I'm paraphrasing, you know,
00:17:28.571 --> 00:17:30.272
like we got to work harder.
00:17:30.492 --> 00:17:31.453
Like people don't want to work hard.
00:17:31.493 --> 00:17:34.056
And I was like, is that it?
00:17:34.236 --> 00:17:35.696
Like this generation just woke up and
00:17:35.737 --> 00:17:36.758
doesn't want to work hard.
00:17:36.998 --> 00:17:38.199
And then I sort of broke it down.
00:17:38.619 --> 00:17:40.760
Maybe I used AI to an equation.
00:17:40.820 --> 00:17:41.721
And I was like, is the,
00:17:41.801 --> 00:17:43.363
is it the conversion factor?
00:17:43.643 --> 00:17:45.125
If I used to work ten hours,
00:17:46.048 --> 00:17:47.749
units of work hard i used to get
00:17:48.068 --> 00:17:51.010
twelve f units of payoff and now i
00:17:51.030 --> 00:17:52.330
do ten efforts of work hard and i
00:17:52.351 --> 00:17:55.432
get six and i'm not stupid that doesn't
00:17:55.452 --> 00:17:57.834
work and then his sort of counter was
00:17:57.854 --> 00:17:59.414
like well you could start your own company
00:17:59.454 --> 00:18:01.236
i said we're talking about the conversion
00:18:01.256 --> 00:18:03.156
factor of this system going outside the
00:18:03.176 --> 00:18:06.498
system is valid i'm a radio dj pt
00:18:06.898 --> 00:18:08.720
i went outside the system i made this
00:18:08.799 --> 00:18:08.940
up
00:18:09.640 --> 00:18:11.981
I'm okay with how much work I do
00:18:12.021 --> 00:18:12.803
for what I get.
00:18:13.123 --> 00:18:13.823
Would I like more?
00:18:14.022 --> 00:18:14.344
Sure.
00:18:14.683 --> 00:18:16.224
So I want to work on two things,
00:18:16.505 --> 00:18:18.006
how much work I do, hard,
00:18:18.386 --> 00:18:19.807
and the conversion factor.
00:18:19.847 --> 00:18:21.509
Because wouldn't it be great if the amount
00:18:21.568 --> 00:18:23.130
I'm doing now could just yield more?
00:18:23.871 --> 00:18:25.672
Clinicians and clinics want that.
00:18:25.852 --> 00:18:26.173
They're like,
00:18:26.212 --> 00:18:27.913
I want to put it in this system.
00:18:28.034 --> 00:18:29.595
I don't want to run my own company.
00:18:29.895 --> 00:18:31.135
Why is that a bad thing?
00:18:31.196 --> 00:18:32.196
Neither good nor bad.
00:18:32.557 --> 00:18:33.999
It's right or wrong for you.
00:18:34.338 --> 00:18:35.539
So I want to focus on the conversion
00:18:35.559 --> 00:18:37.641
factor because it didn't used to be this
00:18:37.681 --> 00:18:38.122
way.
00:18:38.142 --> 00:18:38.342
Right.
00:18:38.868 --> 00:18:40.549
I put that on like Instagram and I
00:18:40.569 --> 00:18:42.151
was waiting for like the younger
00:18:42.171 --> 00:18:43.570
generation to agree with me and the older
00:18:43.590 --> 00:18:44.632
to disagree.
00:18:44.672 --> 00:18:46.553
And the funny part was they both agree.
00:18:46.573 --> 00:18:47.653
They were like, yeah, it didn't use.
00:18:47.792 --> 00:18:49.153
I was there in the eighties.
00:18:49.394 --> 00:18:51.555
It used to be this gotcha that now
00:18:51.595 --> 00:18:52.714
it's this gotcha this.
00:18:52.775 --> 00:18:53.496
And that sucks.
00:18:53.556 --> 00:18:54.875
But I am close to retiring and I'm
00:18:54.895 --> 00:18:55.977
like, that does suck.
00:18:56.196 --> 00:18:57.116
But these people aren't.
00:18:57.537 --> 00:18:58.538
So what are we doing about it?
00:18:58.557 --> 00:18:59.678
Uh,
00:18:59.718 --> 00:19:01.419
so that's what my thing would be is
00:19:01.519 --> 00:19:03.160
what's the conversion factor of hard work?
00:19:03.200 --> 00:19:04.980
What's hard work worth these days?
00:19:05.161 --> 00:19:05.260
Um,
00:19:05.881 --> 00:19:07.402
We have a tradition on the show before
00:19:07.422 --> 00:19:08.561
we end every episode.
00:19:08.662 --> 00:19:09.942
It is called the parting shot.
00:19:09.961 --> 00:19:12.722
This is the parting shot.
00:19:13.262 --> 00:19:14.663
One last mic drop moment.
00:19:15.344 --> 00:19:16.163
No pressure.
00:19:16.584 --> 00:19:18.763
Just your legacy on the line.
00:19:20.085 --> 00:19:23.365
Just you can reiterate an idea, a thought,
00:19:23.425 --> 00:19:24.266
a concept, a quote.
00:19:24.546 --> 00:19:25.066
Doesn't matter.
00:19:25.086 --> 00:19:25.905
It's just whatever you want.
00:19:25.925 --> 00:19:27.686
The last thing the audience hears from
00:19:27.727 --> 00:19:27.946
you.
00:19:28.247 --> 00:19:28.846
What do you want to be?
00:19:29.436 --> 00:19:30.679
I would just say that going to what
00:19:30.699 --> 00:19:33.321
you said about systems that I would just
00:19:33.682 --> 00:19:35.565
reiterate that we aren't just participants
00:19:35.605 --> 00:19:36.286
of a system.
00:19:36.707 --> 00:19:40.152
We are architects of the future for it.
00:19:40.231 --> 00:19:40.751
Architect.
00:19:40.791 --> 00:19:42.875
Look at you dropping crochet that on a
00:19:42.894 --> 00:19:43.175
pillow.
00:19:43.680 --> 00:19:44.421
That was beautiful.
00:19:44.780 --> 00:19:46.001
You look following that.
00:19:46.082 --> 00:19:47.624
I mean, it's a bar.
00:19:47.644 --> 00:19:48.585
You got to get over that bar.
00:19:48.625 --> 00:19:49.184
Yeah, no.
00:19:49.786 --> 00:19:50.946
I'm going to get over it by just
00:19:51.166 --> 00:19:52.167
using one of her lines.
00:19:52.188 --> 00:19:52.567
There you go.
00:19:52.627 --> 00:19:54.089
Smart, smart.
00:19:54.170 --> 00:19:55.431
I'm going to use Bethany's line of,
00:19:55.990 --> 00:19:57.512
I love the concept that you don't have
00:19:57.532 --> 00:19:59.694
to trade doing well for doing good.
00:19:59.994 --> 00:20:01.255
And I think if we just put a
00:20:01.315 --> 00:20:03.236
lot more of our effort on how and
00:20:03.256 --> 00:20:04.936
what are innovative ways to make that
00:20:04.977 --> 00:20:05.436
happen,
00:20:06.156 --> 00:20:08.557
then we would build a better profession
00:20:08.597 --> 00:20:10.038
and one that maybe the next generation
00:20:10.097 --> 00:20:10.377
wants to be in.
00:20:10.417 --> 00:20:11.317
And how do you find those?
00:20:11.417 --> 00:20:12.959
I'll steal words from someone else.
00:20:13.078 --> 00:20:14.679
Good artists borrow, great artists steal.
00:20:14.839 --> 00:20:16.079
Look at what other people are doing.
00:20:16.920 --> 00:20:17.460
In class,
00:20:17.500 --> 00:20:18.381
you weren't allowed to look at other
00:20:18.401 --> 00:20:19.080
people's papers.
00:20:19.938 --> 00:20:21.578
In life, we sort of are.
00:20:21.679 --> 00:20:22.939
We could just be like, I don't know,
00:20:22.999 --> 00:20:24.140
what's OT doing?
00:20:24.200 --> 00:20:24.880
What's dental?
00:20:24.980 --> 00:20:26.941
What are aeronautical engineers doing?
00:20:26.961 --> 00:20:28.582
What can I steal in a good way?
00:20:28.882 --> 00:20:29.682
The essence of,
00:20:29.781 --> 00:20:31.262
and then just plug it in over here.
00:20:31.282 --> 00:20:31.843
Does it work?
00:20:32.064 --> 00:20:32.344
I don't know.
00:20:32.364 --> 00:20:33.003
Let's try it.
00:20:33.544 --> 00:20:35.244
Good artist borrow, great artist steal.
00:20:35.585 --> 00:20:36.526
Allie, Bethany,
00:20:36.566 --> 00:20:37.605
appreciate the time here at Graham
00:20:37.645 --> 00:20:37.905
Sessions.
00:20:37.925 --> 00:20:38.926
We're going to have some graham crackers
00:20:38.967 --> 00:20:41.867
and some s'mores here as we live stream
00:20:41.887 --> 00:20:43.848
from the top of the APTA's venue.
00:20:45.188 --> 00:20:46.268
That's it for this one,
00:20:46.528 --> 00:20:48.189
but we're just getting warmed up.
00:20:48.669 --> 00:20:50.589
Smash follow, send it to a friend,
00:20:50.809 --> 00:20:52.450
or crank up the next episode.
00:20:52.970 --> 00:20:53.911
Want to go deeper?
00:20:54.351 --> 00:20:58.392
Hit us at pgpinecast.com or find us on
00:20:58.432 --> 00:21:00.952
YouTube and socials at pgpinecast.
00:21:01.393 --> 00:21:03.693
And legally, none of this was advice.
00:21:03.733 --> 00:21:05.473
It's for entertainment purposes only.
00:21:05.513 --> 00:21:07.115
Bullshit!
00:21:07.154 --> 00:21:07.734
See, Keith?
00:21:07.954 --> 00:21:09.016
We read the script.
00:21:09.316 --> 00:21:09.955
Happy now?